When I first sit down with someone new, I don’t start by throwing numbers around or telling them what they should be doing.

I ask questions.

I want to know how they’re thinking about their money, how they’re compensated, where they live, what their family situation looks like, and what’s on their mind when they think about the future.

Many of the people I work with are high earners. Tech, biotech, healthcare, a lot of RSU and ESPP comp, sometimes stock options. They’re in their late 30s, 40s, or early 50s. Married, maybe kids. They’re doing well. Really well.

But once we dig in, I usually uncover the same thing:

They’ve outgrown the financial strategy they started with, but they haven’t replaced it with anything better.

They’re still maxing out the 401(k), throwing some money into a brokerage account, and sitting on too much cash. No real structure. No tax plan. No bigger-picture strategy that ties it all together.

That’s not me calling anyone out. That’s just what I see, over and over again.

Here’s an example. Illustrative. Not a specific client. A biotech director, most of his pay in RSUs and a bonus, two kids, and a few million dollars between his retirement accounts, equity, and brokerage.

He wasn’t doing anything wrong. But he wasn’t doing anything intentional either.

A review would look at how much of his net worth is tied up in his company’s stock, his cash flow, and whether he is paying more tax than he needs to, and would talk through how he might diversify away from that concentration over time.

He didn’t need some flashy new product. He needed a structure. A system. Someone to walk through it with him and ask the right questions.

That’s what I do.

I sit on the same side of the table as my clients. At BFA, there are no commissions on investment products. I don’t tell people what they want to hear. I give them the truth, even if it’s uncomfortable. Some people respect that. Others aren’t ready for it. That’s fine.

But I’ve found that the people who value straight answers, thoughtful planning, and someone who will challenge them when needed, those are the people I work best with.

And the truth is, at this level of income and assets, you don’t need someone to help you “set it and forget it.” You need someone who understands your world and can help you think through all the moving parts: equity comp, taxes, real estate, private investments, long-term planning, risk exposure, legacy.

Building wealth isn’t just about making more money. You’re already doing that.

It’s about making better decisions with what you’ve already built. It’s about being consistent. It’s about seeing things you might be too busy, or too close, to see clearly.

If you’ve ever thought:

“I feel like I’m doing okay… but I could probably be doing more.” “I don’t know if I’m structuring this the right way.” “I don’t want to screw this up or look back and realize I missed something important.”

You’re not alone. That’s many of the people I talk to. And for the ones who are open to thinking differently, asking better questions, and making some adjustments, it can make a real difference.

You don’t have to do this alone. But you do have to take it seriously.

Plan Right. Live Better.

Mateo