This interview is about managing money for pro athletes like a coach. Joe McLean says a good advisor must have 'low self-orientation'—putting the client first, even if it means saying 'no' and risking being fired. He sets strict savings rules: NBA rookies must save at least 40% of their income, veterans 70%+. He also warns athletes not to gamble on risky investments—cap it at 5% of their portfolio—because 'your number one venture capital fund is your jump shot.' Focus on the game first.
Joe McLean, founder of Intersect Capital, explores the intersection of sports, coaching, and finance in this episode of Invest Like the Best. The core argument is that when providing financial advisory services to professional athletes such as NBA players, low self-orientation and high service stand
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Joe McLean, founder of Intersect Capital, provides financial advisory services to professional athletes such as NBA players. This episode focuses on how to apply a sports coaching mindset to wealth management. Joe McLean believes the key to serving professional athletes lies in "low self-orientation." Advisors must be "all in" like a coach and dare to say "no" to clients, even if it means risking being fired.
Joe McLean's background—from chasing an NBA dream to starting his career at Franklin Templeton—shaped his service philosophy. He proposes that successful advisors must follow the "trust equation": Credibility + Reliability + Intimacy divided by Self-orientation. He emphasizes that the denominator, "self-orientation," is the key determinant of trust. If a client feels the advisor cares more about their own business than the client's life, trust collapses.
McLean believes this philosophy stems from his playing career. He was not the most talented player but earned playing time by "doing all the little things." He applies this to business, stressing that "nothing is beneath you" when serving clients, citing an example of helping a client rake leaves at their first home. He concludes: "You can't build trust by saying, 'Trust me.'"
McLean learned from early mistakes of accepting everyone and has since established extremely high client screening standards. He introduces the "Pro's Pro" concept, meaning the athlete must be a professional both on and off the field. Specific criteria include:
He compares this to a coach drawing up a play during a timeout: "The coach doesn't make suggestions as to where you should go. They design the play." This "gamified" savings standard fosters healthy competition among clients, who become curious about each other's savings rates rather than spending amounts.
McLean points out that the biggest financial risk for athletes stems from the root of their success—the willingness to bet on themselves. This mindset is extremely dangerous when managing wealth, leading them to try to "double, triple" their earned money by investing in areas they know nothing about.
To address this, he designed the "dream bucket" strategy:
McLean's role is more like a "family CFO," with daily work being "obsessed with anything that could touch their money." He monitors clients' spending behavior to predict their financial trajectory and intervenes proactively. He believes a valuable advisor must be "not afraid of being fired."
He shares a key technique: preparing clients for conflict. Early in the relationship, he informs clients that disagreements will inevitably arise and establishes a protocol for handling them—based on mutual respect and seeking compromise. Reflecting on early mistakes, he admits: "I thought I was a good listener. I was giving a lot of orders and not listening to what they had to say." He later learned to learn from his clients' successful instincts, which made him a better advisor.
McLean believes the financial services industry is still in a "storming phase," with low barriers to entry, requiring only a few licenses to practice. He calls for the industry to move towards the "highest standard of practice," noting that "saying you're a fiduciary is one thing; living it every day is another."
He is cautious about the trend of athletes diving into venture capital. He appreciates that many successful VCs share their failure stories with athletes, but warns: "No one truly understands risk until they've taken too much." He believes that in the short term, a lot of capital will take on excessive risk, and the media will only report success stories, not track the poor outcomes a decade later.
| Position | Guest's Stance | Key Data |
|---|---|---|
| NBA Players | Service target, requires strict screening | Rookie savings rate ≥ 40%; Veteran savings rate ≥ 70% |
| NFL Players | Service target, different compensation structure | Salary paid over 16 weeks |
| MLB Players | Service target, different compensation structure | Salary paid over 6 months |
| Golfers | Service target, independent contractors | Must file taxes in each state they compete |
1. Trust Equation (Joe McLean): Credibility + Reliability + Intimacy / Self-orientation. The lower the denominator "self-orientation," the higher the trust. This is the core for service-oriented advisors.
2. "Pro's Pro" Definition (Joe McLean): A professional both on and off the field. The hallmark of off-field professionalism is that when a rookie enters the locker room, they walk straight to your locker to learn how you manage your life.
3. "Your Number One Venture Capital Fund is Your Jump Shot" (Joe McLean): For professional athletes, on-court performance is the foundation of their brand and wealth. Focus on the primary career first, then discuss business investments.
4. "Dream Bucket" Strategy (Joe McLean): Allocate no more than 5% of the portfolio to high-risk venture investments, and emphasize investing time in learning before money.
5. "Preparing for Conflict" (Joe McLean): Establish a protocol for handling disagreements (mutual respect, seeking compromise) early in the relationship, which is more effective than direct confrontation when conflict arises.
6. "Gamified" Savings (Joe McLean): Set clear savings rates (40%/70%) and allow clients to know each other's rates, fostering healthy competition and turning boring savings into a "game."
7. "Nothing is Beneath You" (Joe McLean): The spirit of service is reflected in the details, including helping a client rake leaves at their first home. This "selfless" service is the foundation for building deep trust.
8. Financial Services Industry Still in "Storming Phase" (Joe McLean): The industry has low barriers to entry and has not yet reached the practice standards of doctors or lawyers. Saying you are a "fiduciary" and truly living as one are two different things.