Todd Ballenger: Founder of the National Institute of Financial Education

Host: John Thompson

Guest: Todd Ballenger

In this insightful episode of Nurturing Success, John welcomes his long-time friend and mentor, Todd Ballinger, for a wide-ranging conversation. Todd shares his unique professional journey from realtor and insurance agent to founding one of the largest independent mortgage brokers in North Carolina (later Mortgage.com). The core of the discussion centers on the creation of the Certified Liability Advisor (CLA) designation and the critical distinction between mindset and skillset for financial professionals. Todd also provides a masterclass on asking deep client questions and makes a compelling case for why all financial advisors must incorporate liability management into their practice.

 

💡 What You'll Learn:

• Todd Ballinger's journey from selling insurance to building a major mortgage company and creating the Certified Liability Advisor (CLA) designation.
• The difference between skillset (based on repetition and technical knowledge) and mindset (your foundational "operating system").
• How financial advisors—both new and seasoned—can begin to intentionally develop their mindset.
• The concept of awareness as a "solvent" for problems and the non-judgmental approach to changing behaviors (like budgeting vs. awareness of spending).
• Why Todd encourages people to "retire from the notion of retirement" and how work and love can become the same.
• Why a client's house and mortgage are a vital part of the balance sheet that financial advisors often overlook.
• A masterclass on using the "question behind the question" technique to uncover a client's true goals (e.g., getting to a "better life" behind the desire to pay off debt).
• Todd’s two "superpowers" for navigating the current world: curiosity and flexibility.

⏱ Timestamps:

• [00:00] Welcome, and Todd shares what he's grateful for (a good night's sleep).
• [01:30] Todd’s professional background: realtor, insurance, financial advisor, and founding a large independent mortgage company that went public as Mortgage.com.
• [02:30] Realizing the importance of the "liability side of the balance sheet."
• [04:30] John introduces Todd as the founder of the Certified Liability Advisor (CLA) designation.
• [05:00] What led Todd to create the CLA designation.
• [07:30] Shifting the conversation to mindset vs. skillset.
• [08:00] Todd defines mindset as your "operating system" and skillset as "muscle memory."
• [10:00] Mindset in sports: losing to a less-skilled player with a better mindset.
• [12:00] Advice for younger advisors on incorporating mindset training early in their careers.
• [14:00] Applying a mindset (like being open-minded and flexible) to new concepts like AI.
• [15:45] How seasoned, successful advisors can approach mindset when they feel like they are "grinding."
• [20:30] Deconstructing the mantra: "Retire from the notion of retirement. Work is a four-letter word, but so is love."
• [21:00] The power of awareness as a solvent—non-judgmental observation leading to change.
• [24:30] Living life by doing the things you enjoy, rather than saving to stop working.
• [26:30] On the collapse of the notions of work and love.
• [28:30] Encouraging advisors to think about liability planning and starting with their own home.
• [33:30] The skillset of asking deep questions (two to three times) to elicit an honest answer from clients.
• [37:30] Final thought from Todd: The two superpowers for today are curiosity and flexibility.

🔗 Resources & Mentions:

• Todd Ballinger – Guest and founder of the Certified Liability Advisor (CLA) designation.
• Certified Liability Advisor (CLA) – Professional designation for liability management.
• Todd Ballinger's weekly newsletter (link will be provided in episode notes).

 

Connect with Us:
Please reach out to Todd with any questions or feedback. Contact with Todd here

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If you enjoyed this episode, please like, share, and subscribe to Nurturing Success for more insights from industry leaders. Stay tuned for the next episode, where we continue to explore successful financial strategies and practices. If you're interested in being our next guest, please reach out to jack@smplmortgage.com to schedule a time.