Morningstar Magazine - December 2017/January 2018 - 71

The next meeting is even more in-depth.
"It's a really long meeting, so we'll break for lunch,"
he says. "If it's in the afternoon, we'll
have cocktails."
That's when Gott delves deep into clients'
financial goals and ties them to what he already
knows about them. He asks them a series
of questions about their lives and their finances.
He also uses Morningstar's risk-tolerance
assessment. "We spend a lot of time gathering the
facts," he says. "Here's where advisors are
really good, but also really bad."

people on Facebook," he says. "I download all the
photos they have, and we try to link up the
financial picture within the context of their lives."
It's one thing to lay out a way to save for
college, quite another to see your child's smiling
face as the embodiment of that goal. Saving
for retirement may lose its urgency if it isn't
accompanied by the image of what you and your
spouse might be doing during those years.
"That's why design principles are so important,"
Gott says. "It makes their plan sticky."
Excited by Change

Data gathering should include important
information such as how much money a client has
and how they're saving for retirement, Gott
says. But for data to be useful and drive the kind
of planning that makes a difference in people's
lives, it must delve deeper, he says. He creates
three categories-feeling facts, fact facts, and fun
facts-and they're all equally important.
The final meeting is the one that pairs life and
finances. But here, too, Gott puts his own
spin on it. He sits down with clients in his office,
in front of a big-screen TV, and lays out a
presentation. "After the first meeting, I friend

Gott's first pass at financial advice was overly
broad, he now admits. In 1998, he founded
Kearsarge Capital Advisors, a tax practice that later
morphed into a registered investment advisory
firm. His target clients were mass affluent
professionals in his quaint New England town and
environs. "I was doing my own models and
managing all the portfolios myself," he says. "I was
having a really hard time switching from the data
to the person."
He wanted a practice that would give him
a greater connection to clients, something that
wasn't possible when there was a spreadsheet

Ross Gott, founder, ZeroCelsius Wealth Studio.
How he caught our eye: Takes a creative
approach to provide impactful financial plans
for clients.
Career path: Started his career in accounting
at an advertising agency in Houston. He
later moved to a CPA firm where he learned taxes.
His first foray into financial services was through
a tax prep practice. He launched his first
registered investment advisory, Kearsarge Capital
Advisors, in 1998. He rebranded it to ZeroCelsius
Wealth Studio in 2009.
Personal: Gott lives in New London, N.H., where
he enjoys hiking, kayaking, photography, his four
motorcycles, and traveling to visit his clients.
He is the father of two grown children, a daughter
who runs an English language school in Buenos
Aires and a son who works in real estate.

between them. In 2009, he hired a branding
firm to review his practice. The first thing
that became clear was that the name Kearsarge,
a nod to the local mountain, didn't convey
what Gott wanted his firm to stand for and the
kind of clients he was hoping to attract.
The name ZeroCelsius represents change, in this
case the point where water turns to ice. Gott's
target clients are creative professionals with too
little time or bandwidth to tackle financial
planning, though they recognize that it's important.
Running a practice like this is time-consuming, and
Gott quickly realized he'd have to free up time
elsewhere to make it possible. "I wouldn't be able
to do this if I kept managing the investments
myself," he says.
To solve that problem, he turned to Morningstar
Managed Portfolios, freeing up time to focus
on building deep connections with his clients.
Eye on the Future

Gott's clients are mostly in their 30s, 40s, and 50s.
He calls them members of the "lost years' club,"
a term coined by Lee Eisenberg in his book
The Number. They've accumulated wealth (at least
$250,000 to meet his minimum), but they've also
squandered opportunities to save well for the
future by trying to keep up with their peers with
big homes, tony cars, and spending on their
children. They need a high-touch service to make
the most of their remaining working years.
Some people don't need a full-service offering,
though they need guidance. To that end,
Gott offers ZeroCelsius Wealth Quest, an
automated investment service on the Betterment
platform for clients with less than $250,000
to invest. These clients skew younger, most
between their mid-20s and mid-30s, and several
are the children of existing clients."Eventually,
we want to get them to graduate to our Wealth
Studio service," Gott says.
And then, he'll be able to design an even more
personalized and simple financial plan. K
Ilana Polyak is a freelance financial journalist.

global.morningstar.com/Morningstarmagazine

71


http://global.morningstar.com/Morningstarmagazine

Table of Contents for the Digital Edition of Morningstar Magazine - December 2017/January 2018

Contents
Morningstar Magazine - December 2017/January 2018 - Cover1
Morningstar Magazine - December 2017/January 2018 - Cover2
Morningstar Magazine - December 2017/January 2018 - 1
Morningstar Magazine - December 2017/January 2018 - 2
Morningstar Magazine - December 2017/January 2018 - Contents
Morningstar Magazine - December 2017/January 2018 - 4
Morningstar Magazine - December 2017/January 2018 - 5
Morningstar Magazine - December 2017/January 2018 - 6
Morningstar Magazine - December 2017/January 2018 - 7
Morningstar Magazine - December 2017/January 2018 - 8
Morningstar Magazine - December 2017/January 2018 - 9
Morningstar Magazine - December 2017/January 2018 - 10
Morningstar Magazine - December 2017/January 2018 - 11
Morningstar Magazine - December 2017/January 2018 - 12
Morningstar Magazine - December 2017/January 2018 - 13
Morningstar Magazine - December 2017/January 2018 - 14
Morningstar Magazine - December 2017/January 2018 - 15
Morningstar Magazine - December 2017/January 2018 - 16
Morningstar Magazine - December 2017/January 2018 - 17
Morningstar Magazine - December 2017/January 2018 - 18
Morningstar Magazine - December 2017/January 2018 - 19
Morningstar Magazine - December 2017/January 2018 - 20
Morningstar Magazine - December 2017/January 2018 - 21
Morningstar Magazine - December 2017/January 2018 - 22
Morningstar Magazine - December 2017/January 2018 - 23
Morningstar Magazine - December 2017/January 2018 - 24
Morningstar Magazine - December 2017/January 2018 - 25
Morningstar Magazine - December 2017/January 2018 - 26
Morningstar Magazine - December 2017/January 2018 - 27
Morningstar Magazine - December 2017/January 2018 - 28
Morningstar Magazine - December 2017/January 2018 - 29
Morningstar Magazine - December 2017/January 2018 - 30
Morningstar Magazine - December 2017/January 2018 - 31
Morningstar Magazine - December 2017/January 2018 - 32
Morningstar Magazine - December 2017/January 2018 - 33
Morningstar Magazine - December 2017/January 2018 - 34
Morningstar Magazine - December 2017/January 2018 - 35
Morningstar Magazine - December 2017/January 2018 - 36
Morningstar Magazine - December 2017/January 2018 - 37
Morningstar Magazine - December 2017/January 2018 - 38
Morningstar Magazine - December 2017/January 2018 - 39
Morningstar Magazine - December 2017/January 2018 - 40
Morningstar Magazine - December 2017/January 2018 - 41
Morningstar Magazine - December 2017/January 2018 - 42
Morningstar Magazine - December 2017/January 2018 - 43
Morningstar Magazine - December 2017/January 2018 - 44
Morningstar Magazine - December 2017/January 2018 - 45
Morningstar Magazine - December 2017/January 2018 - 46
Morningstar Magazine - December 2017/January 2018 - 47
Morningstar Magazine - December 2017/January 2018 - 48
Morningstar Magazine - December 2017/January 2018 - 49
Morningstar Magazine - December 2017/January 2018 - 50
Morningstar Magazine - December 2017/January 2018 - 51
Morningstar Magazine - December 2017/January 2018 - 52
Morningstar Magazine - December 2017/January 2018 - 53
Morningstar Magazine - December 2017/January 2018 - 54
Morningstar Magazine - December 2017/January 2018 - 55
Morningstar Magazine - December 2017/January 2018 - 56
Morningstar Magazine - December 2017/January 2018 - 57
Morningstar Magazine - December 2017/January 2018 - 58
Morningstar Magazine - December 2017/January 2018 - 59
Morningstar Magazine - December 2017/January 2018 - 60
Morningstar Magazine - December 2017/January 2018 - 61
Morningstar Magazine - December 2017/January 2018 - 62
Morningstar Magazine - December 2017/January 2018 - 63
Morningstar Magazine - December 2017/January 2018 - 64
Morningstar Magazine - December 2017/January 2018 - 65
Morningstar Magazine - December 2017/January 2018 - 66
Morningstar Magazine - December 2017/January 2018 - 67
Morningstar Magazine - December 2017/January 2018 - 68
Morningstar Magazine - December 2017/January 2018 - 69
Morningstar Magazine - December 2017/January 2018 - 70
Morningstar Magazine - December 2017/January 2018 - 71
Morningstar Magazine - December 2017/January 2018 - 72
Morningstar Magazine - December 2017/January 2018 - 73
Morningstar Magazine - December 2017/January 2018 - 74
Morningstar Magazine - December 2017/January 2018 - 75
Morningstar Magazine - December 2017/January 2018 - 76
Morningstar Magazine - December 2017/January 2018 - 77
Morningstar Magazine - December 2017/January 2018 - 78
Morningstar Magazine - December 2017/January 2018 - 79
Morningstar Magazine - December 2017/January 2018 - 80
Morningstar Magazine - December 2017/January 2018 - Cover3
Morningstar Magazine - December 2017/January 2018 - Cover4
https://www.nxtbook.com/nxtbooks/morningstar/magazine_2020q3
https://www.nxtbook.com/nxtbooks/morningstar/magazine_2020q2
https://www.nxtbook.com/nxtbooks/morningstar/magazine_2020q1
https://www.nxtbook.com/nxtbooks/morningstar/magazine_2019winter
https://www.nxtbook.com/nxtbooks/morningstar/magazine_2019fall
https://www.nxtbook.com/nxtbooks/morningstar/magazine_2019summer
https://www.nxtbook.com/nxtbooks/morningstar/magazine_2019spring
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20191201
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20181011
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20180809
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20180607
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20180405
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20180203
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20181201
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20171011
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20170809
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20170607
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20170405
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20170203
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20171201
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20161011
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20160809
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20160607
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20160405
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20160203
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20161201
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20151011
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20150809
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20150607
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20150405
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20150203
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20151201
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20141011
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20140809
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20140607
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20140405
https://www.nxtbook.com/nxtbooks/morningstar/magazine_20140203
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20141201
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20131011
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20130809
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20130607
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20130405
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20130203
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20131201
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20121011
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20120809
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20120607
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20120405
https://www.nxtbook.com/nxtbooks/morningstar/investorconference2012
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20120203
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20121201
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20111011
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20110809
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20110607
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20110405
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20110203
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20111201
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20101011
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20100809_lincoln
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20100809
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20100607_lincoln
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20100607
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20100405_lincoln
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20100405
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20100203
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20101201
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20091011
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20090809
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20090607
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20090405
https://www.nxtbook.com/nxtbooks/morningstar/advisor_20090203
https://www.nxtbook.com/nxtbooks/morningstar/advisor_2008fall
https://www.nxtbook.com/nxtbooks/morningstar/advisor_2008summer
https://www.nxtbook.com/nxtbooks/morningstar/advisor_2007spring
https://www.nxtbook.com/nxtbooks/morningstar/advisor_2007fall
https://www.nxtbook.com/nxtbooks/morningstar/advisor_2007summer
https://www.nxtbook.com/nxtbooks/morningstar/advisor_2008spring
https://www.nxtbook.com/nxtbooks/morningstar/advisor_2008catalog
https://www.nxtbook.com/nxtbooks/morningstar/advisor_2008winter
https://www.nxtbookmedia.com