October 9, 2024 • 25 mins
Confluence Financial Partners is a Pittsburgh based wealth management firm focused on helping maximize lives and legacies. Confluence was founded to create a new standard in the financial services industry for clients and associates alike. From its founding, the mission has expanded to help people maximize their lives and legacies through financial planning, investment management, and a commitment to service.
Confluence Wealth Services, Inc. d/b/a Confluence Financial Partners is an SEC-registered investment adviser. Registration of an investment adviser does not imply any level of skill or training. Please refer to our Form ADV Part 2A and Form CRS for further information regarding our investment services and their corresponding risks. Confluence Financial Partners has been named as one of the Best Places to Work by the Pittsburgh Business Times 2019-2024. The nomination was based on voluntary annual employee surveys conducted by Quantum Workplace. Pittsburgh Business Times requires a submission fee for consideration. No compensation has been paid for any of our rankings or ratings. Additional information about Confluence Wealth Services, Inc. is available on the Investment Adviser Public Disclosure (IAPD) website at: www.adviserinfo.sec.gov.
Confluence Wealth Services, Inc. d/b/a Confluence Financial Partners is an SEC-registered investment adviser. Registration of an investment adviser does not imply any level of skill or training. Please refer to our Form ADV Part 2A and Form CRS for further information regarding our investment services and their corresponding risks. Confluence Financial Partners has been named as one of the Best Places to Work by the Pittsburgh Business Times 2019-2024. The nomination was based on voluntary annual employee surveys conducted by Quantum Workplace. Pittsburgh Business Times requires a submission fee for consideration. No compensation has been paid for any of our rankings or ratings. Additional information about Confluence Wealth Services, Inc. is available on the Investment Adviser Public Disclosure (IAPD) website at: www.adviserinfo.sec.gov.
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Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:04):
And welcome in. This is the CEOs You Should Know podcast.
I'm your host, Johnny Hartwell, let's say hello to Greg
Weimer of Confluence Financial Partners. Good to see you again.
How are you wonderful?
Speaker 2 (00:14):
It's going to be back all.
Speaker 1 (00:15):
Right, So tell us everything we need to know about
Confluence Financial.
Speaker 2 (00:18):
I don't know that everything would be all that interesting.
I will tell you that we're a western Pennsylvania farm.
We're very proud of that, our roots are here, we're
locally owned. We're big enough to matter, but small enough
to care. And we really work with our clients closely
to help them maximize their lives and legacies. And that's
not just a slogan. We really make sure their portfolio
(00:39):
supporting their very best life and making sure their legacy
is what they want it to be, so their children
or heirs receive their assets and they viewed as a
blessing and not a burden. And I will tell you
a big topic for our industry, for not even our industry,
the big topic for our society right now is in
the next twenty years, there's going to be anywhere between
(01:00):
seventy and ninety trillion dollars going to the next generation,
and there will be businesses that are going to win,
there's going to be charities that are going to win,
there's going to be chair there's gonna be families that
are going to win. And unfortunately for those that don't
handle or those assets, well, it could also create a
lot of carnage and not everyone will have an opportunity.
(01:22):
So there's a lot going on in the industry. It's
exciting stuff.
Speaker 1 (01:24):
And that's why you're kind of relying on the terms
lives and legacies because this is something that is going
to be our future.
Speaker 2 (01:31):
And oh, by the way, everybody talks about first of all,
when you say something like the next twenty years, people
are twenty years and it's like, no, for the next
one years, meaning starting right now. So we've got to
pay attention. That's one two. I think when people think
about their legacy, they think about when they're gone. I
would argue strongly that you start to build your legacy
right now while you're alive. Yeah, and so making sure
that you know you're you're using your portfolio in a
(01:52):
way for you and for your family and for the
like of your loved ones in a way that's building
your legacy. When you're life.
Speaker 1 (01:59):
The last time we spoke was probably three or four
years ago. How has your firm change.
Speaker 2 (02:03):
So so, so we just looked at that because we
were coming back so and we were surprised. So excuse me.
We just we just moved into our new building in
the South Hills. We just moved into PPG uh and
today we are outgrowing our building in the South Hills.
So yeah, so they're so much for planning, so we
(02:25):
need to expanse we we are? We are. I think
we've gone from like thirty associates to seventy. We just
got best places to work. So a lot of good
things happening. And by the way, I don't think growth
is always good if it's just for growth. But when
we moved from thirty to seventy associates, that's just more
resources for our clients. So we're just continuing to improve
(02:47):
the resources, services capabilities we have for our for our
current clients. So so we've grown, We've grown meaningfully. We
we just expanded up into Grove City, so we also
have a have a of a firm and growth of
an office in Growth City that has about fifteen people.
We have a little office in Naples because we have
so many clients in Florida, so we have a little
(03:09):
office in Naples. So an awful lot has changed and
it's been a it's been a fun run.
Speaker 1 (03:14):
What sort of clients do you work with?
Speaker 2 (03:17):
Yeah, everybody wants to say hell net Worth, But when
you're a wealth management firm, you tend to work with
people that have wealth, so that's just But we tend
to work with families. I'd say that's the difference. We
really it's it's unusual actually that we don't work with
our clients and their children, so we really do. We're
(03:40):
really set up to be the families consultants for the
next ten, twenty, thirty and forty years. That's how our
firm's designed. We also do a meaningful amount of filing
case but we work with families.
Speaker 1 (03:53):
We talked about your firm the last time, so I'm
not going to chew my cabbage twice.
Speaker 2 (03:58):
Okay.
Speaker 1 (03:58):
I want to get to know Greg. Okay, tell us
when you were a kid, Yeah, do you see? Did
you see? What did you want to do as a kid?
What was your passion as a child, Because you're one
of the most passionate people I've ever had a chance
to interview. So I'm really curious about that.
Speaker 2 (04:15):
Yeah, yeah, so I think as it? I think, is it?
I don't know if I had passion as a as
a as a youngster in Johnstown, but but I did
dream a lot, like I did. I think I remember
being a paperboy walking around and I was trying to
visualize what my life would be like when I got older,
and I thought a lot about it, and so I did.
(04:37):
And in fact, when I first started dating my wife,
I was like, Okay, here's what I want out of life.
What do you want out of life? Are we good?
So I had a pretty clear vision of where I
wanted to go. Now, I'll tell you, I'm so so,
so so so grateful for so many people that helped
me along the way and continue to help me every day.
I am extraordinarily grateful. I got to tell you, whether
it's confluence, whether it's our family, almost on any measure,
(05:01):
I probably wasn't. I wasn't dreaming big enough, right, So
I think as a as a youngster, I may have
had passion, but I certainly had a lot of dreams.
Speaker 1 (05:09):
Do you have any family that was interested in financial planning?
Speaker 2 (05:12):
Oh no, no, no, no, no, none of that. No, no, no,
it started with you yeah yeah, yeah no, and it
started and I hope I didn't say this on the
last podcast listen. I started because I was a decent
I was a media I was a mediocre student, which
means bad. I went, you know, so, and then I
went to UPJ. I had to go summers to get
into UPJ, and and so I my junior year. I
(05:35):
was looking for a job. So I thought, you know,
I better get a job. My resume is probably not
going to get me in. And there was a firm
that was in Johnstown by the name of Butcher and Singer.
It happened to be be in the Yellow Pages. So
I called him like fifty times until they they said,
come on in. I went in. They said, what do
you want. I just want to learn. They said how
much do you want to make? I said, you don't
need to pay me anything. I just want to learn.
(05:57):
And they paid me exactly what I asked for nothing,
and I got the job. And then I went back
up to UPJ and I said, hey, I have an internship.
They said, we don't have internships. I said, I got that.
I just set it up. So fast forward and I'll
say this. It's just to show just to show you that,
like how things can change. So the president of PPJ
called a while back and said like, hey, you know,
(06:19):
I'd like to come out and meet. So he came
out to my office in the South Hills and we
met and and I said, the fact that you're here
would state to me that you've lost my transcript, and
he said, actually we did. So it's sort of fun.
I'm going back at the end of the month to
speak to UPJ and to their to their business students
and some of the local community. So from barely getting
(06:40):
into going back.
Speaker 1 (06:41):
But what was your major? And yeah, okay, and what
was Greg like in college?
Speaker 2 (06:46):
Yeah, so none of this is good, Like this is so.
Speaker 1 (06:50):
H oh you said when you first stood And he's like,
if I can do it, anywore nobody could do it.
Speaker 2 (06:55):
Yeah. I just kept dreaming and thinking and planning and
reading and learning. So I've about junior year. I really
I probably didn't read a book until junior year. And
then I started digesting any book I could get my
hand on, and I just really want I became passionate
about learning. So I did. I didn't do great. I
(07:17):
started out with in. My major was computers in math,
which is sort of comical. And then I didn't like that.
So I went to the DAN and said, like, hey,
this computer math thing, I'm sure I like this, And
he said, how about we create a quantitative measure or
quantitative major. Feel I'm like that sounds cool? And then
what that could keep my I could keep my credits.
(07:37):
So so so I just started learning everything I could
and I really got passionate about learning. And it was
before podcasts, but I started studying people. So I studied.
I studied Warren Buffett, I studied Disney, I studied I
studied Raycroft. I studied every business leader I could think
of to really try to figure out where I was going.
(07:58):
All right, and by the way, the social chairman of
the fraternity, and so.
Speaker 1 (08:02):
You always had this personality though I don't know.
Speaker 2 (08:05):
I'm actually somewhat of an introvert if if if you get
to know me. But yeah, and I think the other
thing that happened I took on leadership roles. So maybe
I wasn't, you know, ecn whatever. Maybe I wasn't. Maybe
I didn't go as many classes as I should have,
but I was the vice president of the class and
junior year, I was a president of student body and
(08:26):
in high school I was a resident director, so I
ran the dorm. So I think it's I think one
of the things I did. And for folks out there,
you know, for younger folks, I think it's really important
to learn how to be a leader at a younger
age and lead your peers. And so I did that
through college and I thought that was helpful.
Speaker 1 (08:41):
All right, So once you finished college you started working.
It sounds like you're a person who wanted to status quo.
Wasn't something that you strive for. You wanted to excel?
Is that? It was it your work ethics? You're something
about your personality? What what was it?
Speaker 2 (09:03):
Yeah? I press fear like I was just I was
afraid of failure. Like if I think about it, I
just I don't want to let other people down. So
even in our company, yeah, could we stop growing? Could
we stop helping more people? But yeah we could, But
I don't know, there's a lot of people counting on us.
And that was true for me at a very young age,
so there were always people counting. So I was I was,
(09:26):
I was afraid of failure, and I just and I
still I do not want to let anyone down, not
in our clients, not our associates, not my family. So
that doesn't mean we don't make mistakes. But I think
I think it was fear. That's horrible. I mean, it's
it's it's not the most ideal motivator, But for me,
it was fair.
Speaker 1 (09:43):
A lot of financial planners are, you know, large sperms
such as yours. It's driven by ego. I don't get
that from you. I feel like you have I.
Speaker 2 (09:53):
Don't have a reason. I wish I had a reason
to have an ego, and it would, but I don't.
Speaker 1 (09:56):
You seem very you seem very grounded and modest. Yet
you have a lot to be proud of. You've accomplished
quite a bit. What keeps you grounded?
Speaker 2 (10:06):
Well? But first of all, I think sometimes ego comes
when you're I'm around a lot of very I'm around
a lot of very successful people, So you know, I
just think you have to and so I'm amazed by
other people like I'm amazed at some of the you know,
some of the business leaders in Pittsburgh that I get
to associate with. I was with them last night, I'm
with them on the on the trustees of the Children's Hospital.
So I'm amazed by them. So I don't know. I
(10:30):
still I still think we have a room to grow,
and I think we all have room to grow. And
you know, I still try. In fact, I have a
coach a call with my coach today and one of
the projects was to find other business leader CEOs that
you admire and then dig them apart. And so, okay,
So Jamie Diamond, what do you? What do you? What
do you admire about Jamie Diamond? And if you if
(10:51):
you start thinking about Jamie Diamond or someone like that,
and then you start to have an ego, you realize,
like you you're just you may be bigging around little pond,
but there's a lot of opportunity to grow when you
really start comparing yourself to some real leaders.
Speaker 1 (11:02):
But if you're trying to compare yourself and you're trying
to interact with them, you're not going to get anywhere
if you present your ego first. You want to be
that person who is going to you want to appear
as if you teach me, teach me how I want
to learn?
Speaker 2 (11:16):
Yeah, like I want to learn and I want to improve.
So my wife and I several years ago said, Okay,
there's two roads we could take. Status quo life is
pretty good right now, great company, phenomenal clients, making an
impact on the community. Life would be good. Or we
can leave it all on the field. We can turn
up the volume a little bit. We can do more
for charities, we can add associates, we can help more families.
(11:40):
But it's going to come with an intense commitment. And
that's road B. And I said, which road are we taking?
And she said, I know which road we're going to pick.
He said, but like, I'm all in on road B.
So I think when you look at life that way,
where there's really an opportunity to grow. I think in
our industry, by the way, I think it's an epidemic.
I think what happens in our business that someone builds
(12:01):
their business they did well in the last ten years,
they start resting on their laurels. They don't start innovating
they did well in the past. They're just coast. They
sort of like you know, just clip coupons every day.
They coast, meaning they just collect checks. They coast, and
they're really not building for the next decade. And I
think that's an epic. That does not mean there's not
other great firms out there, not suggesting that, but I'm
(12:22):
suggesting a lot of our industry today is not innovating
for the future, and I think it's dangerous.
Speaker 1 (12:28):
I think it goes back to your mission statement when
you said life and legacy, and you're building not only
life today but your legacy moving forward.
Speaker 2 (12:37):
Yeah, versus collect x amount of assets, take a fee
and go golfing, And that's just a different mission. So
in our firm, we actually live it, and so we
have passion around where we're going and what we're doing.
Speaker 1 (12:49):
All right, you mentioned charities. What are some of the
charities that you're working with? And you mentioned Children's Hospital,
So that's obviously one. Why Why why children's hospital?
Speaker 2 (12:57):
Oh my gosh, it's the regional it's first of con
title together for children, Like it's a regional asset that
we need to appreciate and support. I said, there's going
to be seventy to ninety trillion dollars transferring to the
next generation. By the way, a chunk of that is
going to be going to philanthropy. If we want the
children of today and the children for the next hundred
(13:20):
years in our region and around the world to be
treated by Children's Hospital of Pittsburgh UPMC if we want,
if we want them to get a high level of care,
we better win that war of philanthropy, because if Children's
Hospital does not get their fair share and some of
the other children's hospitals and a far away land gets theirs,
we will not be able to compete. So for me,
(13:42):
I love the fact that I know that we're not
only helping children today, but we're helping children for the
next hundred years.
Speaker 1 (13:48):
I iHeart has worked with Children's Hospital very very closely,
and I think it's an easy ask because I don't
know anybody, any family, any individual that hasn't been touched
by Children's Hospital. My oldest son was life flighted, my
middle son was life lighted, and I know the care
(14:08):
that he they both received, and so I personally have
a story. But you know, working with Children's Hospital in
time and time again, it's it touches everybody in the community.
Speaker 2 (14:18):
And thank you for your support. Without the support of
folks like iHeart, if without that, Children's Hospital without philanthropy
would be just a hospital. Whether it's whether it's research,
whether it's taking care of the families when they come in.
(14:38):
I think we're going to do a lot of great
things on behavioral health, which is an epidemic in our
in our nation. So what we're doing right now with
the Heart the addition to the Heart Institute, Like, there's
so many good things happening. Without philanthropy, it wouldn't happen.
Speaker 1 (14:52):
Pittsburgh is so fortunate to have organizations at hospitals like
Children's Hospital and McGee's Women's Hospital and Children's Home, and
time and time again, these are these are not organizations
we take for granted.
Speaker 2 (15:05):
These are our regional assets that we need to fight for.
Speaker 1 (15:07):
I agree, what other.
Speaker 2 (15:09):
Yeah, So I'm very involved in South Hills Catholic Academy.
So it's a Catholic school in the South Hills, not
not necessarily affiliated with Catholic Church. We obviously have a
great relationship with the Catholic with the diocese because hence
we're a Catholic school. But South Hills Catholic Academy is
another one and it's it's wonderful. Fifty percent of our
kids are on are on scholarship, so it's really cross
(15:33):
pollinating a lot of different groups. So maybe some kids
from the inner city maybe some you know, children from
the Mount Lebon in South Hills area, So we're cross pollinate,
pollinating to try to try to close the opportunity gap
in the inner city, give them a classical education and
a much more traditional Catholic education. So that's another one.
Speaker 1 (15:51):
All right, this is something I've been really wanting to
ask you. You're one of the rare individuals who does
a pretty consistent podcast. And where did that? Where did
that start? When? When did you get interested in media?
Speaker 2 (16:08):
Yeah? Well, yeah, so sort of funny. There was a
guy by the named it Doug Smith, and he called
the office and said like, hey, well Greg, do it?
Will he do a podcast? This is years ago, and
I had no idea what a podcast was, and I
forgot So I came into the office and I'm looking
in the conference room and there's there's microphones and I'm like, like,
(16:28):
what's that. They're like, you're doing a podcast. I'm like,
what the Heck's a podcast? And so we started. So
that started the podcast, and then I don't even know
how we started. In the firm, I was like, well
that seemed like that was sort of a good idea
and it helps us touch more people. So, yes, we
started doing podcasts, but.
Speaker 1 (16:43):
It's it's very eclectic. Is it still a collectic? Yeah?
Speaker 2 (16:46):
I think it was. The One thing it doesn't do
much of is talk about investments. You know, call us
on that we can help you with investments. So I
think the greatest thing one adult can do for another's
cause him to think. So if we can do a
podcast to help you think differently, or you know, say
what about uh huh, we'll do that. So it's not like, hey,
here's how you save for your children's college education. I
(17:09):
don't know. We'll send you brochure or come in or
come in, we'll do a meeting. I don't think that's
very interesting. It's you know, and actually, if you think
about it, it's consistent with our firm also in that
if I think about a great basketball coach I had,
or or a great math teacher I've had, they've all
been bigger than the sport or bigger than the subjects. Right,
So like if you're a great teacher, if you think
(17:30):
about your best teacher, it wasn't because they were wonderful
at teaching you Latin, it's because they taught you something
else about life. I think the same is true in
the investment business. Yes, you have to be meticulous and
wonderful and fabulous about how you manage the money, there's
no question. But I think the great advisors and consultants
work with families to have them think about and consider
stuff that they haven't thought about or considered. And they're
(17:53):
bigger than the portfolio. So they're more about, you know,
succession of wealth. They're more about should you buy that
second home? They're more about how should you know? How
should your children receive the thing? Do you really want
your son in law or daughter in law to get
your money? So, like, there's all things that are just
bigger than you know, whether you should be thirty percent
or twenty percent in international I'm not saying that's not
(18:13):
an important conversation. I just don't think it's as interesting
to most folks. Is the things that are bigger than
the sport.
Speaker 1 (18:20):
However, if I watch Fox Financial or CNBC and I
don't see I'm like, oh my god, you would be
a perfect individual for that. You're good looking, you're you
speak very well, you know and understand the business. Have
you had any kind of aspirations to do that kind
of stuff?
Speaker 2 (18:41):
I don't know. I mean I guess, no, I haven't.
I mean, first of all, they re tell the prompters
and I'm not a very good reader, so that won't work.
So I don't know. Yeah, so I haven't Yeah, no,
no really, I mean I just haven't thought about it. No.
I just it's not like I go watch CNBC and
go like.
Speaker 1 (19:01):
Wow, that was even local.
Speaker 2 (19:02):
The other thing though, that the other thing though, you
know the challenge. But first of all, twenty four hours
of financial news does not exist so newsable, right, so
you can't say, like, hey, think long term by quality stuff.
I mean, that's not a very good message you have
to make, like the presidential election, whether regardless which side
you're for, you know, if one side wins, we're gonna
go away and if the other side doesn't, so you
have to like make some extreme statements that may or
(19:23):
may not be true. But I just haven't thought about it. Yeah,
I don't know. I yeah, you know, for an interview
that'd be cool, but like the idea of it on
there all the time, not so much.
Speaker 1 (19:31):
All right, So what do you do for entertainment?
Speaker 2 (19:35):
Yeah? So I mean it's I really do I do
exactly what we just talked about. I think I am our.
Our firm is my baby, and it is my life,
and I spend an incredible amount of time thinking about
planning our firm. I spend time with my family and
(19:57):
everyone is in a great while. I golf, but but
that's it. And the charities, so I spend time on
some charities. But like I don't really have all these
other hobbies.
Speaker 1 (20:05):
You mentioned you are a voracious reader. At one point, yeah,
do you still read?
Speaker 2 (20:09):
Yeah? But now I you know. I I've I've learned
a brain hack where I can now do it on.
I can listen to it. I can put it on
one and a half times, and then I can I
can digest more than if I could just read. So
so I listen, put it on one enough times.
Speaker 1 (20:24):
And what you're done here? What do you do? Do
you listen to? You know financial? Or do you are
you interested in history?
Speaker 2 (20:30):
I still give an idea of I watched well, now
this is sort of I watched I watched the news,
so I don't really watch TV. I watched the news
and I watch so this will this is safe. I
watch Fox News, I watch CNN, and I watch MSNBC,
and I just rotate through all three because I want
because there are you know, the news is different on
(20:50):
all three. So I listened to all three and then
I make my own I come to my own conclusion.
But yeah, I watched the news. Other than that, I
don't I don't read books fiction. I just don't do
that at all. I read books that are for improvement only.
Speaker 1 (21:05):
Yeah. There was a part of my life where I
I that's the only thing I was fiction. Yeah, But
it wasn't until I started reading nonfiction books that I
felt like I started to learn something and how it
applies to you know, radio and interviewing and things of
that nature.
Speaker 2 (21:22):
Yeah, I'm sure, I'm sure there's you know, there's reasons
to I used to allow myself one book on fiction
a year back in the day that I've concluded that's
not necessary.
Speaker 1 (21:30):
Well, I used to take a fictional book on vacation.
But then I thought, well, if there's a swim up bars,
what's the choice?
Speaker 2 (21:38):
Right?
Speaker 1 (21:38):
All right, So what's the future? How have let me
ask you, have you added any additional things to confluence
over the last three or four years since we talked.
Speaker 2 (21:50):
Yeah, you know, we constantly innovate, and I think when
When you say a word like innovate, people right away think, oh,
and my business innovate. It's got to be technology, and
it's got to be like launching the space shuttle or thing.
We innovate every day, and all the innovation really is
is getting up every day and trying to anticipate how
we can add more value to our to our current clients.
So we are doing a lot more helping people understand
(22:12):
their state plan. We're doing a lot more helping people
do their planning for it from a from a tax standpoint,
we we understand people care about their health. We we've
added a dietitian to make sure that if you're if
you're if you're healthy. If I'm sorry, if you're wealthy,
but you don't have your health that's suboptimal. So we
can't we're not physicians, but we can help with some
(22:35):
better decisions on diets. So we've added a dietitian. So
we're continually saying, if I were a client, what would
I want then how could I improve?
Speaker 1 (22:44):
I've never heard somebody adding a dieteation.
Speaker 2 (22:46):
That's weird, but it's really been great, and we and
and so, but it makes all the sense in the world,
doesn't it, And and it's it's very help and she's
wonderful and she's got a spark, and she's very very smart,
and so she helps internal. I don't know, it's probably
just you know, we we've come. We spent a lot
of time brainstorming, So it could have been anyone. I
(23:08):
don't remember.
Speaker 1 (23:10):
And what's been the results, what has been the feedback
of a diet?
Speaker 2 (23:13):
People love it, people have it? And now right now
she'll do she'll do small groups, she does podcasts, do
a podcast with me. She she's helped internally. She sits
down one on one with our folks internally to help
with their diet. And we make sure that kitchen, you know,
we don't have a bunch of donuts. We try to
make sure, I mean our clients, you know, they're counting
on us to be in the right state during the day,
(23:35):
and so diets part of that state, and she helps
us make sure we're in the right state. That doesn't
mean when O a donut every once in a while,
but we try to make good decisions, all right.
Speaker 1 (23:43):
So you've expanded quite a bit in the last three
or four years. Do you see that expansion continuing we.
Speaker 2 (23:48):
Owe our clients. We are at our clients to continue
to add talent, continue to add resources. We have not
had a hard time at all finding very talented people.
That's that's unusual, I think. But if we're not continuing
to grow, it is impossible to attract and keep bright
talented people unless you have a growing company. And it's
(24:10):
so we embrace the growth mentality. We currently are working
on our twenty thirty plan, so we will be wrapping
that up at the twenty thirty plan and I'm coming
over here. We are wondering if we're thinking big enough,
but we owe it to our clients to make sure
that we continue to evolve for them. And we're not
going to become a stelle eroding company. That's not going
(24:32):
to be here for our clients in twenty years. It's
just not going to happen.
Speaker 1 (24:36):
One last question, what is Greg Weimer's legacy?
Speaker 2 (24:40):
I don't know. Great family, great family.
Speaker 1 (24:43):
Yeah, well, if you focus on the family, you can't
go wrong.
Speaker 2 (24:47):
Family.
Speaker 1 (24:48):
Get more information at confluence FP dot com. Greg Weimer
of Confluence Financial Partners and a CEO, you should know
and I'm better for talking to you. Thank you so much,
loved it Thanks. This has been the CEO you should
no podcast, showcasing businesses that are driving our regional economy,
part of iHeartMedia's commitment to the communities we serve. I'm
Johnny Heartwell, thank you so much for listening.
And welcome in. This is the CEOs You Should Know podcast.
I'm your host, Johnny Hartwell, let's say hello to Greg
Weimer of Confluence Financial Partners. Good to see you again.
How are you wonderful?
Speaker 2 (00:14):
It's going to be back all.
Speaker 1 (00:15):
Right, So tell us everything we need to know about
Confluence Financial.
Speaker 2 (00:18):
I don't know that everything would be all that interesting.
I will tell you that we're a western Pennsylvania farm.
We're very proud of that, our roots are here, we're
locally owned. We're big enough to matter, but small enough
to care. And we really work with our clients closely
to help them maximize their lives and legacies. And that's
not just a slogan. We really make sure their portfolio
(00:39):
supporting their very best life and making sure their legacy
is what they want it to be, so their children
or heirs receive their assets and they viewed as a
blessing and not a burden. And I will tell you
a big topic for our industry, for not even our industry,
the big topic for our society right now is in
the next twenty years, there's going to be anywhere between
(01:00):
seventy and ninety trillion dollars going to the next generation,
and there will be businesses that are going to win,
there's going to be charities that are going to win,
there's going to be chair there's gonna be families that
are going to win. And unfortunately for those that don't
handle or those assets, well, it could also create a
lot of carnage and not everyone will have an opportunity.
(01:22):
So there's a lot going on in the industry. It's
exciting stuff.
Speaker 1 (01:24):
And that's why you're kind of relying on the terms
lives and legacies because this is something that is going
to be our future.
Speaker 2 (01:31):
And oh, by the way, everybody talks about first of all,
when you say something like the next twenty years, people
are twenty years and it's like, no, for the next
one years, meaning starting right now. So we've got to
pay attention. That's one two. I think when people think
about their legacy, they think about when they're gone. I
would argue strongly that you start to build your legacy
right now while you're alive. Yeah, and so making sure
that you know you're you're using your portfolio in a
(01:52):
way for you and for your family and for the
like of your loved ones in a way that's building
your legacy. When you're life.
Speaker 1 (01:59):
The last time we spoke was probably three or four
years ago. How has your firm change.
Speaker 2 (02:03):
So so, so we just looked at that because we
were coming back so and we were surprised. So excuse me.
We just we just moved into our new building in
the South Hills. We just moved into PPG uh and
today we are outgrowing our building in the South Hills.
So yeah, so they're so much for planning, so we
(02:25):
need to expanse we we are? We are. I think
we've gone from like thirty associates to seventy. We just
got best places to work. So a lot of good
things happening. And by the way, I don't think growth
is always good if it's just for growth. But when
we moved from thirty to seventy associates, that's just more
resources for our clients. So we're just continuing to improve
(02:47):
the resources, services capabilities we have for our for our
current clients. So so we've grown, We've grown meaningfully. We
we just expanded up into Grove City, so we also
have a have a of a firm and growth of
an office in Growth City that has about fifteen people.
We have a little office in Naples because we have
so many clients in Florida, so we have a little
(03:09):
office in Naples. So an awful lot has changed and
it's been a it's been a fun run.
Speaker 1 (03:14):
What sort of clients do you work with?
Speaker 2 (03:17):
Yeah, everybody wants to say hell net Worth, But when
you're a wealth management firm, you tend to work with
people that have wealth, so that's just But we tend
to work with families. I'd say that's the difference. We
really it's it's unusual actually that we don't work with
our clients and their children, so we really do. We're
(03:40):
really set up to be the families consultants for the
next ten, twenty, thirty and forty years. That's how our
firm's designed. We also do a meaningful amount of filing
case but we work with families.
Speaker 1 (03:53):
We talked about your firm the last time, so I'm
not going to chew my cabbage twice.
Speaker 2 (03:58):
Okay.
Speaker 1 (03:58):
I want to get to know Greg. Okay, tell us
when you were a kid, Yeah, do you see? Did
you see? What did you want to do as a kid?
What was your passion as a child, Because you're one
of the most passionate people I've ever had a chance
to interview. So I'm really curious about that.
Speaker 2 (04:15):
Yeah, yeah, so I think as it? I think, is it?
I don't know if I had passion as a as
a as a youngster in Johnstown, but but I did
dream a lot, like I did. I think I remember
being a paperboy walking around and I was trying to
visualize what my life would be like when I got older,
and I thought a lot about it, and so I did.
(04:37):
And in fact, when I first started dating my wife,
I was like, Okay, here's what I want out of life.
What do you want out of life? Are we good?
So I had a pretty clear vision of where I
wanted to go. Now, I'll tell you, I'm so so,
so so so grateful for so many people that helped
me along the way and continue to help me every day.
I am extraordinarily grateful. I got to tell you, whether
it's confluence, whether it's our family, almost on any measure,
(05:01):
I probably wasn't. I wasn't dreaming big enough, right, So
I think as a as a youngster, I may have
had passion, but I certainly had a lot of dreams.
Speaker 1 (05:09):
Do you have any family that was interested in financial planning?
Speaker 2 (05:12):
Oh no, no, no, no, no, none of that. No, no, no,
it started with you yeah yeah, yeah no, and it
started and I hope I didn't say this on the
last podcast listen. I started because I was a decent
I was a media I was a mediocre student, which
means bad. I went, you know, so, and then I
went to UPJ. I had to go summers to get
into UPJ, and and so I my junior year. I
(05:35):
was looking for a job. So I thought, you know,
I better get a job. My resume is probably not
going to get me in. And there was a firm
that was in Johnstown by the name of Butcher and Singer.
It happened to be be in the Yellow Pages. So
I called him like fifty times until they they said,
come on in. I went in. They said, what do
you want. I just want to learn. They said how
much do you want to make? I said, you don't
need to pay me anything. I just want to learn.
(05:57):
And they paid me exactly what I asked for nothing,
and I got the job. And then I went back
up to UPJ and I said, hey, I have an internship.
They said, we don't have internships. I said, I got that.
I just set it up. So fast forward and I'll
say this. It's just to show just to show you that,
like how things can change. So the president of PPJ
called a while back and said like, hey, you know,
(06:19):
I'd like to come out and meet. So he came
out to my office in the South Hills and we
met and and I said, the fact that you're here
would state to me that you've lost my transcript, and
he said, actually we did. So it's sort of fun.
I'm going back at the end of the month to
speak to UPJ and to their to their business students
and some of the local community. So from barely getting
(06:40):
into going back.
Speaker 1 (06:41):
But what was your major? And yeah, okay, and what
was Greg like in college?
Speaker 2 (06:46):
Yeah, so none of this is good, Like this is so.
Speaker 1 (06:50):
H oh you said when you first stood And he's like,
if I can do it, anywore nobody could do it.
Speaker 2 (06:55):
Yeah. I just kept dreaming and thinking and planning and
reading and learning. So I've about junior year. I really
I probably didn't read a book until junior year. And
then I started digesting any book I could get my
hand on, and I just really want I became passionate
about learning. So I did. I didn't do great. I
(07:17):
started out with in. My major was computers in math,
which is sort of comical. And then I didn't like that.
So I went to the DAN and said, like, hey,
this computer math thing, I'm sure I like this, And
he said, how about we create a quantitative measure or
quantitative major. Feel I'm like that sounds cool? And then
what that could keep my I could keep my credits.
(07:37):
So so so I just started learning everything I could
and I really got passionate about learning. And it was
before podcasts, but I started studying people. So I studied.
I studied Warren Buffett, I studied Disney, I studied I
studied Raycroft. I studied every business leader I could think
of to really try to figure out where I was going.
(07:58):
All right, and by the way, the social chairman of
the fraternity, and so.
Speaker 1 (08:02):
You always had this personality though I don't know.
Speaker 2 (08:05):
I'm actually somewhat of an introvert if if if you get
to know me. But yeah, and I think the other
thing that happened I took on leadership roles. So maybe
I wasn't, you know, ecn whatever. Maybe I wasn't. Maybe
I didn't go as many classes as I should have,
but I was the vice president of the class and
junior year, I was a president of student body and
(08:26):
in high school I was a resident director, so I
ran the dorm. So I think it's I think one
of the things I did. And for folks out there,
you know, for younger folks, I think it's really important
to learn how to be a leader at a younger
age and lead your peers. And so I did that
through college and I thought that was helpful.
Speaker 1 (08:41):
All right, So once you finished college you started working.
It sounds like you're a person who wanted to status quo.
Wasn't something that you strive for. You wanted to excel?
Is that? It was it your work ethics? You're something
about your personality? What what was it?
Speaker 2 (09:03):
Yeah? I press fear like I was just I was
afraid of failure. Like if I think about it, I
just I don't want to let other people down. So
even in our company, yeah, could we stop growing? Could
we stop helping more people? But yeah we could, But
I don't know, there's a lot of people counting on us.
And that was true for me at a very young age,
so there were always people counting. So I was I was,
(09:26):
I was afraid of failure, and I just and I
still I do not want to let anyone down, not
in our clients, not our associates, not my family. So
that doesn't mean we don't make mistakes. But I think
I think it was fear. That's horrible. I mean, it's
it's it's not the most ideal motivator, But for me,
it was fair.
Speaker 1 (09:43):
A lot of financial planners are, you know, large sperms
such as yours. It's driven by ego. I don't get
that from you. I feel like you have I.
Speaker 2 (09:53):
Don't have a reason. I wish I had a reason
to have an ego, and it would, but I don't.
Speaker 1 (09:56):
You seem very you seem very grounded and modest. Yet
you have a lot to be proud of. You've accomplished
quite a bit. What keeps you grounded?
Speaker 2 (10:06):
Well? But first of all, I think sometimes ego comes
when you're I'm around a lot of very I'm around
a lot of very successful people, So you know, I
just think you have to and so I'm amazed by
other people like I'm amazed at some of the you know,
some of the business leaders in Pittsburgh that I get
to associate with. I was with them last night, I'm
with them on the on the trustees of the Children's Hospital.
So I'm amazed by them. So I don't know. I
(10:30):
still I still think we have a room to grow,
and I think we all have room to grow. And
you know, I still try. In fact, I have a
coach a call with my coach today and one of
the projects was to find other business leader CEOs that
you admire and then dig them apart. And so, okay,
So Jamie Diamond, what do you? What do you? What
do you admire about Jamie Diamond? And if you if
(10:51):
you start thinking about Jamie Diamond or someone like that,
and then you start to have an ego, you realize,
like you you're just you may be bigging around little pond,
but there's a lot of opportunity to grow when you
really start comparing yourself to some real leaders.
Speaker 1 (11:02):
But if you're trying to compare yourself and you're trying
to interact with them, you're not going to get anywhere
if you present your ego first. You want to be
that person who is going to you want to appear
as if you teach me, teach me how I want
to learn?
Speaker 2 (11:16):
Yeah, like I want to learn and I want to improve.
So my wife and I several years ago said, Okay,
there's two roads we could take. Status quo life is
pretty good right now, great company, phenomenal clients, making an
impact on the community. Life would be good. Or we
can leave it all on the field. We can turn
up the volume a little bit. We can do more
for charities, we can add associates, we can help more families.
(11:40):
But it's going to come with an intense commitment. And
that's road B. And I said, which road are we taking?
And she said, I know which road we're going to pick.
He said, but like, I'm all in on road B.
So I think when you look at life that way,
where there's really an opportunity to grow. I think in
our industry, by the way, I think it's an epidemic.
I think what happens in our business that someone builds
(12:01):
their business they did well in the last ten years,
they start resting on their laurels. They don't start innovating
they did well in the past. They're just coast. They
sort of like you know, just clip coupons every day.
They coast, meaning they just collect checks. They coast, and
they're really not building for the next decade. And I
think that's an epic. That does not mean there's not
other great firms out there, not suggesting that, but I'm
(12:22):
suggesting a lot of our industry today is not innovating
for the future, and I think it's dangerous.
Speaker 1 (12:28):
I think it goes back to your mission statement when
you said life and legacy, and you're building not only
life today but your legacy moving forward.
Speaker 2 (12:37):
Yeah, versus collect x amount of assets, take a fee
and go golfing, And that's just a different mission. So
in our firm, we actually live it, and so we
have passion around where we're going and what we're doing.
Speaker 1 (12:49):
All right, you mentioned charities. What are some of the
charities that you're working with? And you mentioned Children's Hospital,
So that's obviously one. Why Why why children's hospital?
Speaker 2 (12:57):
Oh my gosh, it's the regional it's first of con
title together for children, Like it's a regional asset that
we need to appreciate and support. I said, there's going
to be seventy to ninety trillion dollars transferring to the
next generation. By the way, a chunk of that is
going to be going to philanthropy. If we want the
children of today and the children for the next hundred
(13:20):
years in our region and around the world to be
treated by Children's Hospital of Pittsburgh UPMC if we want,
if we want them to get a high level of care,
we better win that war of philanthropy, because if Children's
Hospital does not get their fair share and some of
the other children's hospitals and a far away land gets theirs,
we will not be able to compete. So for me,
(13:42):
I love the fact that I know that we're not
only helping children today, but we're helping children for the
next hundred years.
Speaker 1 (13:48):
I iHeart has worked with Children's Hospital very very closely,
and I think it's an easy ask because I don't
know anybody, any family, any individual that hasn't been touched
by Children's Hospital. My oldest son was life flighted, my
middle son was life lighted, and I know the care
(14:08):
that he they both received, and so I personally have
a story. But you know, working with Children's Hospital in
time and time again, it's it touches everybody in the community.
Speaker 2 (14:18):
And thank you for your support. Without the support of
folks like iHeart, if without that, Children's Hospital without philanthropy
would be just a hospital. Whether it's whether it's research,
whether it's taking care of the families when they come in.
(14:38):
I think we're going to do a lot of great
things on behavioral health, which is an epidemic in our
in our nation. So what we're doing right now with
the Heart the addition to the Heart Institute, Like, there's
so many good things happening. Without philanthropy, it wouldn't happen.
Speaker 1 (14:52):
Pittsburgh is so fortunate to have organizations at hospitals like
Children's Hospital and McGee's Women's Hospital and Children's Home, and
time and time again, these are these are not organizations
we take for granted.
Speaker 2 (15:05):
These are our regional assets that we need to fight for.
Speaker 1 (15:07):
I agree, what other.
Speaker 2 (15:09):
Yeah, So I'm very involved in South Hills Catholic Academy.
So it's a Catholic school in the South Hills, not
not necessarily affiliated with Catholic Church. We obviously have a
great relationship with the Catholic with the diocese because hence
we're a Catholic school. But South Hills Catholic Academy is
another one and it's it's wonderful. Fifty percent of our
kids are on are on scholarship, so it's really cross
(15:33):
pollinating a lot of different groups. So maybe some kids
from the inner city maybe some you know, children from
the Mount Lebon in South Hills area, So we're cross pollinate,
pollinating to try to try to close the opportunity gap
in the inner city, give them a classical education and
a much more traditional Catholic education. So that's another one.
Speaker 1 (15:51):
All right, this is something I've been really wanting to
ask you. You're one of the rare individuals who does
a pretty consistent podcast. And where did that? Where did
that start? When? When did you get interested in media?
Speaker 2 (16:08):
Yeah? Well, yeah, so sort of funny. There was a
guy by the named it Doug Smith, and he called
the office and said like, hey, well Greg, do it?
Will he do a podcast? This is years ago, and
I had no idea what a podcast was, and I
forgot So I came into the office and I'm looking
in the conference room and there's there's microphones and I'm like, like,
(16:28):
what's that. They're like, you're doing a podcast. I'm like,
what the Heck's a podcast? And so we started. So
that started the podcast, and then I don't even know
how we started. In the firm, I was like, well
that seemed like that was sort of a good idea
and it helps us touch more people. So, yes, we
started doing podcasts, but.
Speaker 1 (16:43):
It's it's very eclectic. Is it still a collectic? Yeah?
Speaker 2 (16:46):
I think it was. The One thing it doesn't do
much of is talk about investments. You know, call us
on that we can help you with investments. So I
think the greatest thing one adult can do for another's
cause him to think. So if we can do a
podcast to help you think differently, or you know, say
what about uh huh, we'll do that. So it's not like, hey,
here's how you save for your children's college education. I
(17:09):
don't know. We'll send you brochure or come in or
come in, we'll do a meeting. I don't think that's
very interesting. It's you know, and actually, if you think
about it, it's consistent with our firm also in that
if I think about a great basketball coach I had,
or or a great math teacher I've had, they've all
been bigger than the sport or bigger than the subjects. Right,
So like if you're a great teacher, if you think
(17:30):
about your best teacher, it wasn't because they were wonderful
at teaching you Latin, it's because they taught you something
else about life. I think the same is true in
the investment business. Yes, you have to be meticulous and
wonderful and fabulous about how you manage the money, there's
no question. But I think the great advisors and consultants
work with families to have them think about and consider
stuff that they haven't thought about or considered. And they're
(17:53):
bigger than the portfolio. So they're more about, you know,
succession of wealth. They're more about should you buy that
second home? They're more about how should you know? How
should your children receive the thing? Do you really want
your son in law or daughter in law to get
your money? So, like, there's all things that are just
bigger than you know, whether you should be thirty percent
or twenty percent in international I'm not saying that's not
(18:13):
an important conversation. I just don't think it's as interesting
to most folks. Is the things that are bigger than
the sport.
Speaker 1 (18:20):
However, if I watch Fox Financial or CNBC and I
don't see I'm like, oh my god, you would be
a perfect individual for that. You're good looking, you're you
speak very well, you know and understand the business. Have
you had any kind of aspirations to do that kind
of stuff?
Speaker 2 (18:41):
I don't know. I mean I guess, no, I haven't.
I mean, first of all, they re tell the prompters
and I'm not a very good reader, so that won't work.
So I don't know. Yeah, so I haven't Yeah, no,
no really, I mean I just haven't thought about it. No.
I just it's not like I go watch CNBC and
go like.
Speaker 1 (19:01):
Wow, that was even local.
Speaker 2 (19:02):
The other thing though, that the other thing though, you
know the challenge. But first of all, twenty four hours
of financial news does not exist so newsable, right, so
you can't say, like, hey, think long term by quality stuff.
I mean, that's not a very good message you have
to make, like the presidential election, whether regardless which side
you're for, you know, if one side wins, we're gonna
go away and if the other side doesn't, so you
have to like make some extreme statements that may or
(19:23):
may not be true. But I just haven't thought about it. Yeah,
I don't know. I yeah, you know, for an interview
that'd be cool, but like the idea of it on
there all the time, not so much.
Speaker 1 (19:31):
All right, So what do you do for entertainment?
Speaker 2 (19:35):
Yeah? So I mean it's I really do I do
exactly what we just talked about. I think I am our.
Our firm is my baby, and it is my life,
and I spend an incredible amount of time thinking about
planning our firm. I spend time with my family and
(19:57):
everyone is in a great while. I golf, but but
that's it. And the charities, so I spend time on
some charities. But like I don't really have all these
other hobbies.
Speaker 1 (20:05):
You mentioned you are a voracious reader. At one point, yeah,
do you still read?
Speaker 2 (20:09):
Yeah? But now I you know. I I've I've learned
a brain hack where I can now do it on.
I can listen to it. I can put it on
one and a half times, and then I can I
can digest more than if I could just read. So
so I listen, put it on one enough times.
Speaker 1 (20:24):
And what you're done here? What do you do? Do
you listen to? You know financial? Or do you are
you interested in history?
Speaker 2 (20:30):
I still give an idea of I watched well, now
this is sort of I watched I watched the news,
so I don't really watch TV. I watched the news
and I watch so this will this is safe. I
watch Fox News, I watch CNN, and I watch MSNBC,
and I just rotate through all three because I want
because there are you know, the news is different on
(20:50):
all three. So I listened to all three and then
I make my own I come to my own conclusion.
But yeah, I watched the news. Other than that, I
don't I don't read books fiction. I just don't do
that at all. I read books that are for improvement only.
Speaker 1 (21:05):
Yeah. There was a part of my life where I
I that's the only thing I was fiction. Yeah, But
it wasn't until I started reading nonfiction books that I
felt like I started to learn something and how it
applies to you know, radio and interviewing and things of
that nature.
Speaker 2 (21:22):
Yeah, I'm sure, I'm sure there's you know, there's reasons
to I used to allow myself one book on fiction
a year back in the day that I've concluded that's
not necessary.
Speaker 1 (21:30):
Well, I used to take a fictional book on vacation.
But then I thought, well, if there's a swim up bars,
what's the choice?
Speaker 2 (21:38):
Right?
Speaker 1 (21:38):
All right, So what's the future? How have let me
ask you, have you added any additional things to confluence
over the last three or four years since we talked.
Speaker 2 (21:50):
Yeah, you know, we constantly innovate, and I think when
When you say a word like innovate, people right away think, oh,
and my business innovate. It's got to be technology, and
it's got to be like launching the space shuttle or thing.
We innovate every day, and all the innovation really is
is getting up every day and trying to anticipate how
we can add more value to our to our current clients.
So we are doing a lot more helping people understand
(22:12):
their state plan. We're doing a lot more helping people
do their planning for it from a from a tax standpoint,
we we understand people care about their health. We we've
added a dietitian to make sure that if you're if
you're if you're healthy. If I'm sorry, if you're wealthy,
but you don't have your health that's suboptimal. So we
can't we're not physicians, but we can help with some
(22:35):
better decisions on diets. So we've added a dietitian. So
we're continually saying, if I were a client, what would
I want then how could I improve?
Speaker 1 (22:44):
I've never heard somebody adding a dieteation.
Speaker 2 (22:46):
That's weird, but it's really been great, and we and
and so, but it makes all the sense in the world,
doesn't it, And and it's it's very help and she's
wonderful and she's got a spark, and she's very very smart,
and so she helps internal. I don't know, it's probably
just you know, we we've come. We spent a lot
of time brainstorming, So it could have been anyone. I
(23:08):
don't remember.
Speaker 1 (23:10):
And what's been the results, what has been the feedback
of a diet?
Speaker 2 (23:13):
People love it, people have it? And now right now
she'll do she'll do small groups, she does podcasts, do
a podcast with me. She she's helped internally. She sits
down one on one with our folks internally to help
with their diet. And we make sure that kitchen, you know,
we don't have a bunch of donuts. We try to
make sure, I mean our clients, you know, they're counting
on us to be in the right state during the day,
(23:35):
and so diets part of that state, and she helps
us make sure we're in the right state. That doesn't
mean when O a donut every once in a while,
but we try to make good decisions, all right.
Speaker 1 (23:43):
So you've expanded quite a bit in the last three
or four years. Do you see that expansion continuing we.
Speaker 2 (23:48):
Owe our clients. We are at our clients to continue
to add talent, continue to add resources. We have not
had a hard time at all finding very talented people.
That's that's unusual, I think. But if we're not continuing
to grow, it is impossible to attract and keep bright
talented people unless you have a growing company. And it's
(24:10):
so we embrace the growth mentality. We currently are working
on our twenty thirty plan, so we will be wrapping
that up at the twenty thirty plan and I'm coming
over here. We are wondering if we're thinking big enough,
but we owe it to our clients to make sure
that we continue to evolve for them. And we're not
going to become a stelle eroding company. That's not going
(24:32):
to be here for our clients in twenty years. It's
just not going to happen.
Speaker 1 (24:36):
One last question, what is Greg Weimer's legacy?
Speaker 2 (24:40):
I don't know. Great family, great family.
Speaker 1 (24:43):
Yeah, well, if you focus on the family, you can't
go wrong.
Speaker 2 (24:47):
Family.
Speaker 1 (24:48):
Get more information at confluence FP dot com. Greg Weimer
of Confluence Financial Partners and a CEO, you should know
and I'm better for talking to you. Thank you so much,
loved it Thanks. This has been the CEO you should
no podcast, showcasing businesses that are driving our regional economy,
part of iHeartMedia's commitment to the communities we serve. I'm
Johnny Heartwell, thank you so much for listening.
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