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About This Workbook

This workbook accompanies the book Practice on Purpose: Achieve the Financial Advice Practice You Desire and Your Clients Deserve, published by Gary H. Schwartz in 2014. We specialize in coaching advisors who have been in the business for five to ten years who produce $300,000 to $400,000 of gross revenue and desire to reach or exceed the $1 million revenue milestone.

Price: $49.95 each + shipping
Please note: We are unable to fulfill international orders at this time. Please contact communications@finseca.org

About the Authors


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Gary H Schwartz, CLU®, ChFC®, CRPC® provides professional consulting services to advisors on developing teams and composite practices, succession planning, and executive leadership. He also specializes in providing experienced advisor coaching services and developing practice-management analytics designed to improve practice growth, productivity, and effectiveness.

He was an adjunct professor emeritus for the University of Saint Thomas Graduate School of Business, where he taught the course “Financial Services in the Twenty-First Century.”

He is a past Chair of LIMRA International’s Career Agency Building Committee and a Diplomat to GAMA International. He has presented at GAMA International’s LAMP meeting on the topic of coaching experienced advisors.

When Gary was with what is now known as Ameriprise Financial, his territory was perennially among the top five territories and was number one during three of his ten years there. Gary’s team had an average advisor retention rate of 97 percent and average advisor productivity of more than $450,000. By 2011, he had developed sixteen practices that exceeded more than $1 million of gross revenue, after having only one exceed that amount in 2005. He accomplished this achievement through teaming, aggressive asset and client-acquisition strategies, succession planning, and practice branding.

Previously, as Vice President of Field Management and Development for the Securian Financial Network, the individual distribution system for Securian Financial Group, Gary directed the field-management and sales-promotion functions for sixty regional firms and twelve hundred advisors. He developed the advisor and managing partner recruiting and selection system, initiated and drove the development of Securian University, partnered with Saint Thomas University to develop a Mini MBA in entrepreneurial excellence, and designed and implemented the successful advisor coaching program known as Breakthrough.

Gary Schwartz is a registered representative and investment advisor representative of CRI Securities, LLC and Securian Financial Services, Inc.


Richards_Phil_2001.JPGPhillip C. Richards, CLU®, RHU® entered the insurance and financial services industry in 1962. He acquired North Star Resource Group in 1969.

A winner of numerous industry awards, Phil is the 2005 Inductee into the GAMA International Hall of Fame, is a GAMA past president, and founded GAMA Thailand. In 2007, Phil received the sixty-sixth annual John Newton Russell Memorial Award, the highest honor in the insurance industry, from The National Association of Insurance and Financial Advisors.

His first book, Twenty-Five Secrets for Sustainable Success, was published in 2007, and he donated more than $250,000 in proceeds to GAMA International. His second book, The Sky Is Not the Limit: Discovering the True North for Your Life’s Path, which he co-wrote with sports psychologist Dr. Jarrod Spencer, was published in 2013. He donated the proceeds to five nonprofits that have enriched his career and life.

Phil is a former adjunct professor emeritus for the Carlson School of Management at the University of Minnesota and a former adjunct professor at Central University of Finance and Economics in Beijing, China. He is a four-time Chairman of Securian’s National Advisory Board, and in 2008, he was inducted as the 19th member of its Hall of Fame.

Phil currently serves as the treasurer of the Arizona Heart Foundation’s Board of Trustees, and he chairs the Scott Richards North Star Charitable Foundation. In 2009, he was elected to the Board of Trustees of his alma mater, Temple University, and was inducted into the National Wrestling Hall of Fame.

He has been a featured speaker in more than a dozen countries on topics including strategic planning, leadership, and alternate distribution systems in the financial services industry in the twenty-first century. He has addressed the annual meetings of more than one hundred and fifty companies.

Phil Richards is a registered representative and investment advisor representative of CRI Securities, LLC and Securian Financial Services, Inc.

GAMA International is a membership organization for which individuals must submit applications and payment. The organization is geared toward those in a recruiting, training, or supervision role in the financial services industry. Awards are based primarily on -commissions, premiums, or fees generated from investment and insurance products and other criteria relative to leadership, achievement, and recruiting selected by the applicant. Individuals must be current with membership dues and submit an application fee for consideration. Working with this individual is not a guarantee of future financial results. Investors should conduct their own evaluation.


Deutschlander_Ed_2013_Web.JPGEdward G. Deutschlander, CLU®, CLF® is the CEO at North Star Resource Group. In 2002, he became the youngest Managing Partner nationally for Securian Financial Group’s Securian Financial Network, which has more than 40 firms throughout the country.

Ed is a past president of GAMA International. In 2001, at age twenty-nine, he became the youngest board member in the organization’s fifty-year history. He has been published in numerous publications on the topics of recruiting, leadership, selection, training, and development of financial advisors. His “Recruiter’s Creed” is often used and cited at industry meetings and events.

Ed is recognized as one of the premier recruiters in the financial services industry, and he has educated tens of thousands of managers and advisors. He is the creator of “Recruiting University” and “Do Well by Doing Good.” These two products have educated thousands of financial services leaders.

Since 1998, Ed has been a consultant to many of the largest insurance companies in the world, leading them to improve their recruitment, training, and leadership-development programs. Ed has been asked to present in China, Thailand, Singapore, South America, and Canada.

Ed Deutschlander is a registered representative and investment advisor representative of CRI Securities, LLC and Securian Financial Services, Inc.

GAMA International is a membership organization for which individuals must submit applications and payment. The organization is geared toward those in a recruiting, training, or supervision role in the financial services industry. Awards are based primarily on -commissions, premiums, or fees generated from investment and insurance products and other criteria relative to leadership, achievement, and recruiting selected by the applicant. Individuals must be current with membership dues and submit an application fee for consideration. Working with this individual is not a guarantee of future financial results. Investors should conduct their own evaluation.

The Securian Financial Network, the marketing name for the sales and distribution arm of Securian Financial Group, Inc.; its subsidiaries and affiliates, is a nationwide network of financial services firms. Products and services are offered and sold only by appropriately licensed entities and financial representatives.