How fast can a financial advisor show a prospect or client that they are genuinely worth their time and trust?

In Episode 3 of The What If Show, host Mike Langford sits down with Retirement Analyzer co-founders Brooke Thomas and Steve Goldstein to answer that question with practical, specific strategies advisors can use starting in their very next meeting.

Brooke and Steve walk through the exact moments that create an immediate “aha” for clients — starting with something as simple as showing a prospect a sample plan before you ever ask them for a single piece of personal data. They dig into the power of the itemized expense plan and why breaking down a clumped monthly spending number can mathematically show a client they can spend more money in retirement and still come out ahead.

The conversation shifts to one of the most in-demand topics in the RA community: tax planning.

Steve and Brooke explain how advisors can have high-impact tax conversations with their clients without being a CPA — covering Roth conversions, the cumulative tax chart, the “retirement time bomb” sitting inside large qualified accounts, and why tax risk may be more dangerous than market risk for many clients.

From there: why becoming an educator instead of a salesperson is both more effective and more compliant, how RA’s archived annual plans make the advisor’s annual review one of the most powerful relationship-building moments in the business, and Steve’s favorite question to ask a client who has a positive monthly cash flow (hint: the room goes silent).

And in Retirement BS with Brooke and Steve — the segment where conventional retirement wisdom gets put to the test — the topic is the 401(k). Specifically: is it always the right move to maximize your contribution? Brooke and Steve break down when the answer is yes, when it is no, and how to use Retirement Analyzer to show your client the actual math.

Start your free 14-day trial of Retirement Analyzer at RetirementAnalyzer.com.

Learn more about Thomas Gold Solutions at ThomasGold.com. And if you have a topic you would like Brooke and Steve to tackle on a future Retirement BS segment, drop us a message — we read every one.

Chapters:

00:00 Intro — What is The What If Show?

01:00 The Aha Moment: Showing All the Numbers in One Place

04:00 The Sample Plan Trick: How to Lower Client Resistance Before You Start

07:00 The Expense Plan Deep Dive: Why Itemizing Changes Everything

09:00 The $10K Example: How Itemizing Can Let Clients Spend MORE

13:00 Tax Planning Without a CPA License

16:00 Quick Clips & Progressive Taxes: How to Explain It Simply

17:00 Roth Conversions: The Biggest Tax-Saving Move in RA

19:00 The Cumulative Tax Chart: Showing Clients Their Tax Pain Points

22:00 Becoming an Educator, Not a Salesperson

26:00 Compliance & Confidence: Why RA Is a Track to Run On

28:00 Annual Reviews & Archived Plans: A Powerful Show of Value

30:00 Personal Inflation: Why the Budget Conversation Never Gets Old

32:00 Continuous CE: Educating Advisors AND Their Clients

36:00 Product as the Launching Pad — Not the Lead

38:00 The Positive Cash Flow Question That Stops Clients Cold

39:00 ⚠️ RETIREMENT BS: Should You Always Maximize Your 401(k)?

43:00 Wrap-Up: What to Take Away and Try This Week

You just downloaded Retirement Analyzer. You clicked the icon. Now what? In this episode, Brooke Thomas and Steve Goldstein walk you through everything you need to know to get started — fast, confident, and with zero anxiety.

This is your new user's roadmap for the first 30 days with Retirement Analyzer. From the very first session to your first real client appointment, Brooke and Steve break down the exact steps that turn brand new users into confident RA advisors — and reveal the full support and training ecosystem that Thomas Gold has built to make sure you never feel stuck or alone.

Plus, don't miss this episode's RETIREMENT BS segment, where we call out one of the most dangerous myths in financial planning: "I don't need to update my plan... I just did it last year."

In this episode, you'll learn:

• The single most important thing to do in your very first RA session
• How to walk through the software tabs (and why Tabs 1, 2, and 3 are all you really need to start)
• Why the Thomas Gold Power Line is unlike any support you've ever experienced from a software company
• How the team's support staff have insurance licenses and Series 65 credentials — and what that means for you
• What the Thomas Gold Bootcamp is really like (80 advisors, 16 hours, breakfast and lunch included)
• Why the RA advisor community has shifted from competition to collaboration — and how that benefits you
• The #1 mistake new advisors make in their first client session with RA (and exactly how to avoid it)
• What the first "wow moment" with Retirement Analyzer actually feels like

Chapters:

00:00 — Cold Open: What If You Could Retire With Confidence?

01:00 — Welcome & Introductions (Fully Caffeinated Edition)

02:00 — The First Session: You Clicked the Icon. Now What?

03:15 — Pro Tip #1: Run It On Yourself First

05:00 — Walking the Tabs: Income, Assets, Expenses — and the Red Line

06:15 — The Thomas Gold Power Line: We Actually Answer the Phone

08:00 — The Most Common "I'm Stuck" Calls From New Users

09:00 — Steve Takes a Support Call From Costco on a Saturday Morning

11:00 — Your Support Team Are Financial Coaches (With Licenses to Prove It)

13:00 — The Full Training Ecosystem at Thomas Gold

14:15 — Live Daily Training Sessions: Bring Your File, Bring Your Questions

15:00 — 150 Videos Inside the Software (And Steve's Famous Outtake)

17:00 — The Bootcamp Experience: 80 Advisors, 16 Hours, A to Z

19:00 — Thomas Gold Talk: Community, Collaboration, and Study Groups

21:00 — Zero to Hero: What Explosive Growth Looks Like in RA

23:30 — Rising Tide: Why RA Advisors Share Instead of Compete

25:00 — Your First Client: Paper Fact Finders, Client Portal & More

26:00 — Garbage In, Garbage Out: Getting Your Data Right

27:30 — Run RA on Every Client — Regardless of Age or Net Worth

28:00 — The Education-First Mindset That Eliminates Objections

30:30 — The #1 Mistake New Advisors Make (And How to Avoid It)

33:30 — The First "Wow Moment": Watching the Red Line Disappear

35:00 — Conservative Rates Are Your Best Friend

36:00 — 🚨 RETIREMENT BS: "I Don't Need to Update My Plan — I Just Did It Last Year"

39:00 — How to Start Your Free Trial of Retirement Analyzer

40:00 — Audience Challenge + Next Episode Preview