What does it really take to sell with conviction in today’s world? In this episode of the Capital Gains Tax Solutions Podcast, Brett Swarts sits down with Tom Wall — speaker, educator, and top 1% advisor — to unpack the mindset and principles behind building trust, communicating value, and leading clients with confidence. Tom shares why the best advisors don’t rely on pressure or scripts, but instead develop deep belief in the solutions they offer and the impact they create.
From overcoming objections to building authentic relationships with high-net-worth clients, this conversation is packed with insights for entrepreneurs, financial advisors, real estate professionals, and investors looking to grow their influence and serve at a higher level. If you want to communicate with more clarity, confidence, and purpose, this is an episode you won’t want to miss.
Episode Highlights Here:
Brett
Before we jump into this episode, I would invite you to join our community to help you become a better steward, scale to billions, and ultimately give more or all of it away. All I want you to do is to click the subscribe button right now. I love your support, it’s incredible to see your comments, and we’re just getting started. I can’t wait to go on this journey with you. Thank you so much for subscribing. It means the world to me. Welcome to the Build It to Billions podcast, where we got successful entrepreneurs and investors on their journey from millions to billions. We believe the key to scaling and compounding your wealth and life starts every single day with a mindset and practice of stewardship of our ownership and applying billionaire biblical principles. Our ultimate goal is, if you scale and compound your wealth and life, so you get more all the way to help MVPs. My name is Brett Swarts . Each and every episode, we’re joined by some of the world’s top entrepreneurs, millionaires or billionaires, and they share their secrets, insights, and wisdom with us, so we can all level up, make a bigger impact. I’m excited about our next guest, he’s out of the Boston area, and he, he has a really cool journey of becoming a top 1% advisor in his field of life insurance. He’s going to be teaching us today how to become a top 1% advisor, and in really anything that we’re doing. And so, but he’s highly sought out keynote speaker, bestselling author, and one of the most trusted voices in the life insurance industry. Through transformational talks and proven frameworks, he’s helped financial advisors overcome doubt, unlocking opportunities, and sell with conviction. Please welcome show with me, Mr. Tom Wall. Tom, how we doing?
Tom
We’re doing great. Great to be with you, Brett.
Brett
Yeah, grateful to be with you as well. And for our listeners getting to know you for the first time, would you give us a little bit more about your story and your current focus?
Tom
Yeah, so I was I started my career as a financial advisor at 21 years old, while still in high school, I’m sorry, college, and before subsequently taking a lot of senior roles in various large organizations throughout the financial services industry, and about five years ago really got convicted around certain planning concepts, some things that are just shrouded with mystery for people, there’s a lot of misinformation out there, and frankly, you know, I think it speaks to this audience. Is a lot of the mass market advice around financial planning is meant for the mass market, to be blunt. You know, I think when you get to be a one percenter, or you’re approaching being a one percenter, I think you know the advice changes. There’s a lot of opportunities out there for that kind of individual, so a lot of my work has been with advisors, helping them have those conversations, help them differentiate themselves and move upmarket, because, as I always say, if you have an uncommon financial situation, then why are you relying on common financial advice?
Brett
I love it. And if you want to learn more about Tom, everybody, you can check them out by going to Whole Life masterminds.com Whole Life masterminds.com So, let’s dive right into that. So, what’s the number one secret to becoming a top 1% advisor?
Tom
You know, I don’t think it’s all that complicated. I think it is differentiating yourself as an advisor. You know, there’s what I investments are a commodity, you know, you can do it yourself, you can do a lot yourself these days. You can buy your insurance online, you can buy your investments online, you can with Chat GBT get a pretty darn good financial plan. You can do your basic documents online. So, I think that the key is differentiation, but the key is also talking to clients about the transformation that they’re looking for. I think too many salespeople, in general, in any field, are just focused on features, benefits. I’ll save you a few bucks on taxes, stuff like that. When really, that’s not why clients are doing it. Clients are looking for some kind of transformation. And the analogy that I use is, you know, why do people buy$100,000 cars? You know, it’s not because the wheels turn faster, it’s because it makes them feel a certain way, it makes them look a certain way, and everything else you do in life, you know, kind of translates the same way, so the good advisors talk about that transformation, and it’s really not about dollars and cents or product features, you know, those are those are really just things you figure out at the end.
Brett
Excellent, so let’s dive into that. What’s so what’s the maybe the key core principles to discovering and understanding what transformation may be valuable to the client that you’re
serving.
Tom
The question you got to ask is, what are you looking to accomplish? You know, I think a lot of people just blindly, in the at least in the financial planning world, they’re just trying to
accumulate as much money as possible, but that’s really only part of the discussion. You know, once you once you hit a certain critical mass of money, you know, and you can kind of afford to do what you want within reason. It then turns into, you know, how do we preserve that capital for future generations? How I call it children, church, and charity. You know, how do you actually direct where those funds go and what kind of outcomes they provide? You know, is putting kids through school important to you? Is putting your name on a school important to you is the transfer of wealth and keeping it out of the IRS hands important to you, so the transformation becomes really you being in control of where those dollars go versus you just regardless of how big your back.
Brett
So, if you like this little, short clip of the interview I just did, click over here to watch stuff. Fullinterview, and please don’t forget to subscribe. Thanks so much, everybody
Watch the episode here:
Important Links:
About Tom Wall
Tom Wall is a nationally recognized speaker, educator, and top 1% financial advisor known for helping professionals sell with greater conviction, confidence, and authenticity. With a background working alongside leading mutual insurance companies and years of experience coaching advisors across the country, Tom has become a trusted voice in the areas of retirement planning, whole life insurance, and behavioral finance. His mission is centered on helping advisors move beyond transactional selling and toward purpose-driven leadership that creates lasting impact for clients and communities.
As the founder of Whole Life Masterminds and creator of Tom Wall Talks, Tom combines research, storytelling, and real-world experience to teach advisors how to build trust, communicate value, and grow thriving businesses rooted in service and belief. Through keynote speaking, coaching, and educational content, he continues to inspire entrepreneurs and financial professionals to lead with clarity, integrity, and conviction.
Love the show? Subscribe, rate, review, and share!
- capitalgainstaxsolutions.com
- Capital Gains Tax Solutions Facebook
- Capital Gains Tax Solutions Twitter
- Capital Gains Tax Solutions Tiktok