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Women in Transition & The Virtual Family Office with Dr. Pat Pachciarz | Financial Planner Search · Financial Planner Search

• Chase: I Pat, thank you so much for joining me on the podcast today. I've been looking forward to this a lot. Dr. Pat Pachciarz®, CEPA®, CPT: Yeah, a absolutely chase. Thank you for having me. And I didn't realize just how much goes on inside the head throughout the day. So anything I could do to add some value that I appreciate the time. Chase: Awesome. Well let's jump it right in here, Pat. Tell us about your practice, what you specialize in. Dr. Pat Pachciarz®, CEPA®, CPT: So we built a virtual family office. And for those who don't know, I was at JP Morgan for about 10 to 12 years, and I got to see behind the scenes of what the wealthiest families had. So they had a, you know, for the easiest way is I I use a lot of acronyms, Chase. So so stay with me here for a second. Chase: Perfect. Dr. Pat Pachciarz®, CEPA®, CPT: So I use CABI for my clients. So it's they had a CPA, they had a private wealth advisor. They had an attorney. They had a private client banker and they had an estate planning attorney. So that's kind of the core of what I see a lot. Now there could be like a real estate attorney and and some other ones. But what happened was we saw wealth leak out, Chase, not in the silos, but in between the coordination. So maybe the the advisor may say, Hey, we may want to do a Roth conversion under a certain amount, which which most people do. But the client would then say, okay, can you please execute that for me? And they couldn't. Because like, nope, we can't give tax advice. So then they had to hand it over to the CPA, and the CPA is like, Why is your advisor giving you tax advice? So now it becomes the this fragmented, siloed approach, and nobody's working together for Chase. And I I said to myself, as I was thinking about this, most people were like, Well, what creates the most friction that I see? We we could talk about investments all day, right? And I think that it's it's over discussed. But the real friction where I see real emotion is taxes and debt. And if we can solve those two things, now you could bring that into really like a virtual family office. And me being an athlete, I play college basketball. I was always like, you got to be held accountable. I want the client to hold me accountable and me hold me accountable because the coach did. So now, Chase, it's like we have an all-star team. So they're not W-2. They have to show up each day for Chase. And if I have a strategic partner for Chase's family, the or James's family or Emily's family, and they don't show up, then you know. One or two times that's okay, but the on the third time it's like, hey, you know, our business values don't align. And then that other person gets the opportunity. And I I don't know a lot of financial professionals, Chase, and you tell me if I'm wrong here, that don't mind zero cost of acquisition clients. So we build a virtual family office, and our job is to hold ourselves to that pinnacle standard every day. Chase: So I want to dig into more about how this how this works and the benefits to your clients. But first I want to know a little bit more about how you got into this. How what inspired you to do this? Like it sounds like your origin story is kind of in in sports. What's the what's the arc here? Dr. Pat Pachciarz®, CEPA®, CPT: Yeah, the the arc was you know, of of course, like a business major, i that's boring. But but what inspired me was the fact of want to ensure that people are taken care of. Being raised by a mother with no child support, growing up with my brother, I know exactly what it's like to be really close to food stamps. Grew up in central Illinois. So it's like, okay. one thing that I did as a child was like I didn't want my mother to struggle. So I was like, so I was good at sports, thank God, right? I was good in school because I didn't want her to worry. So what that kind of led into was, well, what what careers could you do and guide people? Well, financial advisor was a natural one. You know, you'll hear me, I like to talk. I have to calm myself down sometimes. but I'm not too bad with numbers and statistics. Right. So now with a lot of technology, it's like, okay, my job is to be able to take a complex subject and simplify it and educate. One of the great verb, great I would say, phrases that I've learned from my mentor and coach, Coach Sullivan, is I haven't taught until you've learned. So it's like, how can you take that mindset each day, but then do it? So I I applied to be a banker at Chase back in 07. What a great time to get into finance. Right before eight, right, Chase? But what I loved was I got to see all these people on a daily basis. They come in, I'm like, hey, Mrs. Jones, here's some coffee. What are doing today? Hey, you know, Mr. Hoskins, what are you doing today? Right. I'm like, are you getting some more checks? How many checks are you gonna write? Get a debit card, please. So we're we have that kind of back and forth. Chase: Yeah. Dr. Pat Pachciarz®, CEPA®, CPT: And you know, it's like, you know that you have more fraud risk by writing your check and they hold you your account number than a debit card. So I I do that, but I remember a branch manager pulled me aside one day and said, Pat, you have a natural ability to connect, but it's okay to talk about money in the bank. Funny enough, your name being Chase, it was Chase. Right? And it was just when JP Morgan and Chase started to really get together, right? And it's when Jamie Diamond took over and 2008 hit. And he's like, Pat, you can monetize your kindness. You're you they're gonna go somewhere for a loan. They're gonna go somewhere for investments. You might as well be able to offer that because they're gonna go somewhere. And when I heard that, it like clicked in me. And I couldn't unsee it anymore, Chase. So then when go when Lehman Brothers they went they went bankrupt, we got a really good guy named Barry Summers, and he brought the intellectual capital and thought leadership of JP Morgan with Chase's retail footprint. So now I get to talk to Now I was like, okay, my goal is to work for JP Morgan side and help people be a financial advisor because I can see that they may not be getting the best advice. So I you know, I was fortunate. I grew a nine-figure business by the time I was 34. And then JP Morgan said, Pat, can you come train some of our advisors at JP Morgan private client? Because we wanted we want them to know what you're doing. So from there it trickled on to it and then I left JP Morgan and you know, we founded Pinnacle with with the reason that I stayed at the beginning. Chase: And so it sounds like you had a really powerful experience as as a child growing up. how would how would you say that shaped the way you approach your practice and how you deal with clients today? Dr. Pat Pachciarz®, CEPA®, CPT: Yes. so I think we're we were talking, you know, right before I didn't realize that eighty-seven percent of my clients are women. And when we we were doing that with a performance coach and as we're trying to get better, I was like, you know what, I I didn't realize that, but maybe it's that protector in me. Not that they need not that women need it, but it's like my job is, you know, the you know, protector, provider, parental partner for Jill, right? My better half. But it's always like I s I when I look at somebody or I give them advice, I'm like, what would I what would I say to my mom? And I think that you can't you can't fake that, Chase. It's genuine. People can smell it a mile away if you're being genuine or not. And you're actively listening. So that really, I think really allowed me to understand who I am as an advisor and who I want to work with. Chase: And so on that note, it's I know 87% of your your clientele is is is women. Your Dr. Pat Pachciarz®, CEPA®, CPT: My personal yeah, my personal clients. huh. Chase: personal clients, okay. who else? Like can you describe the kind of person who comes to you? What is what is going on for them in their lives? Who are they when they first come to you? Dr. Pat Pachciarz®, CEPA®, CPT: Yeah, thank you. That's a that's a phenomenal question. So as I wanted to construct that, it's women in life's transitions. That could be, you know, the obvious ones is divorce, which is tough. I've been through a divorce on the other side of it. of course widows is is an obvious one, which is that's that's terrible. but the some of them are other transitions that we that aren't easily named. Maybe it's maybe it's the wife that stays home who's highly educated. But she stayed she chose to stay home for f to raise the children, but now she has to get back into the workforce for whatever reason. That's a big deal. I mean, that's that's an what it's an identity level shift. Who and now there is maybe they don't get they can't get an interview because of experience. And it's those that's a transition. Also, maybe there's a divorced family and they had, you know, the the woman was raising the children. I'm in Illinois, so it used to be like 70-30. Now it's 50-50. But a lot of those women are used to majority of the time having the kids. Now they're empty nesters. They're in college. That's a big deal. A lot of the women that we serve is really like, how are you feeling? Like now your your child just went to Illinois State. She's like, Pat, I'm lonely. And I'm like, tell me about that. Tell me more. And I'm sincerely interested because the finances, we'll get to the money, we'll get to the money part. But I want to understand the person. And those are the a a couple of the doors that we find. not just retirement, not just the normal ones, but people who are really going through life's transitions. Chase: And yeah, I want to dig into that because I I actually I know some women in my own life who are going through transitions like that. And I kind of wanna want to understand how you help them through those. Before I do that though, what are some of the questions that your clients typically ask when they meet with you for the first time? What's keeping them up at night? Dr. Pat Pachciarz®, CEPA®, CPT: the number one I I would say is that like like most of the studies is I want to ensure that I'm not gonna run out of money. I I think that's kind of been studied. It doesn't really matter male or female. But the personal clients for for late for women, what I found is can I trust you? Are you on time? Like even the appearance of you. You better be presentable. And and again, they're not judging you. It's just it's what they notice. Right? there's a there's a woman, Dr. Barbara Provost is her name, out of Kansas City. She's phenomenal. She she leads classes on this. And we do a very poor job as men financial advisors understanding women's needs. A very poor job. And And I would say like, hey, there's more for me to learn. But those are the stuffs that that they're looking for. But really the problems that they're really wanting to know is, can I trust you? Can I trust you? Chase: And so what are some of the ways that, you know, we say show instead of tell, right? Like you you'll see, like, for example, in the industry, you'll see some people have as part of their messaging, I can be your trusted advisor, but that's telling instead of showing. So what are the some of the ways that in your relationships and in the way you communic communicate, that you show that the person in front of you can trust you? Dr. Pat Pachciarz®, CEPA®, CPT: Yeah, it's some of it can't be said. If you've ever heard what what my angelo Chase: percent. Dr. Pat Pachciarz®, CEPA®, CPT: has said is people don't remember what you did, they remember how you made them feel. Right? So, but how do you make that subjective an objective thing? We we spent a lot of time with the behavioral psychology on this. And what I want to do is provide a safe space. And then that's why like You know, they have accredited behavioral financial professionals these days and certified financial therapists. I think it's phenomenal, right? I'm I'm actually going through that right now. And one of the ways that I do that to answer your question is, hey, there'll be no recommendations on this call. Zero. So let's just right there, that door is closed. And you can see visibly their shoulders just go, okay. All right. And and I'll even maybe say it again. I'm like, I promise you, there's no recommendations. I said, But if we get it to minute 17 of the the conversation, you have a question, I'm not gonna answer it. You're like, well, how do I do this? I'm like, nope, no recommendations. So now it's like we're laughing a little bit. I'm seeing that as a human, and you can actively listen. Right? So yes, we have a f I have I have a mental framework that I teach other financial professionals, but it's simple. It's we want to acknowledge. Like, thank you for telling me. Went to a firm. We want to recite what they just said to ensure that I heard them correctly. We want to confirm exactly all those three things that we just said. And then lastly, is hey, what of next steps? What feels better to you? So kind of that diagnostic. And I I feel that if I can always have that in the back of my mind, I can connect with somebody at the grocery store. They're like, my gosh, he he he really listened. I'm like, Yeah, 'cause it's intentional. And you can't fake intentional preparation. Chase: So what is a typical situation? Do you have is there are there any standout stories in your mind? Maybe they can be recent or just one that stands out in your mind. But what is a situation that you have led someone through where you've really brought them from a state of, Am I gonna be okay? to living the life that they want to live? Dr. Pat Pachciarz®, CEPA®, CPT: yes. I What story do I want to share? Unfortunately, a a woman came to me when I was at JP Morgan and she comes in and she's she's defeated. Her her husband unfortunately had died in a car wreck. And she has two two young she has two young kids that are twins and she has like a one or two year old daughter. And to this day She's a very, very close friend. And she did had no idea where to go. you know, they were, you know, one of those couples that really, really love each other, right? And it was probably the first four or five meetings. We, I don't even know if we discussed money. It was almost like just a sounding board. And as Her strength is so amazing, Chase, because as she started to deal with widowhood and just decluttering the financial life, as you know, like, you know, investments is what most people want to talk about, but it's sometimes it's just getting the checkbook and understanding those things. And the that banker in me really I think shined there, just decluttering it. And then now I think it gave her some confidence that. They she has a real trusted person in her corner with a big financial burden to carry. This woman not only did that, but she went on to get her masters and now she's pursuing her doctorate and has her own performance coach therapy practice. And to this day, there's there's not a moment that or like if we're communicating that I'm saying, hey, love you guys. And yes, I know, you know, and that's okay. I I mean, you know, I just said, Hey, you know, you guys are family to me and I've been with her now for twelve years and I've seen her kids grow. They're in they've graduated college, the one that and it's just it's amazing to know and And you know, she's met Jill and it's like a family helping a family out. But we both were we're pretty new in that process and that is it has nothing to do with money. That's the one I'm most proud of. And when I actually it's like she's like, Pat, you see me. You see me. Chase: You know, I interview a lot of financial advisors and financial advisors' clients and occasionally occasionally I get the opportunity to hear a story like that. And it's always just powerful and amazing and lovely to hear how much of how much of your relationships with your clients would you say consists of strictly numbers versus how much of it is is communicating you know, with them as a person and supporting them through personal things. Dr. Pat Pachciarz®, CEPA®, CPT: Hundred percent of its personal. Like I I know I told I tell clients before they they they I'm like before they become clients. Well a lot of them will come again, referral organic, because it's and a lot of them, which I you know, I really appreciate them a lot. They'll be like, Pat isn't my advisor, Pat is family to me. And there couldn't be a bigger compliment than that. And more importantly, like I want them to meet Jill. I want them to meet Emily, my 17-year-old. Jill's two kids, Avery and Mason. Like, you know, I call it jamp, right? Jill, Avery, Mason, Patrick, Emily, right? Duke is the dog, jamped. It's like jumped, right? Yeah, I got a million of them, Chase. I know Chase: One of your acronyms. Dr. Pat Pachciarz®, CEPA®, CPT: I'm not I'm but it does help the mental framework. And I said, you know, and they feel that. And I want to create that experience for them. As you know, like The Ritz Carlton does it, Disney World does it. It's the first hundred days. You you have a very small chance to make a really good first impression. That's why you see a lot of times it says director of first impressions now versus like client concierge. Chase: Is that a thing now? Dr. Pat Pachciarz®, CEPA®, CPT: What's that? Chase: Is that a thing now? Director of First Impressions? Wow. Dr. Pat Pachciarz®, CEPA®, CPT: yeah, yeah, I've seen it. But I but maybe it's that that psychology thing where it's like, hey, I want a white jeep and you see a bunch of white jeeps, whatever that's called. I see a lot of that title now, and it's so true though. And the clients will be like, when I get frozen, they're like, Hey, somebody told me that they you're like their brother, if they're a similar age. Or if it's maybe someone in their 60s. I'm 45, they're like, he's like my son. And like if that tells me that not only do I know I'm gonna go find the answer out for them. But also they think of me as family, and that's the way I would want it. So I couldn't get a I could not get a bigger compliment from my clients. I but I think if you if you polled my clients, I talk, I talk fast. I know what I'm talking about, but I talk fast, I need to slow it down. I'm super hyper loyal. And they say, do you ever sleep? Because maybe w they're sending me an email while they're thinking at like ten thirteen at night or whatever. And then I don't know, pops up. I'm gonna take, hey, what are you doing up late? You need to go to sleep. And I'll answer the question. And so it's those little micro moments that add up, Chase. Chase: So Beth, I think it's pretty clear who you who you do work with. Who do you who do you not work with? Who's someone that would come to you and you'd say no? Dr. Pat Pachciarz®, CEPA®, CPT: You you ready? Chase: Let's hear it. Dr. Pat Pachciarz®, CEPA®, CPT: I don't I don't know if everybody's ready for this. 'Cause it's it's polarizing. Chase: I love it. Polarize us. Dr. Pat Pachciarz®, CEPA®, CPT: Alright, so right? It's are you are you are you interested? Are you committed? I only work with people who are committed. And by the way, I have them sign a commitment to themselves contract. It's the same thing I do with cause I some like I work I do some performance coaching with fitness. Like I'm not here like, you know, knowledge, intensity, accountability, motivation, discipline. I'm not here to go be, let's say for them You know, somebody who may take a membership fee. I'm not here to go babysit your money. Right? And go meet with you once a year. And then I'm not talking bad about anybody, but also it's the easiest analogy to fitness. I'm not here to go get a membership fee from you. I'm here to get you results. And what I need though is I need you to show up to the 50-yard line at least. I may go 80 yards to make the football analogy, but eventually you got to meet me halfway. And guess what? If I show up at 457 in the morning, Chase. At the football field to go run sprints with you, I better expect you to be there too. If you show up at 5 07, that's one. If you show up at 5 11 the next day, that's two. Third one, we're you know what, we're not a good fit right now. I'll keep educating you, I'll keep doing that, but it just doesn't make I got I have other clients who really want results. And so to answer that question straight is the people who are not committed to themselves, which it's not a judgment. It's they don't know. They haven't created themselves. It's who are you becoming in the process to go become that person to be able to commit to it. And sometimes that takes a little bit of time. Chase: Because you wanna be as committed to them as as they are to you, right? You want that to be matched. Dr. Pat Pachciarz®, CEPA®, CPT: I've I've found some of the some of the times I've not been proud of myself as an advisor. actually sev several times, and I still work on this, that I I I start like and this is good for relationships as well, is unexplained expectations, unexplained are predetermined resentments. So if I unexplained expectations, Chase, right? So if I don't explain my expectations of you, I'm gonna micro resent you or predetermined resentments. So all of a sudden, they didn't show up or like, yeah, or they're not, or they didn't do what they were gonna do based off of, let's say, their debt optimization plan. And they're like, yeah, we had this, we had this. I'm like, okay. But they didn't communicate it to me. Well, if I don't explain that, then that creates a bad experience. Then all of a sudden, you're gonna get the coach out of me. And sometimes I got a little Nick Saban in me, you know. Nick Saban will then say, Hey, mediocre people don't like high achievers, high achievers don't like mediocre people. I think that that is not about the people, it's the effort. So for me, is I one thing I can ask myself each day is I can control my effort. I can control 10 things I'm looking at right now. I can control being on time, work ethic, effort, body language, energy. Attitude, passion, coachability, doing a little bit extra, and being prepared. I could control those ten. I expect my clients to do the same. Chase: Do you coach your clients through that sometimes? Dr. Pat Pachciarz®, CEPA®, CPT: unequivocally, absolutely 100%. We don't I won't we won't even work together. I don't want them to because I I I really want to see how committed they are to getting results for themselves. If they really truly want to, let's say, get out of debt or they want to, especially the taxes, Chase. If they want tax advisory services, I don't want to hear the complaint come April because all of the work needs to start January of the previous year. Right. So right now I'm gonna have a tough conversation with the client today that I'm on the fence. I'm like, I don't know if we're we're best suited for you. Because I do think you wanna file and find out on your taxes. Because it's the wealth is Chase: Find out. Dr. Pat Pachciarz®, CEPA®, CPT: you file and find out with that you're right. And guess what? Last year they overpaid by twelve thousand four hundred and sixty bucks. And they're like, Yeah, we don't wanna do that. I'm like, okay, do you want me to go grab that money for you, put it back in your pocket? Chase: It's too late. Dr. Pat Pachciarz®, CEPA®, CPT: And they're like, well, pet, how you compensated? I'm like, we're only compensated off of an estimate. Not off what we save you, an estimate of what we could save. So, yeah, we we it's a win-win-win, but I need you to show up to the game. And they've missed three appointments for their bookkeeper. How are we gonna substantiate, document, have access, and implement a strategy, Chase, if you don't show up? Now that makes me look bad. Guess what? One thing I will promise, no one who's ever gone through our whole method have we lost with. They've either fired themselves or we've won. There's no in between. Chase: So where do they typically come from? How do they find you? Dr. Pat Pachciarz®, CEPA®, CPT: the majority come from referrals right now. And but there's a small subset where I work really good with independent insurance agents. And I I would I'm gonna be very careful how I say this. unfortunately or fortunately, I think that they've potentially been even financial advisors. this I'll just put all everybody in in one. Bucket that they weren't trained correctly, I don't believe. And maybe it's not even the fact of that firm or that carrier or that independent channel. Maybe they don't know better. And what I'm thinking is that answer is out there. Just go find it. And so then that's where I know of it's the mediocre effort. So those insurance agents will be like, Pat, I have someone who's a business owner and they're. You know, they don't need insurance for XYZ, but they do are they are interested in taxes. Can you help? And over the last two or three years, Chase, we're able to help in all of those different capacities. And it's not about me. I I'm I'm not gonna be the master of everything, but it's almost like building a house. I've been the carpenter, I've been the electrician, I've been the painter, I've been the plumber, I've been the architect. My job is to understand all those things, Chase, and then say, okay, you need a master plumber. Well, let's go get you an international tax attorney. I'm not that person, but I'm gonna go coordinate it for you. And they're so appreciative because they didn't have to do all of the legwork. Then they circle back around and I say, Hey Pat, but I also have a 401k over here. So you can you handle my 401k and my taxes? Because my tax person didn't file my taxes on time last year and I paid a thousand dollar penalty. And I go, if and that's coming back to your question, I said. Now, if we're able to do that and we're able to to or to ar orchestrate that and put that back in your pocket, are you will are you up for the commitment to yourself? And most people are like, yeah. I go, let me walk you through what that looks like. What would need to be true for this to win over the next 12 months? And what would need to be true for this to fail? And I go, I want you to answer that first. And you'd be amazed that when you answer when you ask that Charlie Munger question. People have no idea. And I'm like, do you know one way I know how to fail? They're like, well, I don't get you my tax returns. I'm like, nope. As you don't show up to the substantiation meeting to do your bookkeeping. Could you do that? That that would be my only ask. And they're like, yeah, I can do that. Like, okay. So that's the type of stuff, but you we have to let people know where they're going and not just what the goal is. But we have to have the juxtaposition of what the the pain of them not doing it. We're we're not advisors, we're guides. That's that's the legitimate behavioral psychology 101. But you better know your subject matter, right? But then from there, now you would know it, now you're an unconscious competence. Now you can fully connect with that as a person. Chase: I can I could definitely see that building a lot of trust with your clients and that's why so many referrals come your way is because that level of commitment from you is something that they probably don't see anywhere else. Dr. Pat Pachciarz®, CEPA®, CPT: And and I yeah, and I'm not I'm not sure, but one of you know, is you know, I don't pretend to be a medical doctor. I'm getting my doctorate. you know, I got I got some advice to say, you know what, might well register trade register trademark that before because a lot of people come to you for answers. I'm like, sure. So Chase: Ha ha ha. Dr. Pat Pachciarz®, CEPA®, CPT: so a lot of people call me either coach pat, doctor Pat, whatever. So, but I am pursuing my doctorate, of course. And but in that I a lot of people don't realize actually this is the first time I'm saying it publicly. So you get this. Is I'm I'm using myself as the experiment. I'm a dissertation, Chase: How so? Dr. Pat Pachciarz®, CEPA®, CPT: I'm a dissertation in theory. If I want to have a chance to live 500 per like reduce my risk of dying at any one time by 500%, my VO2 max has to be in the elite a decade younger. So are you are you congruent with what you say and with what you do? The same thing with finance. Are you congruent with what you say and what you do? And that is part of the dissertation in in in progress. Chase: And so when it comes to your practice, where do you see it in the next one to three years? What's your vision? What are the goals that you're working on right now, Doctor Pat? Dr. Pat Pachciarz®, CEPA®, CPT: So, so let me start with the 25 year vision. So I'm 45. Chase: Okay. Dr. Pat Pachciarz®, CEPA®, CPT: By 70, we're giving back 90% of all the revenue that we've created. Now I get it. Like, how much do we get to keep? Do we got to do slats or grats or all the different estate planning stuff? Sure, the foundational stuff. It my job is to force multiply it. How I don't want to be 70 years old. And I wrote this article on LinkedIn a couple months ago. I don't want to be 70 years old with money because I've seen 70-year-olds with money and know human connection. I want to know the stories of the lives that we're able to impact. And if I had a small, small role in that and in your chapter of your life, that's a win. But now we can connect people. It's human connection, personal growth, contribute to society. But in the next three years, is a $25 million firm at 70% profit margins. And we are able to have over a hundred million dollar valuation and have a thousand financial professionals being coached on this exact methodology of meeting people where they're at and connecting at a human level by using technology to connect more often. That's why we've built the Pinnacle Academy and are partnering, close to partnering with the University of Virginia to build out for a complimentary course for veterans. And working now with the University of St. Francis locally. President Hendrickson's phenomenal. he just took over and anything that we can do to help him and their students is what we're gonna do. Chase: Shout out to him. Is there anything standing in your way or any challenges in that three year goal? Dr. Pat Pachciarz®, CEPA®, CPT: there's always challenges. What what the what what I saw the other day I'm a big mindset guy, and it was Nietzsche talks about amorfati, which means love of fate. So it's amazing of what your brain can do when, regardless of what happens to you, if you can love the fact that it's happening to you, you're just walking in your purpose. And I'm a spiritual guy and I don't back away from it. Tony Robbins talks a lot about. Push motivation, there's only so much of that. But that pull motivation, you you gotta I I found it. I found my vocation, I found my calling. And yes, it could be through finance and a little bit of fitness. But now, if let's take the fitness side, like I have some of the women that I help on the financial side, they're like, Pat, I'm I feel so bad. I'm I gained 10 pounds. And I'm like, does your did your doctor do blood work to see if you can even methylize this protein? And they're like, no. And then all of a sudden she finds out she's got Hashimoto's disease, which is an autoimmune disease. Now she's glu Chase: Yep. My mom has it. Dr. Pat Pachciarz®, CEPA®, CPT: now she's now she is allergic to gluten. And now all of a sudden her body's attacking her thyroid. And all of a sudden she feels shame and guilt, Chase, because she's doing HIT workout every single day, and that's actually worse for her. So then all of a sudden, all of a sudden she goes and sees an integrative health doctor. With Noah, and she just lost 12 pounds, her inflammation subsided, and she's never felt better. That is a human connection. Now, do am I the doctor doing that? No. I'm the person who says, okay, this is something that I've seen. This may be of some merit to exit examine yourself. And I think that's a unique way for who cares about wealth if you're not healthy? And I'm not making this about a health thing, but I am saying that that's one thing that that's so important to me from the question that you posed. Chase: So Pat, if I wanted to become your client today, if I come to you, what does it look like? Walk me through like what does onboarding look like? What happens today? What happens in the first meeting? What happens over the first four to eight weeks? What happens over the course of a calendar year? Dr. Pat Pachciarz®, CEPA®, CPT: Okay, so that's a that's a phenomenal question. So we're right, we're very systematized here. The first thing is we have a leak score. So we've we've found that more most wealth is being leaked through the non-coordination than it is ever through the wrong investment. Maybe it's a leak with behavioral drift or behavioral leak. They have bad spending habits. Maybe it's tax leak because their taxes isn't so First of all, we want to find out maybe it's debt, right? Amortiz debt versus average daily balanced lending. I'm not even going to get into that, but maybe that's one of them, right? cash flow strategies, things of that nature. Usually it's debt and taxes. Those usually are the two big things that we talk about first. That so we allow them to have do a self-diagnostic at seven questions, and then they can see their own score, but they're can we make a Genova heat map. So this is red, this is yellow, this is green, and this is what they've told themselves. And we say, hey, you can take this and do nothing with it. Here you go, it's a value add. Or you could do something about it and reach out to us and we'll have a call. That first call is not with me. The first call is with someone else to say, hey, what's causing this? Give me an example. How long has that been going on? How has that impacted you? How do you see yourself getting a better result? And what happens if you stay on the current path? So now they're self-actualizing what is actually going to happen if they do something and if they don't do something. And they are saying the well, that, well, you know, Dr. Pat, let's say, they're going to be like, well, does he have a minimum to work with? Most firms do. As you see, some firms are raising it, some people are lowering it. My only criteria is I don't care if you have, I call it 40,000 or 40 million. Are you just committed to it? That's it. That's the only thing. If we were able to show you X, and this is where I'll I'll take this from Matthew Jarvis. If we showed you X, would you do Y? And most people will be like, well, duh, if you show me that I'm overpaying, let's say the IRS by 27,000 and I net, let's say, 20 grand, even after any type of engagement, duh. So now let's say we meet them in that first gate of taxes. Now I want to make that. A phenomenal client experience. And we say, okay, let's solve that problem first. Then, yes, they're gonna get a video from me. I'm gonna be like, hey, I'll be walking. Like, hey, Chase, what's up? Hey, just welcome into the Pinnacle Family. You're gonna get these from me all the time. I know I told you that's what it is, but you know, it's one thing to be congruent with what you say and do. Handwritten note, because I believe in handwritten notes. And then the first three days they have a momentum meeting. Like Matthew Jarvis would call his surge meetings. I call my momentum momentum meetings. I want to keep that good, that good momentum going. And then in the first 30 days, we always have one win and we celebrate it. Maybe that first win is just getting decluttered. But now what what happens? Just like fitness, we saw some momentum. We didn't lose our 10 pounds, but we lost one and a half, or we lost two. And then sometime between day 30 and day 90 or day a hundred, they're gonna get a gift from us. As a show of like welcome to the family, but also they're gonna get a service calendar of exactly what we're doing for their family based off of what they told us they want and need. And then we're and we're gonna give them those things, but they're also gonna get little nuances of showing again, jarps will call it like the dishwasher rule before pinnacle and after pinnacle. And we'll show them like we did this for you, we did let's say tax loss harvesting, it it looked like it saved X. This is where move on to this. We wanted to let you know. And we we file that away in their electronic file. We use altruist, Jason Link's phenomenal, and it allows us to be organized and repeatable systems and allows us to scale and provide phenomenal value. Chase: So for someone who has seen themselves in the stories that you've told over the course of this conversation, Pat, and and they they feel like they're they can see themselves in that description of someone who is committed to to getting better, for that person listening right now, what should they do next? Where should they go to get in touch with you? Dr. Pat Pachciarz®, CEPA®, CPT: Very simple, one thing, Chase, right? Our brains don't want to be scattered. We want one thing to do. We have to say, see my leak score. So underneath this podcast, I know you have a link. It just you click on it, there it takes you two minutes. Seven questions. Like, in my is my debt, do I consider my debt a liability versus a wealth building tool? Right? And it will just walk you through those things. And it'll walk you through our date methodology, which is a registered trademark. Which stands for debt optimization, advanced planning, private wealth investments is the T, tax strategy, not just tax filing, and then trust planning. And it'll ask you in a different way. And then after that, that will allow you in our ecosystem and we reach out to you on that based on what you've told us. You're not going to get another newsletter, like we talked about. Like on Monday, we get 27 newsletters in our Gmail. We're going to meet you where you're at. Because some people, let's be honest, they're in the pre-contemplative state, contemplative reaction. Not everybody who's on the car lot is gonna go buy a car. Let's just say, to make that analogy. We need to meet them where they're at, nor do we want to force anything. So if somebody's gonna be taxes, we may send a value out, say, hey, we know you were interested in taxes. We thought you may be interested in this new tax law change. Or we saw that you were really concerned with your debt. And you thought the only way around it was either bankruptcy or debt settlement or debt consolidation. We thought you may like this piece of another way or out of it called debt resolution. And I'm not going to go into that, but that's where you have attorneys go to bat for you, things of that nature. So really we want to meet them where they're at. And what we found when they finally engage us is thank you so much for giving me those things and empowering me. I had no idea that those existed. Chase: Amazing. So for anybody listening, click down below and it's gonna take you to what it's called the leak score. Dr. Pat Pachciarz®, CEPA®, CPT: The yeah, it's a leak score. And again, so that has its own. There's two different, two different meanings for that. Leak is you're actually leaking it. You're good. We believe that your wealth, you're leaking more wealth, more than you ever could go make. It's it's uncoordinated. But it also stands for we're gonna help you locate it as the L. Locate the leak. We're gonna expose it. Ooh, that's not fun. It's not fun to go look at that that wall and be like, god, I got mold. So now I see mold and they're like, my god, what am I? But the A is we're gonna help you architect an action. That's the A. And then ultimately, K would be keep. We want you to keep that house sturdy. That's okay if we have to go remove the mold first. But now we've done that and you we let it make make it binary. What feels better to you? Take care of the mold now or take care of the mold later. And this is what feels better to you, and we allow that agency and autonomy to stay with the client. And the client really appreciates it. Chase: Awesome. I think that paints a really, really clear picture of what people can expect when they go down and they click that link and they take that, take that score. Amazing. Doctor Dr. Pat Pachciarz®, CEPA®, CPT: is that is that fourteen acronyms? I got maybe s a hundred more. So Chase: Are there any before we sign off here, are there any other acronyms you want to mention before? Dr. Pat Pachciarz®, CEPA®, CPT: I love I love I love the Kia MD. It's still it's still a fitness one, but I'm gonna say it again. It's Chase: Okay, let's run through it. Dr. Pat Pachciarz®, CEPA®, CPT: it's knowledge, intensity, accountability, motivation, or discipline. And usually it's it's throw away the other ones except for two accountability and discipline. But you have to have that juxtaposition. You can't just have a goal. And this is from Chase Hughes, pro tip. Chase Hughes, neurocognitive intelligence, phenomenal. You have to understand what the pain is by not doing it always. So on my right here, it's not just to I have my goal. I have the goal of what happens if I don't do it, the pain of it not doing it. And the other one, just for anything, is Pepsi. Just like Pepsi. I love some zero sugar Pepsi, right? But let's say Pepsi is I talk about like, well, what's what would be a full life, Chase? I call it physical, emotional, financial, spiritual, intellectual. That's a pretty full life. So let's again I'm not saying I do that with all my finance clients, but if someone's coming to me as a performance coach, we're gonna touch on all those, but we're gonna start with what's bothering them the most. And without making everybody's eyes gloss over, those those I'll I'll just leave you with those two. So Chase: I love it. Dr. Pat, it's been an absolute pleasure. thank you so much for taking the time to talk to me. I really, really appreciate appreciate it. I've learned a lot from you in this conversation. And just yeah, thank you so much. Dr. Pat Pachciarz®, CEPA®, CPT: Absolutely. God bless, brother. Thanks, Chase. Chase: Thank you.