Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with

financial planner, speaker, and consultant Michael Kitsis to hear stories of how leading financial

advisors navigated the inevitable challenges that arise on the path to success and get insight

from leading industry consultants about how to break through to the

next level in your advisory business.

And now here's your host, Michael Kitsis.

Welcome everyone.

Welcome to the 188th episode of the Financial Advisory Success Podcast.

My guest on today's podcast is Rich Arzaga.

Rich is the founder of Cornerstone Wealth Management,

a hybrid advisory firm based in Northern California that oversees nearly 70 million of assets

on our management for 65 affluent clients. What's unique about Rich, though, is that he's one of

just a handful of advisors across the country who, in addition to being a CFP certificate,

also hoots the CCIM designation to advise clients on commercial real estate.

And in practice, has been able to turn his ability to advise on directly held real estate investments into opportunities to gain clients for his traditional wealth management services as well.

In this episode, we talk in depth about how Rich incorporates advice on directly held real estate

into his practice. The APOD, short for annual property operating data, analysis he prepares

to clients as part of their financial plan. The tools that Rich uses from eMoney advisor to separate

Excel spreadsheets to track and analyze directly held real estate for clients,

and why Rich charges an upfront but not an ongoing financial planning fee for his real estate analyses. We also talk about how Rich was able to turn his directly held real estate advice

into a growth engine for his advisory business. The unique networking opportunities he was able

to develop through the CCIM organization as a holder of their designation.

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