Richard Capalbo

Becoming A Life Advisor

Enhancing Advisor Behavior by Analyzing Changing Trends & Helping Them Adjust to These Changes

“By doing business with people we like and by doing wonderful things for them whenever we can, we build a robust capacity to enjoy the process. As such, you will enjoy what you are doing so much, you will feel like you are never working a day of your life.”

Richard understands and trains advisors on transitioning to become a Life Advisor. He will provide a roadmap on fulfilling clients needs totally unrelated to investing.

Richard is a guest lecturer at several top universities and is regarded as one of the leading experts on client service and the productivity enhancement of financial service professionals.

He emphasizes skills and techniques that he personally put in practice over a 40 year career in the financial services industry.


  • The Five Propositions that Will Challenge Your Belief System in the New Normal
  • How to Make the Next Twelve Months Your Personal Best
  • The Ultimate Customer Service Model
  • Building Successful Client Service Teams
  • Six Proven Ways to Open Up Substantial Accounts
  • Client and Asset Retention
  • Setting Up a Concierge Practice
  • Building the Business of the Future
  • Becoming a Life Advisor

In March of 2013, Richard Capalbo presented ‘The 5 Propositions’ at the Securities Industry Institute at the Wharton School of the University of Pennsylvania. Below are some of the comments from the individuals who attended his lecture. His presentation was rated one of the best received at the institute.

                  Speaker rating: 9.6 out of 10

– “Very good practical approach to changing one’s perspective”

– “Left with a good set of tools to examine yourself”

– “Very Relevant, not what I was expecting but thank God. He was wonderful. Very refreshing”

– “Sincerity in the message was obvious, and only comes from his wealth of experience”

– “Excellent style, love no PowerPoint. Great plain language. Not just tied to our industry, but to our life”

– “One of the most enjoyable 1 ½ hours spent in a classroom”

– “Great! I will personally takeaway 4 pages of notes, Fun to listen to-but important ideas to further your success”

– “Superior presentation and loaded with solutions to life.”


“Richard has walked our walk and talked our talk. He emphasizes techniques that he personally put into practice over a forty year career. You don’t get a lot of theory from this guy.”

– James McLaughlin, Wealth Management Advisor, Major New York Stock Exchange Firm


“Richard has developed a sixth sense when it comes to the use of customer service to build a successful business. His methods of creating networks of resources to serve clients are unparalleled. It is easy to see why he is one of the most popular and sought-after speakers in the Financial Services Industry.”

– Robert Murray, Director of Institutional Marketing, Angora Advisors

Richard’s Client List Includes…

  • Allianz Life of North America
  • Dividend Capital
  • Forethought
  • Goldman Sacs
  • Jackson National Life
  • LPL
  • Merrill Lynch
  • UBS
  • Wells Fargo
  • Bank Industry Institute
  • Million Dollar Round Table
  • Securities Industry Institute
  • BMO Nesbitt Burns
Travels From:  California
$5,001 to $10,000


Richard Capalbo’s career spans 50 years in financial services.  His expertise and insight on the industry come from a rare claim of holding every position in the front office from advisor to CEO and Chairman.  As Chairman and Chief Executive Officer of Bateman, Eichler, Hill, Richards, Inc, he directed the firm’s expansion into seven western states, making it the largest regional brokerage firm headquartered on the West Coast.  At the famed firm of Drexel Burnham Lambert, he was a Senior Vice President with responsibility for the firm’s marketing department, which he founded. In addition to his role as Marketing Director, he served as a director of many of Drexel Lambert’s subsidiaries and founded Broad Street Productions, the firm’s audio-visual subsidiary, where he pioneered the firm’s entry into the business brokerage market and served on the board of its real estate and mutual fund subsidiaries.

Richard has lectured extensively throughout the securities, mutual fund, banking, and insurance industries and is the founder of the Quantum Leap Institute, a firm I joined in 2002 and specializes in enhancing Individuals’ behavior by analyzing changing trends and helping individuals adjust to these changes. He has written over twenty white papers on practice management and customer service issues and written or co-authored three books in the areas of Investment Management and Customer Service. His most recent book, “The Ultimate Customer Service Model” has been described as one of the most important books in practice management ever written for Financial Service Professionals.

His career in the securities industry began as one of the pioneers in the use of Modern Portfolio Theory and he lectured on that topic during its developmental years to Institutional Portfolio Managers.

From 1979 to 1987, he was an active member of the SIA’s Sales and Marketing Committee and in 1986-87 served as its co-chairman. Mr. Capalbo has served as a trustee of the Securities Industry Institute for over two decades where he was Curriculum Chair from 1995 to 1997 and Chairman of the Institute in 1998 and 1999.

Throughout his career, he has trained thousands of Financial Advisors on various practice management skills. He also co-produced an MP3 series entitled, “How to Succeed in the Securities Industry” with Don Connelly.  His clients include all of the major players in the financial services industry, the mutual fund industry, and the Insurance and banking industries.

Richard has lectured at numerous Universities and Executive Education programs. He holds a Bachelor’s Degree in Economics from Fordham University in New York, and a Master’s Degree in Finance from the Wharton School of Finance and Commerce of the University of Pennsylvania.


#1: Politics and Economics will not be reconciled at any time soon

This has and will continue to lead to volatile times in most things that impact investing and money management. The emergency steps taken by the public sector are going to cause major disruptions to the private sector. Inflation will be difficult to gauge and will impede the recovery process. Insurance will play a greater role in protecting long term assets.

#2: Being the best at what you do will be more of a premium than ever before

The “flat world” will greatly enhance competition from emerging nations and will require you to invest serious time to isolate and sharpen specific skills. Those unwilling to improve will find themselves ineffective. Deliberate Practice will come of age in the “New Normal.”

#3: None of us have enough time to deal with life

Time management will be replaced by the ability to set priorities, as  one of the most critical skills and cause people to change their practices. You have to reassess what is really important and get rid of things and relationships that are not.

#4: There is more than One Right Answer

Finding a right answer is just the beginning. The Risk-Reward parameters have changed. Horizontal versus vertical thinking.

#5: You must develop a robust capacity to enjoy the process

Creating a niche group that you enjoy and finding others that share the same hobbies and interests. Stay in the moment and get rid of negative distractions.

In this dynamic presentation, your advisors will discover…

  • The importance of Communicating with clients in Volatile Markets
        Gaining the trust of your clients in volatile markets by respecting their perspective
  • The importance of focusing on your top clients
        What % of your clients are “A” clients and where are you spending your time today?
  • Evaluating Portfolio Asset Allocation in the “New Normal”
        Why a broader allocation into new markets is essential
  • Identifying your Niche and Building a Niche Marketing Strategy
        Acquiring high net-worth clients through a niche that you enjoy

Ever since Ted Levitt wrote “Marketing Myopia,” marketers have understood that the purpose of a business is finding and keeping great clients. Over the years the emphasis has shifted much more to finding any client as opposed to great clients and in the process many of our best clients have slipped away from us because our emphasis is on new accounts versus client retention. This is often not the fault of the service provider but rather it is the fault of misdirected management who are overly concerned with immediate growth metrics as opposed to creating apostles from existing clients.

The message is simple. The more effort that is put into having your best clients overwhelmed by the service that is provided to them, the more growth you will experience in almost any service business.

This talk is filled with lessons and examples of just how powerful service providers can become if they put their clients first, a lesson that has been all but forgotten in an age where short term profits, management compensation and shareholder approval have all received greater priority than the client.

You will learn the techniques to make the next twelve months your personal best.

This presentation covers the following topics


  • Profiling
  • Setting meaningful goals
  • Accumulating Designations

Relationship Management:

  • Portfolio Reviews
  • Creating a personal relationship
  • Frequent Updates

Business Development:

  • Creating a Value Proposition
  • Marketing
  • Client Events

Creating the powerful team:

  • Expertise
  • Delegation skills
  • Communication


  • Creating the “Ultimate Customer Service Model”


  • Looking for the right answers
  • Asset Allocation
  • Managing for the sequence of returns

This is a three hour workshop that can be condensed into a one hour presentation

The Financial Service Industry is becoming more and more complex as the functions of Securities firms, Banks, Insurance Companies and Financial Planning firms are all being merged together. The concept of the financial supermarket, where all of an individuals financial needs, including both asset and liability management are now being handled by one person. This trend has led to the creation of client service teams.

Before a team is formed, markets targeted, mission statements formulated or team member roles defined, it should be determined what services that the team is going to provide and to whom. Most teams are created before this occurs and then must force the team members into uncomfortable roles or roles that they are not capable of performing at a level of excellence.

This presentation focuses on the most successful practices in team building. Initially the team’s values statement is determined. Once this is done, you can begin to map out the type of team that should be assembled and what the individual roles for team members are. There are many different variations and sizes of teams that are examined. Different structures for teams are discussed and various roles of team members are explored from the “rainmakers” to the inside individuals responsible for a whole host of client services.

The role of the relationship manager is discussed along with techniques for strategic planning sessions for the entire team. Successful delegation to various team members is an important part of a team’s effectiveness. A delegation model is created to insure the team accomplishes this at optimum levels.

Next, the whole topic of trust among team members is explored in great detail as well as the five most common dysfunctions of a team that result when trust is not sufficient. Different practices in compensation are enumerated, and finally the whole discussion of the pre-nuptial agreement and the dissolution of the team are explored.

This is a three hour, interactive workshop for team members that can be highlighted into a one hour presentation.

Areas of expertise

  • Practice Management
  • Politics & Economics
  • Work/Life Balance
  • Business Development & Marketing
  • High Net-Worth Client Acquistion
  • Client Service & Asset Retention
  • Leadership
  • Wholesaler Development
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