Josh Brown once had this idea that in order to be a financial advisor, you needed to be buttoned up and fit a particular mold.
Brown, a CNBC contributor who often takes a casual and accessible tack with investors for his commentary, has since learned that there’s more than meets the eye to a lot of things in the world of money.
Throughout his new book, “You Weren’t Supposed To See That: Secrets Every Investor Should Know,” Brown encourages investors to look beyond the surface level of financial advice you see in traditional and social media. Take the American Dream, for example:
“We all grow up being taught about the American Dream and why it can work for everyone,” said Brown, who is the CEO of Ritholtz Wealth Management, a New York City-based investment advisory firm. “I still believe that’s true, but what we learned in the pandemic is it can’t work for everyone all at once. That’s the thing that you weren’t supposed to see.
“The hidden truth about American-style capitalism is that if everybody is good all at once, the whole thing breaks down. We need people to be successful, but we also need people who are still striving to get there, who are willing to take jobs and do things that others won’t do.”
What we learned in the pandemic is it can’t work for everyone all at once.
Joshua Brown
CEO of Ritholtz Wealth Management, a New York City-based advisory firm
CNBC spoke with Brown in early October about his experience in the field as a financial advisor and some of his top takeaways for investors across generations.
This interview has been edited and condensed for clarity.
‘One of the biggest lies on Wall Street’
Ana Teresa Solá: What led you to write this book?
Joshua Brown: I had been writing a blog [The Reformed Broker] for about 15 years, and I was writing seven days a week at one point. Then the momentum started to slow down as my career took over.
At the end of last year, I decided to put an end to it and just say, “This is as far as I could take this.” But I didn’t want to not give it the proper send off, because it was a huge part of my life.
When you put your heart and soul into that much writing over that length of time, you kind of want to say, “All right … these are the most important insights, and these are the things that I think were important at the time. And let me do something that recognizes that.”
I wanted to collect all those insights in a book, revisit some of the greatest hits, and then bring them up to the present so that there is a value to the reader today.
ATS:You echo this idea throughout the book, that you can’t reap the rewards of the stock market without some impact.
JB: One of the biggest lies on Wall Street is that investors can avoid risk and still have the upside of whatever asset class, the markets, etc. It will always be the biggest lie because it’s the easiest thing on earth to sell.
Everybody wants it, and even very intellectually secure people who understand logic will still fall for that.
When you’re a salesperson, one of the things you learn is to figure out who you’re talking to and what their buttons are, and then you push those buttons.
Josh Brown on the CNBC set at the New York Stock Exchange.
Photo: James Moock
The thing that we have done very well in our content as a firm, is we have pointed out the ways in which people are convinced to do one thing or the other, and how much human nature plays into that and why it’s really important to fight those instincts, whether it’s fear or greed, as the markets are unfolding.
You really don’t want to veer too far into one of those buckets. You want to be right down the middle. Take enough risk that you can make money, but not take so much risk that you’re about to get the knockout punch.
Financial advice industry ‘has come a long way’
ATS: In the book, there’s a story about how you walked into this financial advisor’s office and her technique was not what you expected.
JB: That’s about more than 10 years ago, and it was a really eye-opening moment for me. Prior to that, I was very intimidated to make the transition from being a retail stockbroker to an investment advisor.
I had this idea in my head that all the people who were serving as investment advisors were like these serious, buttoned up professionals who knew exactly what to do — and it really turned out not to be that. It turned out to be a lot of people pretending.
The industry has come a long way since then. The average advisor is significantly better equipped to deal with clients and more professionalized than what I had seen in that era.
That’s kind of a relic of another time that no longer exists. I don’t think that you can fake it to the degree that you used to be able to. [Many advisors are] operating on a fiduciary standard, I don’t think you could fool people anymore.
Gen Z doesn’t need financial planning advice. They need asset allocation advice.
Joshua Brown
CEO of Ritholtz Wealth Management, a New York City-based advisory firm
ATS: You say young advisors are equipped with the expertise, but they lack something prior generations of advisors have. What is it?
JB: You have this new generation of incredibly qualified financial planning talent. They’re coming out of college knowing more at 23 than many advisors at 43 have ever learned about the planning process.
This is my opinion — I’m sure people [will] get mad when they hear this — but what they’re missing is the ability to convert an audience of prospective clients into real relationships.
They don’t yet have the life experience. Generationally, they’ve been able to get away with doing a lot less face-to-face. They haven’t dealt with as much rejection as Gen X, certainly the boomers.
Let’s put them in some rooms with important meetings going on. Let’s give them opportunities to have these face-to-face interactions, because they really know what they’re doing.
Where they’re lacking is what my generation and older has — which is the ability to sell, to persuade, to make people feel comfortable and the ability to deal with awkward social circumstances.
‘Gen Z doesn’t need financial planning advice’
ATS: What are you observing with Gen Z and how they’re seeking financial advice?
JB: Gen Z, they don’t need financial planning advice. They need asset allocation advice. They don’t have the assets accumulated. There are no estate issues. There aren’t really tax things worth discussing.
Whatever they’re encountering on TikTok is whatever the algorithm is serving them, and the algorithm is going to serve them the most outrageous content, it’s going to serve them shortcuts, facts, tricks, stories about people making wild, Bonanza size trades.
It’s not advice … Most of it is being delivered by completely unqualified people who are not registered, who are not beholden to any sort of standard, and could just say whatever they want.
But I think what ends up happening with that generation, just like every generation prior, is things in their life become more complex. The level of responsibility goes up, the amount of money that they’re dealing with goes up, and they will, in turn, start looking for help.
Women who invest began at an average age of 31, but most wish they had started putting money in the market earlier, a recent survey said.
Nearly all — 90% — of the women investors surveyed said they’re “on the right track” to achieve their financial goals, according to the survey, by Charles Schwab, an investment and financial services firm.
However, 85% share a common regret — they said they wish they had started investing at an earlier age, the survey said.
When the age is broken down by generation, Schwab found that millennials began investing at age 27, on average, Gen Xers’ average starting age was 31, and baby boomers started at an average age of 36.
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Schwab polled 1,200 women in the U.S. ages 21 to 75 in January. The report said they each had at least $5,000 in investable assets, not including retirement accounts or real estate, and were all primary or joint household financial decision-makers.
Some of the top reasons respondents said they began investing later in life than they would have liked were a lack of financial knowledge, 54%, and limited funds to invest, 53%, according to Schwab’s report.
There’s an advantage in getting started with investing as soon as you can, even if you don’t have much to contribute at first: You’ll benefit from time in the market, according to Carolyn McClanahan, a certified financial planner and founder of Life Planning Partners in Jacksonville, Florida.
“Start saving while you’re young because you have lots of years for your money to grow,” said McClanahan, a member of CNBC’s Financial Advisor Council.
Compound interest means your money earns interest on both the original amount you invest and on the interest you’ve already earned, said Jeannie Bidner, a managing director and head of the branch network at Charles Schwab. Compound returns are broader, and typically include other types of investment gains, such as dividends and capital gains.
Compounding creates a “snowball effect” for your cash, she said. “The sooner you get started, the better.”
Let’s say a person begins at age 25 investing $6,000 per year, with an average 7% annual return. By the time they’re 67 years old, the account balance would be almost $1.5 million, according to Fidelity Investments. If that individual delays starting to invest until age 30, they would end up with just over $1 million by retirement.
In other words, that five-year head start offers a bonus of nearly half a million dollars.
It’s not just about getting a head start. Staying invested through major market swings and sticking to your plan are essential to meeting your financial goals.
More than half, or 58%, of the women in the survey said they learned to stay invested despite the ups and downs of the market, Schwab found, and 42% said they learned to create a plan and stick to it.
While market volatility can “feel like you’re at a casino,” it’s important to disregard the major swings and focus on your long-term outlook, Katie Gatti Tassin, author of “Rich Girl Nation: Taking Charge of Our Financial Futures,” said at an event Wednesday at 92NY, a cultural and community center in New York.
“It’s not a get-rich-quick scheme, it’s a get-rich-slowly scheme,” Gatti Tassin said.
U.S. Senate Majority Leader John Thune (R-SD) speaks at a press conference following the U.S. Senate Republicans’ weekly policy luncheon on Capitol Hill in Washington, D.C., U.S., June 10, 2025.
Kent Nishimura | Reuters
As Senate Republicans release key details of President Donald Trump‘s spending package, some provisions, including the federal deduction for state and local taxes, known as SALT, remain in limbo.
Enacted via the Tax Cuts and Jobs Act, or TCJA, of 2017, there’s currently a $10,000 limit on the SALT deduction through 2025. Before 2018, the tax break — including state and local income and property taxes — was unlimited for filers who itemized deductions. But the so-called alternative minimum tax reduced the benefit for some higher earners.
The Senate Finance Committee’s proposed text released on Monday includes a $10,000 SALT deduction cap, which is expected to change during Senate-House negotiations on the spending package. That limit is down from the $40,000 cap approved by House Republicans in May.
“SALT has been contentious for eight years,” said Andrew Lautz, associate director for the Bipartisan Policy Center’s economic policy program.
Since 2017, the SALT deduction cap has been a key issue for certain lawmakers in high-tax states like New York, New Jersey and California. These House members have leverage during negotiations amid a slim House Republican majority.
Under current law, filers who itemize tax breaks can’t claim more than $10,000 for the SALT deduction, including married couples filing jointly, which is considered a “marriage penalty.”
However, raising the SALT deduction cap has been controversial. If enacted, benefits would primarily flow to higher-income households, according to a May analysis from the Committee for a Responsible Federal Budget.
Currently, the vast majority of filers — roughly 90%, according to the latest IRS data — use the standard deduction and don’t benefit from itemized tax breaks.
Plus, the 2017 SALT cap was enacted to help pay for other TCJA tax breaks, and some lawmakers support the lower limit for funding purposes.
In the Senate, “there isn’t a high level of interest in doing anything on SALT,” Senate Majority Leader John Thune said June 15 on “Fox News Sunday.”
“I think at the end of the day, we’ll find a landing spot, hopefully that will get the votes that we need in the House, a compromise position on the SALT issue,” he said.
But some House Republicans have alreadypushed back on the proposed $10,000 SALT deduction cap included in the Senate draft.
Rep. Mike Lawler, R-N.Y., on Monday described the Senate proposed $10,000 SALT deduction limit as “DEAD ON ARRIVAL” in an X post.
Meanwhile, Rep. Nicole Malliotakis, R-N.Y., on Monday also posted about the $10,000 cap on X. She said the lower limit was “not only insulting but a slap in the face to the Republican districts that delivered our majority and trifecta.”
Giant panda Bao Li chews on bamboo during his public debut at the Smithsonian’s National Zoo in Washington, U.S., January 24, 2025.
Kevin Lamarque | Reuters
How much will it cost to visit a museum, zoo or aquarium this summer? The answer, increasingly, is: It depends.
John Linehan can rattle off almost two dozen factors that Zoo New England’s dynamic pricing contractor, Digonex, uses to recommend what to charge guests.
“It’s complicated,” said Linehan, president and CEO of the operator of the two zoos in eastern Massachusetts.
Before adopting dynamic pricing, the organization was changing prices seasonally and increasing entry rates little by little. “As we watched that pattern, we were afraid some families were going to get priced out,” he said of the earlier approach. “I’m a father of four and I know what it is like.”
Now, Zoo New England’s system provides cheaper rates for tickets purchased far in advance. That, coupled with the zoo’s participation in the Mass Cultural Council’s discounted admissions program for low-income and working families, “puts some control back in the consumer’s hands,” Linehan said.
We charge what we need to make ends meet while delivering on our mission.
John Linehan
CEO of Zoo New England
The zoo is one of many attractions embracing pricing systems that were earlier pioneered by airlines, ride-hailing apps and theme parks. While these practices allow operators to lower prices when demand is soft, they also enable the reverse, threatening to squeeze consumers who are increasingly trimming their summer travel budgets.
Before the pandemic, less than 1% of attractions surveyed by Arival, a tourism market research and events firm, used variable or dynamic pricing. Today, 17% use variable pricing, in which entry fees are adjusted based on predictable factors such as the day of the week or the season, Arival said. And 6% use dynamic pricing, in which historical and real-time data on weather, staffing, demand patterns and more influence rates.
The changes come as barely half of U.S. museums, zoos, science centers and similar institutions have fully recovered to their pre-Covid attendance levels, according to the American Alliance of Museums. That has led many to pursue novel ways of filling budget gaps and offsetting cost increases.
“There’s a saying: ‘No margin, no mission,'” Linehan said, “and we charge what we need to make ends meet while delivering on our mission.”
Entry costs are climbing even at attractions that aren’t using price-setting technology. The broad “admissions” category in the federal government’s Consumer Price Index, which includes museum fees alongside sports and concert tickets, climbed 3.9% in May from the year before, well above the annual 2.4% inflation rate.
In 2024, the nonprofit Monterey Bay Aquarium raised adult ticket prices from $59.95 to $65 and recently upped its individual membership rate, which includes year-round admission, from $95 to $125. “Gate admission from ticket sales funds the core operation of the aquarium,” a spokesperson said.
While the Denver Art Museum has no plans to test dynamic pricing, it raised admissions fees last fall, three years after a $175 million renovation and a survey of ticket prices elsewhere, a spokesperson said. Entry costs went from $18 to $22 for Colorado residents and from $22 to $27 for out-of-state visitors. Prices rise on weekends and during busy times, to $25 and $30 for in- and out-of-state visitors, respectively. Guests under age 19 always get in free thanks to a sponsored program.
Some attractions are doing a daily analysis of their bookings over the next several days or weeks and making adjustments.
Douglas Quinby
CEO of Arival
Like many attractions, the art museum posts these prices on its website. But many attractions’ publicly listed ticket prices are liable to fluctuate. The Seattle Aquarium — which raised its price ranges last summer by about $10 ahead of the opening of a new ocean pavilion — also uses Digonex’s algorithmic recommendations.
During the week of June 8, for example, the aquarium’s online visit planner, which displays the relative ticket availability for each day, offered out-of-state adult admissions as low as $37.95 for dates later in the month and as much as $46.95 for walk-in tickets that week. In addition to booking in advance, there are more than half a dozen other discounts available to certain guests, including seniors and tribal and military members, a spokesperson noted.
At many attractions, however, admission fees aren’t even provided until a guest enters the specific day and time they want to visit — making it difficult to know that lower prices may be available at another time.
“Some attractions are doing a daily analysis of their bookings over the next several days or weeks and making adjustments” to prices continuously, said Arival CEO Douglas Quinby. Prices might rise quietly on a day when slots are filling up and dip when tickets don’t seem to be moving, he said.
Digonex, which says it provides automated dynamic pricing services to more than 70 attractions worldwide, offers recommendations as frequently as daily. It’s up to clients to decide how and whether to implement them, a spokesperson said. Each algorithm is tailored to organizations’ goals and can account for everything from weather to capacity constraints and even Google Analytics search patterns.
Data-driven pricing can be “a financial win for both the public and the museum,” said Elizabeth Merritt, vice president of strategic foresight at the American Alliance of Museums. It can reduce overcrowding, she said, while steering budget-minded guests toward dates that are both cheaper and less busy.
The stegosaurus fossil nicknamed Apex is unveiled to the media at the American Museum of Natural History in New York, December 5, 2024. Billionaire Kenneth C. Griffin, who bought the stegosaurus fossil for $44.6 million, is loaning it to the museum for four years.
Timothy A. Clary | Afp | Getty Images
But steeper prices during peak periods and for short-notice visits could rankle guests — who may see anything less than a top-notch experience as a rip-off, said Stephen Pratt, a professor at the University of Central Florida’s Rosen College of Hospitality Management who studies tourism.
“Because of the higher prices, you want an experience that’s really great,” he said, transforming a low-key day at the zoo into a big-ticket, high-stakes outing. “You’ve invested this money into family time, into creating memories, and you don’t want any service mishaps.”
Consumers should expect more price complexity to come. Arival said 16% of attractions ranked implementing dynamic pricing as a top priority for 2025-26. Among large attractions serving at least half a million guests annually, 37% are prioritizing dynamic pricing, up from the 12% that use it currently.
For visitors, that could mean hunting harder for cheaper tickets. While many museums are free year-round, others provide lower rates for off-season visits and those booked in advance. It’s also common to reduce or waive fees on certain days or hours, and many kids and seniors can often get discounted entry.
Here are a few other ways to keep admissions costs low:
Ways to save on museum tickets:
Ask your local library. Many have museum passes that cardholders can check out.
Bundling programs such as CityPass, GetOutPass, Go City and others allow visitors to save money on admissions to a range of attractions.
Bank of America’s Museums on Us program offers cardholders free entry to many institutions during the first full weekend of each month.
For the past decade, Museums for Allhas been providing free or reduced entry at more 1,400 U.S. museums and attractions to anyone receiving SNAP food assistance benefits.
And each summer, the Blue Star Museumsprogram offers museum discounts to actively serving military personnel and their families.
“It may take a bit of research,” said Quinby, “but it’s still possible to find a good deal.”