How to Build a Valuable Business Versus Building a Practice with Daniel Hanzelka [Ep30]

Updated: Jul 7, 2020

Welcome to episode 30 of The Innovating Advice Show. 

I’m joined by Daniel Hanzelka, co-founder of Traffic and Pipelines. 

Daniel has been a financial advisor for 25 years and has been frustrated at times  thinking he was doing the right thing only to get the wrong results. 

In this episode, we’re talking through the three big things Daniel wished he had learned earlier in his career. He also shares how he now helps advisors avoid those same pitfalls and build thriving businesses. 


  1. Daniel’s LinkedIn

  2. Traffic and Pipelines website

  3. Book: The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results

  4. Book: Profit First: Transform Your Business from a Cash-Eating Monster to a Money-Making Machine

  5. Book: The Prosperous Coach: Increase Income and Impact for You and Your Clients


00:53 – Introducing Daniel Hanzelka

02:30 – Focus on understanding your why

03:25 – The accidental advisor

04:23 – The accidental business owner

04:50 – Thinking like a business owner 

06:18 – Being the best technician doesn’t guarantee that you can grow your business

09:14 – Is your why aligned with the outcome you expect to get?

09:52 – The four levels of advisors

11:10 – Having a job vs. building a business

13:00 – Being a specialist vs. being a generalist

16:04 – The AOV framework

18:24 – Having a practice vs. creating a business

23:15 – The importance of building relationships

25:04 – What’s happening in the marketing world: in order for you to have success you need to have clarity on one audience, one offer and one vehicle.

26:50 – Give it time

27:10 – Helping clients with the F.U.N.D. Method Program

28:50 – You don’t need to become an expert in everything

30:00 – The biggest challenge

31:42 – Focus on building relationships

33:00 – Position yourself as an authority

34:00 – Social selling

35:15 – Where do I see myself long term?

37:35 – The 7-11-4

39:55 – Book Prosperous Coach by Rich Litvin and Steve Chandler

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