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Home > Financial Advisor Success > Ep 457: Making Financial Planning Less Scary For New Clients By Focusing First On What Brings Them Joy with Larry Sprung
Podcast: Financial Advisor Success
Episode:

Ep 457: Making Financial Planning Less Scary For New Clients By Focusing First On What Brings Them Joy with Larry Sprung
Category: Business
Duration: 01:30:00
Publish Date: 2025-09-30 11:00:00
Description:

While many financial advisors begin with dollars and data, today's guest believes the path to long-term client relationships starts with one powerful question: What brings you joy? By focusing on leading with purpose and values, he has grown a $200M firm and attracted clients who align with his philosophy.

Larry Sprung is the founder of Mitlin Financial, an advisory firm based in Hauppauge, New York, and affiliated with Carson Group, that serves 200 client households. In this episode, he shares how he begins prospect meetings with open-ended “joy” questions to set a nonjudgmental tone and show prospects that his firm is focused on their well-being, not just their finances. Listen in to learn how Larry has built trust before prospects ever book a call, how his values-first mindset has led to a loyal client base, and how he’s now intentionally scaling after years of running a lifestyle practice. 

For show notes and more visit: https://www.kitces.com/457
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