Life By Design: Northwestern Mutual

Life by Design When planning looks more like living.

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Here for you at every step, and every stage

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As part of Northwestern Mutual, our financial professionals have a wide range of best in class products and industry leading expertise to 51. Opportunities 77. Presentations (option 2) 78. Shop help people at different life stages, in different career fields, and with 71. Coverage 72. Collaboration different financial goals.

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Alex Tronco Ryan Hungershafer Paul Phelps Joseph Anderson The Atrium Financial Group Carl P. DiCesare Thomas Farnan Connor Ferris Michael Fish Garbien Financial Group Robert Gates Ridgely Harrison Matthew Haye Jonanthan Hernandez Matthew Herrington Molly LeClair Nicholas Liverio Charles Martin Scott McCauley Shaun Miller Peter Mortka Allison and Alex Pinn TJ Popolizio Michael Stopera Frank Tan Zackary Terry Thornton Wealth Management Erik Whittle Chad Wildermuth P H OTO GRA P H ERS SuperSourceMedia.com The Harris Company Todd Bailey Photography and Marketing Rob Spring Photography P U B LI SH ED BY Saratoga TODAY Newspaper Five Case Street, Saratoga Springs, NY 12866 tel: (518) 581-2480 fax: (518) 581-2487 saratogaTODAYnewspaper.com

Helping our clients live a life by design.

For 130 years, Northwestern Mutual has been serving the Capital Region community – individuals, families, business leaders – guiding them all towards a path of financial security. We’re talking about that security being possible now, not just years from now. It is incredibly important to be able to enjoy the life you are currently living, rather than waiting for “someday.”

We know finances are a topic that can be tough to discuss or understand, so people avoid it. Our advisors can ease that stress and confusion, making you feel more confident. It’s also important to know that our financial plans are not one size fits all. We are designing a personalized analysis that fits each individual.

We are constantly reviewing what we do to make sure that we are always putting our clients’ best interest first. Whether it involves a product, or even the way we communicate and keep in touch, Northwestern Mutual is focused on building relationships.

That goes for our communities too. We are only as strong as the communities we work and live in. We have been building more partnerships with local organizations and encouraging our staff and advisors to get involved too.

I am humbled and very proud to work with such amazing people. I thank them for making my job the best job a person could have.

Sincerely, Alex Tronco Managing Partner

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Alex Tronco MANAGING PARTNER

You were born in Italy. Tell us about the path that led you to America…

I was born in Sicily and moved to the United States at 8 years old. My father decided to leave his laundry business and sell everything our family had. He had visited Albany in the 50s after landing at Ellis Island, so that’s where we went. We spent 10 years in the area, but then my family decided to return to Italy and my father re-opened his business.

In 2009, you were selected as one of Northwestern Mutual’s youngest Managing Partners. How has your experience impacted your success today?

You learn that you have to work hard and have enough patience to understand that success does not happen overnight. You must put in the time and effort to master your craft and be committed enough to overcome the challenges along the way. It’s also important to make sure you’re not wasting time on activities that don’t bring results or joy in your life.

Why Northwestern Mutual?

I knew I wanted career where I could control my own success and I could lead others to do the same. Northwestern Mutual provided that opportunity. Plus, I’ve been able to help guide our clients to their own financial security. It’s a win-win.

What is the most challenging part of your job?

It can be a challenge to think about all the work that needs to be done.

So, I focus on now. I look at what has to be done today and how I can make the most of the day that I was given. The clearer we are about our goals, the better chance we have at achieving what we set our minds to.

You like to read. What is your favorite book?

The Four Agreements by don Miguel Ruiz

Alex Tronco, CLU®, CFP®, ChFC®, CASL® Managing Partner 518-785-4141 | capitalregion-ny.nm.com

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Ryan Hungershafer MANAGING DIRECTOR & WEALTH MANAGEMENT ADVISOR

What is your advice to a new representative in order to be successful?

Be willing to work harder than you ever have before and know your “why.” It is a difficult business to get off the ground and your “why” is your compass to stay on track. Understand that you can design the life you want to live, however you have to know what that life looks like. It is also important to have a support system that shares in that vision.

Speaking of a support system, you credit your foundation for helping you build a successful practice. How exactly?

I learned the value of hard work from my parents and sports taught me self-discipline. Over the years, mentors and coaches have had a tremendous impact on my development. Now, I am fortunate to be in a leadership position where I can coach and educate others to inspire our community to engage in financial literacy. It is a marathon, not a sprint. It’s important to remember that.

You have also learned the value of giving back.

How does philanthropy fit in to your life?

Ryan Hungershafer, CFP®, CLTC®, CLU®, ChFC® Managing Director & Wealth Management Advisor 518-459-4665 | ryanhungershafer.com ryan.hungershafer@nm.com

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I believe that we live in the greatest country in the world and have more opportunity than ever before to be successful. Seeing people who are struggling, especially kids, moves me to action.

I’m very proud of our work with Alex’s Lemonade Stand Foundation to find a cure for pediatric cancer. More recently, I’ve joined the board of Folds of Honor - NY. We have built a successful chapter raising money for the families of wounded and fallen service members. Our mission is: Honor their service, educate their legacy.

Paul Phelps MANAGING DIRECTOR & WEALTH MANAGEMENT ADVISOR

What is the top thing that people misunderstand about financial planning?

In my experience, the misunderstanding people have is they think they have a plan, when what they have are accounts.

I meet people every day who have an insurance policy, a bank account, or an investment account with a wealth management advisor. What I rarely see are people with a comprehensive financial plan. Such a plan calculates how much they should save for their children’s education, and it would also suggest how much they should be investing in their 401k. This plan would also consider how much life or disability insurance they should carry to make sure, if they become disabled or die prematurely, all their goals are met.

Paul Phelps, CASL®, CLU®, ChFC®, MSFS, RICP® Managing Director & Wealth Management Advisor 845-224-0002 | paul-phelps.com paul.phelps@nm.com

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Whether you’re building a house or your financial future, to get what you want, you need to have a plan.

Building a financial plan is like building a house, you need a foundation, electricity, plumbing and other building materials. However, as important as the materials are, you need to have a blueprint. Without the blueprint, there is little chance the you get the house you envisioned.

Whether you’re building a house or your financial future, to get what you want, you need to have a plan.

How do you spend a day off?

On a typical day off, I can be found exploring the Hudson Valley’s quaint towns, restaurants and golf courses with my family and friends. I also enjoy riding the train to New York City to visit with my daughters Kaely and Meaghan.

When our schedules allow, my wife Susan and I enjoy returning to our home in Vermont to relax and visit with friends.

You are not originally from the Hudson Valley.

How did you end up there?

In January of 2015, after 22 years in Vermont as a financial advisor, I was offered the opportunity to take on an additional role in our agency as Managing Director of the Poughkeepsie District Office. We have a talented team here that is serving the Hudson Valley community and beyond.

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Joseph Anderson WEALTH MANAGEMENT ADVISOR

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" You have a unique background.

Tell us where you grew up…

I grew up on my family’s farm in Charlton, NY. My family still operates the 350-acre farm where we grow hay, vegetables and beef. At a very young age, I learned the value of hard work, how to prioritize, and what being accountable means. If I didn’t do my chores, the crops and animals suffered. It was a lot of responsibility for a child and it gave me a very unique perspective on life. I attribute my strong work ethic to being raised as a farmer.

My team and I strive to deliver customized plans tailored to the client’s needs, and we back that with unparalleled client service.

So what led you down the path of being a Financial Advisor?

I lost my older brother in a car accident when I was five years old, which had a profound effect on me.

I learned early in life how devastating an unexpected loss can be. You cannot prepare for that emotionally, but you can plan for that financially. I think that is why I am so passionate about doing comprehensive financial planning. Investment and insurance planning both have a place in a holistic financial plan. My team and I strive to deliver customized plans tailored to the client’s needs, and we back that with unparalleled client service.

What is the number one thing people should be doing, financially speaking?

I believe the best piece of advice is to have a goal, develop a plan, and run your household like a business. It truly does not matter how much money you make. If people do not have a goal and a systematic plan to save, they inevitably spend almost every dollar they earn. In today’s society, we are conditioned for instant gratification.

It’s far too easy to open an app on our phones, buy something, and have it on our doorstep in a day or two. We need to start setting ourselves up for success by having an easy-to-follow plan tied to our goals. Success comes only through continuous effort.

Joseph Anderson, CASL®, CFP®, CLU®, ChFC® | Wealth Management Advisor with Allison Battistoni (L) and Barbara Bertrand (R) 518-785-4141 | joseph-anderson.com | joseph.anderson@nm.com

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The Atrium Financial Group William Newman WEALTH MANAGEMENT ADVISOR You give a lot of advice, but what’s the best advice you have ever received?

The best advice I’ve ever received is “Nobody cares how much you know, until they know how much you care.” It’s crucial to be present in all of our relationships regardless of what we may be able to advise or teach. Lasting relationships go beyond the initial plan, interaction, or discussion – they take consistent effort and support to be multi-generational. As we continuously put the work in and show up for the people we care about, trust is gained and we find that we learn a lot from them, too.

What are you most proud of?

I’m most proud of the number of advisors I have recruited and developed to be top performers for Northwestern Mutual. It is extremely exciting to be able to consistently teach them while now also having them teach me. A collaborative effort towards growth is something I’ve always tried to instill, and it is fulfilling to see it come to life.

How does philanthropy fit in?

We must do well by doing good. Philanthropy allows us to lift up others and provide an opportunity to pay it forward. Our team finds joy and fulfillment in giving back to the community where many of us grew up. Being committed to bettering the Capital Region keeps us grounded in our values and empowers us to continue fighting for and with causes we believe in.

You believe in the power of books. Tell us which ones top your list…

“Train Your Brain For Success” by Roger Seip “The Presidents Club” by Nancy Gibbs and Michael Duffy “The Boys In The Boat” by Daniel James Brown “The Dream Manager” by Matthew Kelly

William Newman, CFP®, CLU®, ChFC®, CASL® | Wealth Management Advisor Jeremiah Mackey, CFP®, CLU®, ChFC®, CASL®, AEP® | Associate Wealth Management Advisor

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We must do well by doing good.

The Atrium Financial Group Front Row (L-R): Danielle Umstead, Victoria Amyot, William Newman, Sherry Finkel Murphy, Rebecka Kelley, Shannon Hammond, Kyle Simmons Back Row (L-R): Sasha Kassoff, Julia Pitkin Shantz, Kyle Abdellatif, Elizabeth Newman, Amanda Zitwer, Jeremiah Mackey 518-977-4377 | theatriumfinancialgroup.nm.com | wm.newman@nm.com

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Carl P. DiCesare FINANCIAL ADVISOR

What is the top thing that people misunderstand about financial planning?

No matter what your finances consist of you can still have a financial plan.

It’s never too early to start and people should not be discouraged if they’re starting later in life. Too often, people prioritize other things in their lives and not their finances. Not having a plan can be expensive over the long haul.

You work well together as a team.

What's the secret?

Communication! As well as working together towards the same goal, which is to make sure our clients’ needs are our top priority. We pride ourselves on exceptional customer service, access to the best products in the marketplace and a process that ensures our clients' situations are understood and their needs are met. As a team, our values are aligned which makes our work environment enjoyable.

What do you love most about living in Glenville?

I am raising my family in the same town I grew up in. I feel fortunate to be surrounded by many friends and family. My children play on the same sports fields I did, along with the children of lifelong friends. I’ve always believed the quality of your life is largely about the people you’re surrounded by. Living in a community like Glenville is a testament to that.

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Carl P. DiCesare, CLTC®, MBA | Financial Advisor with David Moehler (L) and Judith Durni (R) 518-785-4141 | carlpdicesare.com | carl.p.dicesare@nm.com

Thomas Farnan Financial Advisor & District Director 518-785-4141 thomasfarnan.com thomas.farnan@nm.com

What is your best piece of financial advice?

What does being part of your community mean to you?

The best piece of advice I give often is; keep it simple & build good habits. People can easily get overwhelmed by all the moving parts of Financial Planning. I’ve found that most clients can relate to a “phased” approach that allows us to prioritize their initial action items and work toward their long-term goals over time.

We need to ensure we’re continually making progress and making your Plan better every year. Remember, Rome wasn’t built in a day!

Everyone who knows me understands I take great pride in my community. The greater Capital District and specifically Troy, is my home. I am extremely proud that my role as an Advisor makes a significant impact on the lives of my friends and neighbors. I particularly enjoy supporting fellow business owners in the community where I live, work & play.

This wonderful career has allowed me the opportunity to give back philanthropically and I’ve found it satisfying to support local organizations.

What is your favorite quote?

“The pain of discipline weighs ounces, while the pain of regret weighs tons.” - Jim Rohn

Thomas Farnan FINANCIAL ADVISOR & DISTRICT DIRECTOR

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Connor Ferris FINANCIAL ADVISOR

What is the common misconception about finances/financial advisors?

I connect with a lot of professionals who believe it wouldn’t make sense to work with an advisor because they don’t have millions of dollars in assets or make half a million dollars a year.

In reality, you don’t work with a financial advisor simply because you have a high income with tons of money, but because you want to approach your financial life the same way you approach every other area in life… with some thought.

This means having a strategic plan and sharing ideas on how to best plan for the things in life that are most important.

What makes you a good team?

What makes this career so rewarding?

Impact. This is one of the few careers where you actually see the impact you directly had on someone else. I meet people, learn about them and what they consider most important to achieve, and I help them design the blueprint to get there. When clients tell us how good they feel finally purchasing that home, paying off their last student loan, or retiring – and how they wouldn’t have been able to do it without us – that is what makes this career so rewarding.

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Connor Ferris | Financial Advisor with Kristen Done 518-459-4665 | connorferris.nm.com | connor.ferris@nm.com

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Kristen and I have been working together since my first year in the business which is a part of why we work so well together. The other part that helps is that we are also friends outside the office. It makes it easier for us to push each other to do our best. I know exactly what to expect from Kristen and she can pretty much read my mind. We share the same goal for our clients, which is providing them with a great experience and a team they can rely on and trust.

When clients tell us... how they wouldn’t have been able to do it without us – that is what makes this career so rewarding.

FINANCIAL REPRESENTATIVE

Michael Fish | Financial Representative 518-785-4141 | www.michaelpfish.nm.com michael.p.fish@nm.com

"

Michael Fish

We become a life-long team together.

How do you explain to people what you do for a living?

I help people design their own comprehensive, personalized plan to achieve financial security. I meet with clients to understand their future goals for every time horizon, showing them a birds-eye view of their current financial picture with solutions on how to strengthen it.

We become a life-long team together.

How has the internship program guided your career path?

The internship with Northwestern Mutual is truly unlike any other. I’ve worked through many internships from undergrad to law school and none have given me true experience of having an individual practice. The training and mentorship provided by Northwestern Mutual is the key to my early success.

Their internship program gave me a first-hand view and experience to make me realize that this profession is beyond fulfilling. .What do you love most about living in the Capital Region?

I currently reside in Saratoga Springs and grew up 10 minutes outside of Albany. Being with a company that is so involved with the Capital Region community is extremely rewarding. The area is the perfect hotspot for everything I enjoy doing. From hiking and skiing in the Adirondacks, to enjoying dinner downtown with friends, to enjoying summer days on Sacandaga Lake, I couldn’t imagine having my practice anywhere else.

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Garbien Financial Group Scott Garbien WEALTH MANAGEMENT ADVISOR

What makes this career so rewarding?

What is your favorite quote?

Impact. If we are truly the center of our clients' financial lives, the impact we have is tremendous. Studies have shown that people who feel financially secure sleep better, are healthier, have less stress, and are more confident. Being the architects of plans that lead our clients down the path to financial security is a blessing. What makes it so rewarding is watching clients spend their lives living, with less financial stress, because they've remained accountable to a plan that we designed.

“You get what you accept.”

When I managed a retail store, my district manager used to say this to me anytime I shied away from a difficult conversation with either an employee, or myself. Confronting oneself, or someone else who is not meeting your expectations used to be difficult for me. He used to tell me that if I accepted anything less than what I expected, I’d get less than I expected.

Expect excellence, and only accept excellence.

Scott Garbien, CASL®, CFP®, CLU®, ChFC®, RICP® | Wealth Management Advisor with Olivia Wieczorkowski (L), Ryan Regan (LC), and Matthew Alvarenga (R) 518-459-4665 | garbienfinancialgroup.nm.com | scott.garbien@nm.com

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Robert Gates FINANCIAL ADVISOR

What makes this career so rewarding?

The most rewarding aspect of this career is the flexibility of it. We have the unique ability to design our own schedules and the opportunity to build a business from the ground up.

How are you expanding that business right now?

Our team is building the foundation of a balanced financial planning practice. We have invested our capital into getting into great networks across the country, and we are specializing in working with entrepreneurs 20 to 45 years old across the country.

You have also left a lasting impact at your alma mater…

Yes, I made a significant contribution to St. Lawrence University, which has been used to install a Bloomberg Terminal in the Owen. D. Young Library. This is where students and faculty can now monitor and analyze real time financial market data.

That access is incredibly important in this ever-changing world of technology.

Robert Gates | Financial Advisor with Evan Reichel (R) 518-785-4141 | robertgates.nm.com robert.gates@nm.com

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Ridgely Harrison FINANCIAL ADVISOR

"

To live a Golden Lifestyle you consistently work to provide a positive experience with everyone you meet, educating them, challenging them, leaving them feeling upbeat about their day for having met you.

Making a career change can be intimidating. How did you do it?

Coming from a salary job was nerve-racking to say the least. In my early interviews, the well-structured support system was very apparent. I started the career knowing what I had to do to be successful, and my mentors, both formal and informal, held me accountable to the goals I had. That remains a big part of our culture!

Is there a Golden Rule?

Ridgely Harrison, CLU® Financial Advisor 518-459-4665 ridgelyharrison.nm.com ridgely.harrison@nm.com 18 | NORTHWESTERN MUTUAL 2020

I think it should be called a Golden Lifestyle!

Rules are meant to be followed – a lifestyle becomes a part of your makeup, your DNA! To live a Golden Lifestyle you consistently work to provide a positive experience with everyone you meet, educating them,

challenging them, leaving them feeling upbeat about their day for having met you.

It’s a great way to go through your own day!

What do you love most about living in the Capital Region?

I moved here from New Jersey and have lived in the Capital Region for more than half my life.

I play soccer and coach my kids’ teams all over the area. Everything seems to be 20 minutes away! You go a little further and you’re hiking in the Adirondacks, Finger Lakes, Catskills, Berkshires or visiting New York City, Boston, Quebec, Buffalo. There are so many options for day trips or weekend adventures, all while living in an area with a young and expanding professional work force, a low cost of living, and a great pace of life.

Matthew Haye FINANCIAL ADVISOR

Matthew Haye Financial Advisor 518-785-4141 matthewhaye.nm.com matthew.haye@nm.com

What does Financial Planning really mean?

Living a life by a design rather than by default. Many people have insurance and investments but how do they complement each other? Learning how to create financial security is extremely important for our families and to pass on from generation to generation.

How did you decide to enter the business?

I decided to enter the business because of the idea of becoming a business owner and making a positive impact on the community.

It’s given me the opportunity to influence my clients’ lives for the better while also creating a better life for my family.

What is life like outside of work?

I am spending time with my wife and three kids, and when I’m not coaching their baseball or soccer games, I’m cheering on our New York teams – including the Yankees, Giants and Knicks.

I’ve been lucky to meet players such as Bernie Williams and Nick Swisher at the Center for Disability Services Aficionado event, which our company sponsors.

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Jonathan Hernandez Chelsea Klender FINANCIAL ADVISOR / FINANCIAL REPRESENTATIVE How has technology impacted the way you do business?

How do you balance family and career?

Technology has positively impacted the way we run the business and maintain our lifestyle.

It is a work-life BLEND. We are both affiliated with Northwestern Mutual. I joined in 2014 and Chelsea changed industries in 2018 from mechanical engineering to “engineering” financial plans for our clients.

We work together from home a lot while raising our son, Jonny Lou. Controlling our schedule permits us to place Jonny’s activities as the pillars on our calendar and we design our work week around it. It often involves jumping through a few “hoops” or even having Jonny in the office while we work, but we practice what we preach to our clients, we work hard to Live Life by Design..

Portable: We are able to work across the country and most of our clients prefer connecting over the phone & online due to their fast-paced schedule. This has allowed us to stay nimble and keep our business running from just about anywhere. We recently experienced the power of our portable practice while traveling.

We met with our client at our Airbnb and then enjoyed the evening having dinner with them oceanside.

Paperless: Leveraging digital platforms has enhanced our team’s communication, productivity and assisted us in creating robust and detailed plans for our clients, sent directly to the client digitally.

Productive: Planning for our clients has become seamless with the use of NM Connect. This online platform keeps the clients engaged, creates empowerment and accountability. It’s invaluable for both the client and advisor to plan for the future and achieve their goals

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What songs get you motivated in the morning?

“The Greatest Show” by Hugh Jackman “It’s a Beautiful Day” by U2 “I’m the Man” by Aloe Blacc Jonathan Hernandez | Financial Advisor 518-785-4141 | jonathandhernandez.nm.com jonathan.d.hernandez@nm.com Chelsea Klender | Financial Representative with Jonny Lou 518-785-4141 | chelseaklender.nm.com chelsea.klender@nm.com

Matthew Herrington WEALTH MANAGEMENT ADVISOR

Where did you grow up?

I grew up in a small rural town in Upstate NY where there were more cows than people. Our town was known as the home of pie a la mode. Although my family was removed from big schools and sports programs, my two sisters and I all received full athletic scholarships to Division 1 schools.

You ended up making a career change, which can be risky. How did you decide to make the move?

Prior to becoming an advisor at Northwestern Mutual, I was a financial analyst for an investment bank which focused on middle market mergers and acquisitions. I was making a 6-figure income out of college at a very fast paced prestigious firm, but something was missing.

I wanted to have more control with the direction of my career and be in a position where I could have an impact

on my clients and my community on a daily basis. Any change comes with risk, but I have found with risk comes great reward.

Some people feel financial planning is confusing.

How do you simplify it?

Planning is much simpler if you know where you want to be.

We start by clearly identifying our clients’ financial goals on a short term, mid -term and long-term basis. Once we have a clear direction of where you want to be, we approach your financial plan from an offensive and defensive point of view.

The defensive side should protect your income and assets from an unexpected disability or death. The offensive side is the savings you need to put away to achieve your financial goals. With any financial plan you don’t have to be in a great financial position to start, but you have to start to be in a great financial position.

"

You don’t have to be in a great financial position to start, but you have to start to be in a great financial position.

Matthew Herrington Wealth Management Advisor with Timothy Mindel (L) and Deborah Iuliano (R) 518-785-4141 matthew-herrington.com matthew.herrington@nm.com

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Nicholas Liverio FINANCIAL ADVISOR

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I want to create a community where people know they can trust one another and understand they have many folks they can turn to in times of need.

Nicholas Liverio | Financial Advisor 518-785-4141 | nicholasliverio.nm.com nicholas.liverio@nm.com

What do you feel is the top thing people misunderstand about financial planning?

I believe people’s biggest misconception about financial security is the belief that it will happen overnight.

Financial security is reached over time, and as life changes so will the plan. Working with a team of professionals makes those changes less stressful. We are here to coach and support our clients through those transitions to keep their long-term goals on track.

Do you feel this is where you are meant to be?

I feel like Northwestern Mutual is exactly where I am meant to be. I love the fact that we represent a great company while controlling our own outcomes.

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I’ve always wanted a career that allowed me to help people and have a long-lasting impact on the community I am from, while continuing to build new communities.

So what does being part of the community mean to you?

Being a part of a community means being a familiar face and someone people know they can rely on. You become that by putting the communities’ interests first. I grew up in a small town where everyone knew your name, and that also meant you had more people looking out for you than just your family. I want to create a community where people know they can trust one another and understand they have many folks they can turn to in times of need.

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I am proud to represent Northwestern Mutual.

Chuck Martin WEALTH MANAGEMENT ADVISOR

What does financial planning really mean?

Just what is says. Preparing, implementing and maintaining a flexible financial plan that is unique to each individual, family or business. This is accomplished by having honest conversations with clients to identify and prioritize their financial goals. Then educating clients on the various flexible options available to meet their goals. Lastly, we implement a plan and monitor it over time to keep up with their evolving lifestyle.

You give a lot of advice, but what’s the best advice you have ever received?

The best advice I received was from my first Managing Partner Bill Bick: don’t take things personally and don’t burn bridges. Ours is a relationship business. There is a certain amount of rejection. Clients will make decisions on their timeline.

What I may perceive as rejection is just timing.

Keep the relationship and when the time is right, the client will move forward with their planning.

What are you most proud of?

I am very proud of our industry and Northwestern Mutual. I have been with Northwestern for 37 years and have personally seen the real-life impact our industry has on peoples’ lives. Through our risk products (Life, Disability Income, and Long-Term Care Insurance) we provide protection that helps clients keep their dignity and maintain their lifestyle when bad things happen. Our accumulation products can help clients save for new homes, educate their children and retire with financial security and dignity. I am proud to represent Northwestern Mutual.

Charles (Chuck) Martin, CASL®, CFP®, CLU®, ChFC® Wealth Management Advisor 518-583-0041 | chuck-martin.com chuck.martin@nm.com

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Scott McCauley WEALTH MANAGEMENT ADVISOR

What are your top three tips to a successful business?

1. Determine your unique ability and delegate the rest.

2. Understand there will be challenges, and it will require a lot of hard work.

3. Surround yourself with people who have a desire to continue to learn.

While running your business you have helped a lot of clients, but what have you learned from them?

Much of the wisdom we have obtained over the years has come from our clients.

We have deep discussions about their financial desires for themselves and their families. They share with us what beliefs they have about money and what values have been instilled into them from the prior

generations and what values they want their children to have. In the end, money does not buy happiness, but it can afford you freedom to live the life you desire.

Favorite Quote: “Happiness is not something ready-made. It comes from your own actions.” - Dalai Lama

Scott McCauley, CFP®, CLU®, ChFC® | Wealth Management Advisor with Shaun Hampston, Kara Puckey, and Shaun Fagant 518-785-4141 | scottmccauley-nm.com | scott.mccauley@nm.com 24 | NORTHWESTERN MUTUAL 2020

Shaun Miller FINANCIAL ADVISOR

I enjoy hearing everyone's unique story. It's awesome to be able to share ideas that help goals & visions materialize. I am grateful to be part of the planning process for businesses and families in our community.

What do you enjoy outside of work?

I love spending time with my amazing wife Lea and best buddy Tucker (the dog). I also enjoy playing golf, but that is usually an exercise in frustration.

However, I am confident all the tinkering will eventually pay off.

"

What makes this career so interesting?

I am grateful to be part of the planning process for businesses and families in our community.

What's with the wrestling shoes?

My family may seem small to some, but it sometimes feels massive to me.

Wrestling was a sport that molded me, so now I give back as a youth wrestling coach for the Journeymen Wrestling Club. Similar to financial planning, it allows me to help identify goals and map out ways to achieve them. It's very rewarding to see young kids become successful men and women. They also keep me on my toes as they get bigger and want a little revenge!

Shaun Miller, CLTC® Financial Advisor 518-785-4141 shaunmiller.nm.com shaun.miller@nm.com

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What is your best piece of financial advice?

Focus on your life goals and objectives and work towards them. Rely on a trusted advisor to give you objective advice. Subjective thinking, of your portfolio in particular, will keep you from accomplishing your financial goals.

What’s next for you – personally or professionally?

As my business continues to grow here in the Capital District and across the country, we are adding capacity on my team. We continue to grow our infrastructure with new representatives and support staff. Fortunately, we have a superior pool of talented individuals here in the area to choose from. I believe our local higher education institutions provide a tremendous resource for that talent.

Personally, I am excited to become a grandfather for the first time and am looking forward to spending more time traveling with my wife, Denise. My work/life balance fosters an environment of exciting growth both personally and professionally. This will allow me to continue what I love to do for quite some time.

How does philanthropy fit in?

I sit on the board of a not-for-profit and a local college. I am involved in several other charitable organizations. Donating my time gives me a sense of purpose and is a great way to get to know our community. It helps me find compassion and keep me grounded to my values.

Raising money becomes a byproduct of the time we spend working with these various organizations and that helps create real change. It is exciting to facilitate that change for the greater good.

Peter Mortka, CFP®, CLU®, ChFC® Wealth Management Advisor 518-459-4665 mortkafinancialgroup.nm.com peter.mortka@nm.com 26 | NORTHWESTERN MUTUAL 2020

Peter Mortka WEALTH MANAGEMENT ADVISOR

Allison Pinn & Alex Pinn FINANCIAL ADVISORS

Alex: We come from different backgrounds financially; I entered the business to help make sure our clients were able to make the right financial decisions from the start, where Allison entered the business to help ensure clients were able to provide their loved ones with the lifestyle they desired, as her parents were able to do for her. Ironically, we met at Northwestern Mutual, so it only seemed natural when Allison decided to enter the advisor side of our business that we would do it together. Allison’s parents owned a business together, so the idea of working together was something she always wanted to do.

The company slogan is “Spend Your Life Living.”

How do you fit that into your life?

Allison: I fell in love with Northwestern Mutual not only because of the phenomenal service that we provide our clients, but also because of the opportunity it gave our advisors to run a successful business while making time for their family and things that are important to them. To us, spend your life living means that we design our personal financial plan to be able to do the things we want, when we want to do them. It also means that we’re both able to be present in our family’s lives.

"

How did you get into this business/partner together?

Advising as a team, but also as husband and wife, allows us to share two different perspectives with our clients that are real life examples of our own personal life and plan.

Allison Pinn, CLF®, MBA | Financial Advisor Alex Pinn, CFP®, CLU® | Financial Advisor 518-459-4665 | allisonpinn.nm.com | alexwpinn.nm.com allison.pinn@nm.com | alex.w.pinn@nm.com NORTHWESTERN MUTUAL 2020 | 27

FINANCIAL ADVISOR

What is your story? How did you get to where you are now?

I’m a graduate of Brown University and MBA candidate at the Kelley School of Business at Indiana University. At Brown, I was a two-sport Division 1 athlete and captain, competing in both wrestling and on Brown’s national-championshipwinning soccer team.

I’ve worked in the financial services industry in various Investment Banking and Capital Markets roles since graduation from Brown. I returned to the Capital Region and Northwestern Mutual in 2017, where I was a previous college intern.

I now run a planning-focused financial practice and help clients with all aspects of their financial lives, and I’m especially passionate about helping families plan for the rising costs of college.

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Technology has made it easier than ever to interact with our clients at their convenience through electronic meetings, a digital interface, and our Client Website. I am able to meet with my clients throughout the country and with social media am able to keep up with their personal and professional accomplishments. Our practice balances the personal attention and consideration of each client, with a state-of-the-art technological experience…and it is only getting better.

Do you feel this is where you were meant to be?

I feel responsibility to my team, my mentors, and my clients to be the best I can for them every day. This career is my craft and I have enjoyed the process of improving and learning. The team we have is second to none, and I see most of my coworkers as lifelong friends.

"

TJ Popolizio

How has technology impacted the way you do business?

This career offers incredible potential with the required effort, but it is the daily responsibility and challenge that gives me great purpose every day I walk in our doors.

TJ Popolizio | Financial Advisor 518-785-4141 tjpopolizio.nm.com tj.popolizio@nm.com

Michael Stopera WEALTH MANAGEMENT ADVISOR What is your biggest piece of financial advice?

We need all the facts. Financial planning is so complex that it is impossible to give advice without knowing all the information – personally, professionally and financially.

Too many times clients try to make decisions with only half of the picture.

Every financial plan is so unique to each client, obtaining all necessary information is the only way to create a successful plan.

You are a lot younger than most of your clients, and you feel that’s actually beneficial. Why?

Where do you spend a day off?

On the golf course. I play in a lot of competitive amateur tournaments throughout the Northeast. I am fortunate enough to be able to play with my dad in most of them.

We have a lot of fun traveling to different courses.

Michael Stopera, MBA | Wealth Management Advisor 518-785-4141 michaelstopera.nm.com michael.stopera@nm.com

"

The majority of my clients are in or approaching retirement. Something that I tell them is that I am going to be around when they need me the most.

What I mean by that is the average age of advisors around the country is 57.

That could be a concern for some clients, because as they are approaching retirement, so is their advisor.

Every financial plan is so unique to each client, obtaining all necessary information is the only way to create a successful plan.

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Frank Tan FINANCIAL ADVISOR

Your team has quite a story…

You are immigrants who not only found your way to our country, but a calling to help others. What inspired that move?

What is the most challenging thing about your practice?

TIME: The most challenging thing about this practice is letting people realize that time is two-faced; it is on your side when you are ahead of the game; meaning ahead of your goals and dreams, or it could go against you when you are lagging.

Time plays a significant role in our practice because we must be proactive when it comes to insurance, investment and retirement; acting now is the best decision we could ever make in our lives. As the Chinese Proverb says… “The best time to plant a tree was 20 years ago.

The second-best time is NOW”.

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Frank Tan | Financial Advisor with Marcille Orong (L) and Sol Kapunan (C) 518-785-4141 | franktan.nm.com | frank.tan@nm.com What usually is the hardest conversation that you have with your clients?

DEATH: It is a fact of life; It’s presence is obvious as an Elephant in a room but people would rather avoid it than plan about it; ironically, no life story is ever completed without a finale... It is always there. Talking about death is uncomfortable, it is feared. But at the end of the day we decide whether getting there means arriving ready and gracious, or bitter and unprepared. No matter how we see it, the end will magnify whether we have given enough love and whether we have spent enough time for ourselves, and the people we love.

"

LOVE: Our separate journeys to the USA were painstakingly planned with one intention in mind; to offer a better future for our families. We share this experience with our families because we understand that our reason for being is Love. As things unfolded, we learned that there is so much more than simply getting here and loving ourselves because success is sweeter by helping others achieve their dreams as well.

Ultimately we are all going to face DEATH; no way of knowing when, but we can decide on what to do with the TIME given to us; to LOVE and be loved. Love, Time and Death.

FINANCIAL REPRESENTATIVE

How do you explain to people what you do for a living?

"

Zackary Terry

You tell us what you want to happen, we’ll tell you how to get there.

I just help people make smart money choices that are going to lead them to financial security. That can sound a little bit corny or cliché and it can also mean a million different things to a million different people.

I do this by working in three areas: Risk Management, which is simply planning for the unknown typically through the use of insurance, Wealth Accumulation, which is just getting my clients' dollars to work as hard for them as they work for their dollars, and Wealth Preservation and Distribution, which is basically making sure people plan appropriately so they don't run out of money and only give Uncle Sam his fair share. Every single plan is comprehensive to my clients’ goals. We are committed to planning with the end game in mind. You tell us what you want to happen, we’ll tell you how to get there.

Do you feel this is where your meant to be?

Absolutely. My life was changed when Managing Partner Alex Tronco introduced me to the company four years ago. I knew this was where I was meant to be for the rest of my life the first day I walked into the office. Coming from a lower middle-class family, I wanted a career that would allow me to make a difference with no restrictions on how much impact I can have. I’ve gotten exactly that here at Northwestern Mutual. I get to help people, families, and businesses every single day. This allows them to live life by design; not default. My clients get to focus on the things that matter like family and friends. They put their head on their pillow each night knowing that regardless of what curveball life throws them, they've planned for it. Knowing this keeps me going and excites me to come to the office every morning. I know exactly what my purpose is, and I am truly blessed to be able to say that.

Zackary Terry Financial Representative 518-785-4141 zackary.terry@nm.com

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Thornton Wealth Management Braelin Thornton WEALTH MANAGEMENT ADVISOR This career has long been maledominated. How do you break the mold?

There are a lot of options out there. What makes your team unique?

This is an interesting question— I find wealth management and financial advising is my passion so I don’t give it much thought, I just do my thing. We love our clients, helping them achieve their goals, and solving the puzzle. I actually think being a female in this industry is an advantage as we have the innate ability to be empathetic, show tough love, think more long-term, and think of the various situations at hand in a multidimensional way. This way clients are never in a stalemate, but instead always have a chess move prepared because we have helped them think ahead and foresee what could come. We don’t know what the future holds, so to be ready to pivot and remain financially prepared helps tremendously.

We care immensely, and that comes through in so many ways: from prompt responses, to weekend phone calls, to out-of-the-box solutions, connecting clients with the right people. When I say we care, I mean everyone on the team not only cares, but consistently goes above and beyond. We are so fortunate as a team that everyone is striving to be a better person every day, hit personal and professional goals, continue their education and love what they do.

Many households are now multi-generational (children, parents, grandparents), is there any specific advice for them?

We love working with multi-generational families. When families are willing to openly discuss finances, great things can happen and creative thinking turns into creative solutions and strategy. In this country, finances are something many hold close to the chest and don’t discuss, I find the more everyone is open, the better the outcome.

When we can prevent negative financial happenings just by planning together, it is a shame more don’t collaborate, it makes the transfer of wealth far more efficient. It brings up potential pitfalls before they occur, it removes the elephant from the room, it educates younger generations so the right patterns continue or the same mistakes aren’t made.

Braelin Thornton, MBA | Wealth Management Advisor with Tara Stevens ( L), Kara Carman (LC), and Thomas Lydon (R) 518-459-4665 | thorntonwealthmanagement.nm.com | b.thornton@nm.com 32 | NORTHWESTERN MUTUAL 2020

Erik Whittle WEALTH MANAGEMENT ADVISOR

"

It’s knowing that by planning and working collaboratively, we have helped them reach these important life goals.

What has been the most exciting moment of your career?

There isn’t just one single moment that is exciting. It is the culmination of our clients’ life events and goals, that they have achieved while working with us.

Whether it’s planning for their child’s college education, preparing for a business venture and watching it come to fruition, purchasing a first home or dream home, or planning for their retirement. That moment comes when you see their faces the day they begin the next chapter. It’s knowing that by planning and working collaboratively, we have helped them reach these important life goals. Those are the moments that make us proud and excited to do what we do every day.

You also take pride in your involvement in the community.

Tell us why the organization Saratoga Bridges is so important to you?

I initially became involved with Saratoga Bridges by fundraising for their annual gala committee in 2007, after learning more about their deep level of caring, support and the essential programs they provide to the disabled and their families here in my local community.

I was compelled beyond simply donating or raising funds for one annual event, but to assist them with their core mission during an especially challenging time in the economy for nonprofits like Saratoga Bridges. Now, I serve as Treasurer on their foundation board, and a member of the strategic planning and endowment committees. Securing these essential programs for future generations of the disabled will help give their lives dignity, meaning and purpose.

Erik Whittle | Wealth Management Advisor with Robert Donnaruma (L) 518-785-4141 | erikwhittle.nm.com erik.whittle@nm.com

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Chad Wildermuth FINANCIAL ADVISOR

Chad Wildermuth Financial Advisor 518-785-4141 chadwildermuth.nm.com chad.wildermuth@nm.com

A work/life balance is important. Tell us what keeps you busy outside the office.

I’m a family man and spend a lot of time with my wife, daughter, and two sons. We have an amazingly full weekly schedule of kids’ activities: Tae Kwon Do, ballet, and coaching my sons' little league.

Plus, my kids attend Japanese school on the weekends to practice their reading, writing, and speaking skills. Every year I travel to Japan to visit my in-laws and join my wife and kids who go to Japan for school every summer.

Are you ever able to fit in some “me” time?

I am a competitive athlete who is addicted to many sports, but playing golf takes the cake. I play all over the Northeast and other parts of the U.S. as well as overseas. When I’m not playing golf, I’m reading a great book, enhancing my high-end sports memorabilia collection, or practicing my set list to continue to improve as a lead singer in a rock band!

What is the secret to your success?

I live by 3 pillars in my life: Family, Health & Spirituality, and Growth.

Our team shares the same mission and values and is especially great at communication. We have a meeting every morning to strategize; seeking the best solutions for our clients and discussing ways to serve our clients even better. It is not uncommon for us to spend time with our clients on their birthdays, at their retirement party, or even supporting their cause in life. Our clients often tell us that they feel like we are one big family all working towards achieving success and hitting our financial goals. We wouldn’t have it any other way!

What are some of your favorite quotes that you use in your daily life?

• “See the tormentor as the mentor” – Gabrielle Bernstein, Miracles Now • “What you resist, persists” – C.G. Jung • “The world you see, is a witness to our state of mind” – A Course In Miracles

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Internship with Impact The Northwestern Mutual Internship continues to be one of best internships in the country. For 24 years it has ranked among the Top 100 internships nationally among all industries and non-profits. In 2020 it ranks as one of the Top 10 internships in the Financial Services industry, and a Top 10 internship for career development, according to the 2020 Vault Guide to Internships.

INTERVIEW WITH

Molly LeClair DIRECTOR OF CAMPUS RECRUITMENT How does the internship program help build the business?

Northwestern Mutual is always striving to create close relationships on and off college campuses to attract new and diverse talent through our Top 10 Internship Program.

Molly LeClair & Connor Liverio at Siena.

What do interns gain from this experience?

Our interns learn all the ins and outs of financial planning from our College Unit Directors, have the ability to earn an unlimited amount of performance-based compensation, networking and business relationship skills, and flexible work schedules to fit their school, extracurricular and athletic calendars. As they jump-start their career, they also have a hand in making the lives of their clients better.

Interns supporting The Red Bookshelf .

You’ve witnessed the success of the program…

Yes, we have seen great success from this program in our office. A number of representatives and advisors featured in this magazine began their careers as interns, and two have recently been named in the Top 10 interns of the entire company, nationwide.

Intern Awards winners, Michael Fish & Zackary Terry.

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Philanthropy

"

We are surrounded by such wonderful people and organizations that are supporting the growth and prosperity of our community. We see a real passion for philanthropy within our offices. Our advisors and staff take pride in giving back and wow us with their generosity and volunteer efforts. We are making a difference, together.

– Alex Tronco

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Our Support Includes Albany Med Alex’s Lemonade Stand Foundation American Cancer Society American Heart Association American Red Cross Big Brothers Big Sisters Boys & Girls Club Center for Disability Services Girls Inc Junior Achievement Make-A-Wish Proctors Ronald McDonald House Saratoga Hospital Schenectady Co. Human Rights Commission Siena Athletics St Catherine’s Center St Jude Sweethearts and Heroes UAlbany Athletics United Way

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Culture

"

“We work in a dynamic atmosphere that encourages excellence, creativity and career advancement. This is a culture that is not only supportive and fun, but also one that motivates and inspires those working with us to achieve their fullest potential.”

Company Events Annual office awards Birthday & holiday celebrations Appreciation outings Team building Study groups

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Our Values...

Integrity Personal Responsibility Growth Family Mutual Respect

William Joseph Newman uses The Atrium Financial Group, Scott M Garbien uses Garbien Financial Group, and Braelin Thornton uses Thornton Wealth Management as marketing names for doing business as representatives of Northwestern Mutual.

The Atrium Financial Group, Garbien Financial Group, and Thornton Wealth Management are not registered investment advisers, broker-dealers, insurance agencies or federal savings banks.

Individuals featured may represent more than one of the entities below. The products and services referenced are offered and sold only by appropriately appointed and licensed entities and Financial Representatives.

Northwestern Mutual is the marketing name for The Northwestern Mutual Life Insurance Company (NM) (life and disability insurance, annuities, and life insurance with long-term care benefits) and its subsidiaries, including Northwestern Long Term Care Insurance Company (NLTC) (long-term care insurance), Northwestern Mutual Investment Services, LLC (NMIS) (securities), a registered investment adviser, broker-dealer, and member of FINRA and SIPC, and Northwestern Mutual Wealth Management Company® (NMWMC) (fiduciary and fee-based financial planning services), a federal savings bank. NM and its subsidiaries are in Milwaukee, WI.

Our Vision... is to help people become the best possible version of themselves.

We are passionate about providing financial and emotional support that impacts all relationships.

There is no limit on what can be accomplished.

Building our new reality.

Providing better service for our clients.

More benefits for our employees.

Same commitment to your future.

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Supporting our community for 130 years.

We’re here to help you do the things that matter most, with the people who matter most.

Now and years from now.

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