Financial Advisor Success

Ep 511: Outsourcing And Managing Client Headcount To Stay Lean As A Two-Founder, $150M Firm with Ashlee deSteiger Oct 13, 2026 01:29:43 What if growing your financial planning firm didn't have to mean giving up the lifestyle you worked so hard to create? For today's guest, building a successful advisory firm has meant finding ways to grow while protecting her time, energy, and freedom. Ashlee deSteiger is co-owner of Gunder Wealth Management, an RIA based in Birmingham, Michigan, that oversees approximately $150 million in as

Ep 510: Creating Effective Discovery Meetings To Convert 100% Of (High-Value) Prospects Into Clients with Michael Yoder Oct 6, 2026 01:30:43 An effective discovery process not only can help an advisor better understand prospects' unique situations, but also can increase the rate at which they become full-time clients. Today's guest shares how he has developed a discovery process that has converted every prospect who has gone through it into a client over the past decade. Michael Yoder is the founder of Yoder Wealth Management, an

Ep 509: Systematizing Your Differentiated Service As A (True) Retirement Expert While Scaling To $850M Of AUM with Dana Anspach Sep 29, 2026 01:30:22 Standing out as a true retirement expert: today's guest shares how she systemized her service by leaning into decumulation planning and running multiple tests on client plans to give them greater confidence that they will meet their retirement goals. Dana Anspach is the founder of Sensible Money, an RIA based in Scottsdale, Arizona, that oversees $850 million in assets under management for 330

Ep 508: Leveraging Video The Right Way To Add $1M Of New Revenue In Less Than 12 Months with Nate Hoskin Sep 22, 2026 01:35:07 While it can seem like video content is everywhere, creating educational videos doesn't automatically result in viewers (or new clients) for financial advisors. Which suggests that taking a structured, evidence-based approach to video content could lead to a greater return on investment and a more satisfying experience. Today's guest joins the show to share what advisors can learn from his exper

Ep 507: Growing Bigger For Succession And Then Intentionally Downsizing For A Simpler Lifestyle Practice with Carolyn McClanahan Sep 15, 2026 01:25:29 Making the decision to downsize after growing can be shocking, but might also be the best decision for work-life balance. Today's guest shares the lessons she learned from growing her firm to more than 100 clients, before ultimately deciding that downsizing was the right choice. Carolyn McClanahan is the founder of Life Planning Partners, an RIA based in Jacksonville, Florida, that oversees $

Ep 506: Building A 'Killer' Scorecard To Track Key Weekly Metrics On The Path To $275M AUM with Jenna Biancavilla Sep 8, 2026 01:30:33 Key metrics can not only show how your advisory firm is performing, but also whether your team is thriving. Today's guest builds a 'killer' scorecard to track the metrics that matter – from client engagement and new business activity to employee time off and retention – as well as why she shares valuable planning insights with prospects before they even become clients and how being more select

Ep 505: Using A "Pillow Test" To Make The Hard Business Decisions On The Way To $3.5B AUM with Andrew Rosen Sep 1, 2026 01:30:32 How do you know you're making the right decision, especially when every option comes with trade-offs? Whether you're making career decisions or leading a growing advisory firm, today's guest offers practical lessons on building a business that aligns with your values while creating long-term success. Andrew Rosen is the Executive Chairman of Diversified, LLC, and in this episode, he shares the

Ep 504: Taking Your Growth To The Next Level By Building An Authentic Personal Brand with Sheri Fitts Aug 25, 2026 01:29:19 What makes a financial advisor stand out? The answer isn't a better logo or tagline—it's building a personal brand that stands out in the eyes of good-fit clients and ensures their work is in sync with their values. Sheri Fitts is a marketing strategist, and she joins the show to explain why every advisor already has a brand (whether they realize it or not), and how intentionally shaping that br

Ep 503: Organically Growing To $800M AUM In Less Than A Decade By Investing In Educational Marketing with David Brooks Aug 18, 2026 01:30:40 Whether you're looking to scale your advisory firm, improve your marketing strategy, or build a stronger brand presence, today's guest offers practical insights into how he has successfully done all that and more. David Brooks is the founder of Retire SMART, an RIA based in Omaha, Nebraska, that oversees approximately $800 million in assets under management for 1,000 client households. David joi

Ep 502: Managing $240M As A 3-Person Team Through A Structured Meeting Approach with Wendy Ciehanski Aug 11, 2026 01:29:48 Your client review meetings could become your firm's biggest competitive advantage. Today's guest shares how her advisory firm has refined a structured client review process over more than 25 years, creating a consistent meeting cadence that improves efficiency while strengthening long-term client relationships. Wendy Ciehanski is a Senior Wealth Advisor at Composition Wealth, and she joins the

Ep 501: Navigating Succession Planning That Doesn't Turn Out As Expected (Even When You're Doing Everything Right) with Rick Kahler Aug 4, 2026 01:29:45 You can take all the 'right' steps for succession planning… and it still might not go according to plan. After building an RIA managing approximately $300 million in assets for 130 client households, today's guest discovered that even the most carefully considered succession plans can unravel, forcing firm owners to adapt and rethink their future. Rick Kahler is the founder of Kahler Financial Gr

Ep 500: Amplifying Business Growth By Constantly Honing Your Time Towards Its Highest-And-Best Use with Michael Kitces Jul 28, 2026 01:40:23 Building a highly successful advisory platform is less about running every department yourself and more about finding the right operational partners to turn big ideas into a structured reality. Today's milestone episode explores the personal frameworks, scaling pain points, and core values that propelled a solo blog into a powerhouse industry platform. Michael Kitces, co-founder of the 26-person K

Ep 499: 4Xing To $200M AUM In 4 Years While Staying Lean By Leveraging AI, Technology, And Outsourcing All You Can Let Go Of with Ryan Townsley Jul 21, 2026 01:30:07 Scaling a financial advisory practice often forces a choice between capping growth or building a large, people-heavy infrastructure. Today's guest challenges that conventional wisdom, pulling back the curtain on how he scaled his firm to nearly $2 million in revenue with only one recent full-time hire. Ryan Townsley is the owner of Town Capital, an RIA based in Bel Air, Maryland, that oversees app

Ep 498: Hiring A COO And Creating Partnership Paths Early To Drive Enterprise Value On The Path To $3B AUM with Christine DeMao Jul 14, 2026 01:29:56 Passing the torch to next-gen leaders requires more than paperwork; it demands deep cultural investment, transparent career pathing, and a training ground for collective decision-making. Today's guest highlights the profound personal and corporate transformations that happen when a firm commits to cultivating sustainable human capital. Christine DeMao is the COO of Gibson Capital, a $3B national R

Ep 497: Growing From Solo To Siloed Partnership To A $3.3B Enterprise Ensemble (Without Taking Outside Capital) with Shane Morrow Jul 7, 2026 01:29:57 Evolving a financial advisory practice is less about individual client ownership and more about aligning multiple practices under a unified corporate mission. Today's guest pulls back the curtain on the operational, cultural, and logistical realities of transforming a decentralized partnership into a centralized enterprise ensemble. Shane Morrow is the CEO of Iron Bridge Wealth Counsel, a hybrid

Ep 496: Lessons Learned From Building A $60B Advisory Enterprise with Shannon Eusey Jun 30, 2026 01:29:57 Scaling a financial advisory firm from a startup with no clients into a national enterprise managing tens of billions of dollars: Today's guest offers practical insights into scaling, whether you're building an advisory firm or leading a growing organization, without losing sight of people, purpose, and client service. Shannon Eusey is the Chairman and Co-Founder of Beacon Pointe Advisors, one o

Ep 495: Scaling To $3.5M Of (Flat-Fee) Revenue by Leaning into A Unique Retirement Income Approach with Bradley Clark Jun 23, 2026 01:39:56 What does it take to build a successful advisory firm using a flat-fee model instead of charging based on assets under management? And how can advisors scale effectively while still delivering highly personalized retirement income planning and maintaining strong client relationships? Bradley Clark is the founder of Clark Asset Management, a remote RIA overseeing $1.6 billion in assets under ma

Ep 494: Training Next-Gen Advisors In Business Development By Getting Really Clear About Who They Serve And How They Help with Kristin Harad Jun 16, 2026 01:29:20 What does it take for next-generation advisors to become confident in business development without feeling overly sales-focused? And how can they build stronger relationships, have more authentic conversations, and generate warmer leads over time? Kristin Harad is the founder of Full Advisor Coaching, a marketing and coaching firm for financial advisors that teaches all of that and more. In this

Ep 493: Growing To $350M AUM By Putting Client Cash Flow At The Center Of The Planning Process with David Mozeika Jun 9, 2026 01:29:40 Budgeting – less about rigid restrictions, more about changing mindsets on using income effectively. Today's guest shares a different approach to financial planning: one that focuses less on restricting spending and more on creating intentional systems that help clients save automatically and use their income more effectively. David Mozeika is the founder of TOMORO, an RIA based in Red Bank, N

Ep 492: Getting Your (Virtual) Team's Best Work Through Steward Leadership On The Growth Path To $500M with Mary Chapman Jun 2, 2026 01:30:21 It takes intentionality to build a thriving hybrid workplace without losing accountability, culture, or client experience. In this FASuccess, Mary shares how she has successfully blended remote flexibility with high standards by applying the principles of steward leadership. Mary Chapman is the chief operating officer of Cummings Wealth Management Group, a hybrid advisory firm based in Charlest

Ep 491: Earning Premium Planning Fees By Demonstrating Hard-Dollar Tax Savings For Business Owner Clients with Patrick Lonergan May 26, 2026 01:30:00 What would it take for a client to happily pay you $70,000+ per year… and feel like they're getting a bargain? In the case of today's guest, it's building a high-value advisory firm by helping business owners unlock significant tax savings, often in the hundreds of thousands of dollars. Patrick Lonergan is the founder of Vital Wealth, an RIA based in Clinton, Iowa, that generates $2.5 million

Ep 490: Attracting And Retaining HNW Clients By Being More Available For Their Multigenerational Family Needs with Liz Miller May 19, 2026 01:30:00 For high-net-worth clients, financial planning is often not just about managing their money during their lifetimes, but also a matter of preparing the next generation to inherit family wealth. Which suggests that meeting with clients' children can both offer value for current clients and also begin a relationship with the next generation that could last for decades to come. Liz Miller is the fo

Ep 489: Winning More Clients By Talking Less And Reducing Friction For Prospects with Sara Grillo May 12, 2026 01:30:00 For financial advisors, it might seem intuitive to spend time with prospects explaining the value they can offer. However, doing most of the talking can leave prospects unsure whether the advisor truly understands their needs, potentially discouraging them from becoming a client. In this episode, we welcome Sara Grillo, a marketing specialist for financial advisors, to discuss how focusing less

Ep 488: Bringing Hiring In-House To Support Rapid Growth After Doubling AUM To $600M In One Year with Joe Schmitz Jr. May 5, 2026 01:30:00 How do you scale a financial advisory firm to 40+ staff and $630M AUM in just a few years without breaking your hiring, culture, or client experience? In this episode, you'll hear about the hiring and marketing strategies fueling this kind of growth and how being open about a firm's values can lead to greater retention of both clients and team members. Joe Schmitz Jr. is the founder of Peak Reti

Ep 487: Building The Team And Tech To Serve Thousands Of (Advice-Only) Clients Efficiently with Lori Atwood Apr 28, 2026 01:30:13 Growing a client base from the hundreds into the thousands requires both tech and talent. Today's guest discusses how she's done both in order to serve more than 3,000 advice-only clients over the past three years. Lori Atwood is the founder of Fearless Finance. In this episode, she shares why she built her own internal planning software platform to meet the needs of her ideal target clients, how

Ep 486: Lessons Learned from How Mega-RIAs Are Scaling Their People to Support Growth with Lisa Crafford Apr 21, 2026 01:29:59 What does it take to scale an advisory firm from a small practice into a true enterprise? Today's episode offers a deep look at what really happens as firms grow into multi-billion-dollar businesses, including hiring strategies, leadership team growth, and equity strucutres for employees. Lisa Crafford is the Head of Advisory at Constellation Wealth Capital, and she joins the show today to disc

Ep 485: Exercises to Help Clients Better Navigate the Transition to Retirement After Having Done It Yourself with Michael Kay Apr 14, 2026 01:30:00 While financial advisors and their clients often focus on creating a succesful retirement income plan, a successful, meaningful retirement goes well beyond dollars and cents. In this episode, we dive into the deeper side of the retirement transition and why many high-performing professionals (including financial advisors) underestimate the psychological shift that comes with leaving a decades-lon

Ep 484: Scaling To $1B AUM By Recognizing Your (Rainmaker) Strengths And Delegating The Rest with Jake Falcon Apr 7, 2026 01:29:59 At some point, firm founders often find that their time is divided between attracting new clients and serving current ones (and running their business). This episode explores how it's possible to delegate technical work to a centralized planning team, segment clients by revenue, and leverage asynchronous communication tools to create client touchpoints while devoting significant time to closing n

Ep 483: Closing (More Affluent) Clients in The First Meeting with an "Approach Talk" Method to Create Urgency with Erin Botsford Mar 31, 2026 01:30:00 What does it take to close a high-net-worth client in the very first meeting? For Erin Botsford, the answer is for an advisor to position themselves as a risk expert and to create a sense of urgency to act in the prospects' minds. Erin is the founder of The Advisor Authority, and has developed a step-by-step formula for advisors to close more upmarket clients faster. She joins the show today to s

Ep 482: Growing To $500M AUM In 7 Years by Connecting with Your Ideal Clients on LinkedIn with Justin Brownlee Mar 24, 2026 01:30:29 What if just the 10 'right' people seeing your content could grow your firm faster than 10,000 random viewers? Growing an advisory firm doesn't always require reaching the largest audience. In many cases, the right audience—clearly defined and intentionally engaged—can be far more powerful than broad visibility. Justin Brownlee has built a $500 million RIA serving just 75 households by targeting

Ep 481: Leveraging Technology To Rapidly Scale Growth Delivering Financial Planning To Next Generation Clients with Adam Dell Mar 17, 2026 01:29:59 Reaching next-generation clients at scale often requires rethinking how financial planning is built, priced, and delivered. This episode explores how a tech-forward, flat-fee model can expand access to planning, create a consistent client experience, and unlock new growth channels both through direct-to-consumer marketing and partnerships with other advisory firms. Adam Dell is the founder of Doma

Ep 480: Growing To $660M Of AUM By Leveraging SEO (And Now AEO) To Build A Durable Pipeline Of Good-Fit Prospects with Helen Stephens Mar 10, 2026 01:27:02 Search has changed—and so has the way advisory firms can earn visibility online. This episode explores how early investments in SEO can compound over time, how today's "findability" now includes AI tools like ChatGPT, and what it takes to build a marketing engine that not only attracts the right prospects, but also supports sustainable firm growth for the long haul. Helen Stephens is the founder o

Ep 479: Maintaining Good Work/Life Balance While Adding Advisors And 4Xing The Firm To $315M with Andy Panko Mar 3, 2026 01:30:00 Scaling an advisory firm is often framed as a tradeoff - more clients and complexity in exchange for less time and flexibility. This episode explores how advisors can grow in a way that protects the lifestyle they want. Andy Panko is the owner of Tenon Financial, an RIA based in Metuchen, New Jersey, that oversees $323 million in assets under management for 105 client households. He joins the show

Ep 478: Fixing Advisory Firm Marketing Funnels So The Phone Actually Rings With Prospects with Kendra Wright Feb 24, 2026 01:29:59 Most advisory marketing doesn't fail because advisors aren't trying—it fails because the funnel breaks in predictable places, leaving great content and good intentions without a clear path to consistent leads. This episode explores the most common "break points" in advisor marketing funnels, as well as what it takes to build a strategy that attracts the right prospects, communicates value quickly,

Ep 477: Finding Real Uses For AI Tools Not Just To Gain Efficiency But Create More (Customized) Value For Clients with Christopher Haigh Feb 17, 2026 01:30:00 While Artificial intelligence (AI) tools offer financial advisors the prospect of greater operational efficiency, the real opportunity goes beyond saving time. This episode explores practical ways advisors can use AI not only to streamline workflows, but also to elevate the client experience with clearer insights, stronger storytelling, and deliverables that make a firm's value instantly tangible

Ep 476: Making The Decision To Add A Partner (After Leaving A Partnership Yourself) While Approaching $500M AUM with Kathy Longo Feb 10, 2026 01:29:59 Building an advisory firm that can outlast its founder often requires challenging decisions, especially for entrepreneurs who intentionally left prior partnerships to lead a firm on their own. This episode explores what it looks like to design succession on your own terms, balance growth with cultural clarity, and make partnership, hiring, and operating-system choices that can lead to sustainable

Ep 475: Adding Deeper Tax Planning Capabilities (And Generating More Google Reviews In The Process) To Grow To $600M Of AUM with Erik Brenner Feb 3, 2026 01:30:00 Tax planning has become an integral part of a comprehensive financial planning service offering and a way for advisors to offer hard-dollar value for their clients. In this episode, we explore how integrating tax preparation, proactive tax planning, and outside tax expertise can deepen client value, diversify revenue, and accelerate firm growth. Erik Brenner is the CEO of Hilltop Wealth and Tax So

Ep 474: Gaining The Skills, Experience, And Team Needed To Serve UHNW Clients Effectively with Blair duQuesnay Jan 27, 2026 01:30:00 Serving ultra-high-net-worth families requires more than technical expertise. It demands deep attention to detail, a strong supporting team, and a planning approach capable of navigating complex tax, estate, and investment structures. This episode explores what it really takes for advisors to successfully move 'upmarket' and support clients whose financial lives involve high stakes, fast-moving pa

Ep 473: Defending Against AI By Focusing On The Uniquely Human Aspects Of (Fiduciary) Life Planning with George Kinder Jan 20, 2026 01:30:00 Amidst speculation that Artificial Intelligence-powered software could take business from human advisors, some of the most meaningful work advisors do involves something software can't replicate: deep human-to-human connection. This episode explores how life planning, active listening, and values-based discovery can help clients articulate what truly matters and achieve a sense of freedom that goe

Ep 472: Going Deep Into Multigenerational Planning To Better Serve HNW Clients (Not Just Retain Their Assets) with Carli Smith Jan 13, 2026 01:27:29 Multigenerational planning isn't just about retaining assets after a wealth transfer. When done well, it becomes a powerful way to elevate service, improve family communication, and drive meaningful growth today. Carli Smith, founder of Signal Wealth Advisors, has built her practice in part by engaging entire family units—not just individual clients. In this episode, she explains how she navigates

Ep 471: Growing To $475M In 7 Years While Making Yourself Dispensable Enough To Take A Personal Sabbatical with Dennis Morton Jan 6, 2026 01:30:02 Building a firm that can thrive without its founders being constantly "on" requires far more than revenue growth. It takes intentional infrastructure, deep team trust, and long-term thinking. This episode explores how designing a business that doesn't depend on any single individual can create both freedom for the founders and stability for clients. Dennis Morton is the co-founder of Morton Brown

Ep 470: Growing To $500M AUM With An Evergreen HNW Client Service Calendar For Evergreen Fees with Debra Taylor Dec 30, 2025 01:30:00 Clients often don't fully realize the depth of value their advisory team provides—unless that value is clearly articulated and demonstrated throughout the year. This episode explores how a thoughtfully designed client service calendar can both strengthen client retention and increase new client conversions by making financial planning and tax strategy more visible and tangible. Debra Taylor serves

Ep 469: Specializing In (Sound) Income Sources For Retirees To Differentiate A $4B Advisor Enterprise with David Scranton Dec 23, 2025 01:30:05 Income-focused investing may seem old-school in a world dominated by total-return portfolios and model ETF allocations—but for some retirees, predictable cash flow is the key to peace of mind. This episode explores how a differentiated investment philosophy, rooted in individual income-producing securities, can become a powerful engine for both client trust and firm growth. David Scranton is the C

Ep 468: Navigating Accelerated Succession When Cancer Forces An Early Retirement with KayDee Cole Dec 16, 2025 01:30:00 Succession planning is rarely easy, but when life circumstances accelerate the timeline, it requires courage, clarity, and deep trust in your team. This episode explores how to manage an ownership and client transition with empathy, structure, and transparency. KayDee Cole is the founder of Clarity Wealth Development, an RIA based in Corvallis, Oregon, that manages $200 million in AUM for 220 clie

Ep 467: Crafting Effective Conversations To Build Business Development Rapport With Prospects with Derek Kinney Dec 9, 2025 01:29:59 A key part of converting a contact or prospect into a client is an advisor's ability to explain what they offer and to show how they're the right person to solve their pain points. This episode explores how leading with empathy, asking the right questions, and storytelling can help financial advisors turn curiosity into client commitment. Derek Kinney is the founder of Success for Advisors, a spea

Ep 466: Doubling AUM From Under $300M To Over $600M In 3.5 Years By Making Investments To Systematize For Scale with Morgan Nichols Dec 2, 2025 01:29:59 Growth rarely comes without sacrifice—and for many advisory firm owners, that means making bold investments that might pinch margins today to create momentum for tomorrow. This episode explores how strategic hiring, branding, and compensation design can help accelerate growth while building a stronger, more scalable team. Morgan Nichols is the CEO of LifeBranch Wealth Partners, an independent brok

Ep 465: Making The Sell-Or-Keep Decision When You Hit A $260M AUM Wall with Todd Pisarczyk Nov 25, 2025 01:29:43 In an environment where there is no shortage of external acquirors, many RIA founders receive regular inbound inquiries from potential suitors. While the compensation from such deals (and the ability to shrink the administrative burdens they face) might be tempting, these offers can be weighed against a desire to grow independently and perhaps pass it on to the next generation. Todd Pisarczyk is t

Ep 464: Hiring A Director Of Talent To Shape The Development Of Next Generation Advisors (And The Lead Advisors Who Train Them) with Katie Calagui Nov 18, 2025 01:30:00 Attracting and retaining top talent is one of the greatest challenges for growing advisory firms. As teams expand, success depends not just on recruiting, but on creating a culture where people feel valued, supported, and empowered to grow. This episode explores how intentional talent development and leadership coaching can help firms build thriving, future-ready teams. Katie Calagui is the owner

Ep 463: Generating 10-15 Referrals Per Week By Coaching Clients To Make More Effective Introductions with David Stevens Nov 11, 2025 01:30:00 While many advisors seek client referrals, an intentional approach can lead to a steadier flow of leads. Today's guest breaks down how coaching clients on making introductions and small communication tweaks can turn satisfied clients into proactive advocates, driving steady, qualified opportunities week after week. David Stevens is the President of Stevens Capital Partners, an RIA based in Omaha,

Ep 462: Making The Tough Decision To Change Firms To Find The Path To Equity Ownership You're Seeking with Maggie Rapplean Nov 4, 2025 01:26:55 Finding the right firm fit (and a well-defined path to partnership) can take time—and sometimes, the courage to start over. From wirehouse beginnings to RIA partnership, Maggie Rapplean's journey shows how clarity, persistence, and the right environment can open the door to both ownership and balance. Maggie is a Partner at Moneta Group, an RIA based in St. Louis, Missouri, where she oversees $250

Ep 461: Helping Clients Live Intentionally And Generously With Charitable Giving Events (That Also Drive New Growth) with Zac Larson Oct 28, 2025 01:29:59 Crafting a charitable giving strategy isn't just about tax efficiency—it's a way for clients to define the deeper purpose of their wealth. When advisors center generosity in both planning conversations and firm culture, they can strengthen relationships and attract values-driven clients. This episode explores how integrating charitable intent into financial planning not only expands impact, but al

Ep 460: Establishing The Operational Systems It Takes To Truly Serve Ultra-HNW Clients Effectively with Stephanie Hughes Oct 21, 2025 01:29:59 While many financial advisory firms seek to move 'upmarket' and serve high-net-worth and ultra-high-net-worth clients, these clients typically require (and often demand) a different level of service—and can benefit from a more integrated experience across legal, tax, and financial domains. For these firms, creating efficient operational systems is paramount, particularly when it comes to the proce

Ep 459: Working More Collaboratively With Clients' CPAs For Better Tax Planning (And Cross-Referral) Outcomes with Steven Jarvis Oct 14, 2025 01:30:00 Tax planning strategies can fall flat if financial advisors and CPAs aren't working together. Miscommunication, timing issues, and a lack of context can create friction—or worse, lead to missed opportunities or costly mistakes. Steven Jarvis is the CEO of Retirement Tax Services, a tax education and preparation firm that partners with financial advisors across the country to better serve their cli

Ep 458: Overcoming Perfectionism Burnout While Still Serving Clients Well With A Standard Of "Calm Excellence" with Lisa Brown Oct 7, 2025 01:30:00 Given the high stakes involved (and the desire to provide high-quality service) when working with clients, it can be tempting for financial advisors to lean into perfectionist tendencies. However, doing so can sometimes lead to overwork and potentially burnout, particularly as a firm grows over time. Lisa Brown is the President of Greenwood Gearhart, an RIA based in Fayetteville, Arkansas, managin

Ep 457: Making Financial Planning Less Scary For New Clients By Focusing First On What Brings Them Joy with Larry Sprung Sep 30, 2025 01:30:00 While many financial advisors begin with dollars and data, today's guest believes the path to long-term client relationships starts with one powerful question: What brings you joy? By focusing on leading with purpose and values, he has grown a $200M firm and attracted clients who align with his philosophy. Larry Sprung is the founder of Mitlin Financial, an advisory firm based in Hauppauge, New Yo

Ep 456: Expanding From $75M Solo To $260M Multi-Advisor Team By Creating A Company Blueprint Of How Clients Will Be Served with Hilary Hendershott Sep 23, 2025 01:29:59 Scaling a solo advisory firm into a thriving team-based business takes more than strong systems—it takes a shared sense of purpose and values that guide every decision. This episode explores how one advisor used a living "Blueprint" to align her team, empower her staff, and create a consistent, values-driven client experience. Hilary Hendershott is the founder of Hendershott Wealth Management, an

Ep 455: Adding Hard-Dollar Value For HNW Executives By Guiding Them In Negotiating For More (Equity) Compensation with Emily Shacklett Sep 16, 2025 01:29:59 Executive pay packages are complicated—which often leads to these individuals leaving money on the table. From equity negotiations to non-compete clauses, the right financial advisor can help clients fight for what they're worth. In this episode, we dig into how advisors can create real value for their clients during career transitions. Emily Shacklett is a Managing Director at Fairport Wealth, a

Ep 454: Turning Abstract Behavioral Finance Research Into Practical Tools To Better Client Outcomes with Dr. Daniel Crosby Sep 9, 2025 01:30:00 Behavioral finance is often viewed as abstract but it can be a powerful, practical tool for helping clients make better decisions and build lives that align with what matters most. This episode explores how applying behavioral insights and positive psychology can deepen client relationships and drive more meaningful planning conversations. Dr. Daniel Crosby is the Chief Behavioral Officer at Orion

Ep 453: Improving Efficiency By Turning Client Meetings Into Working Sessions So There Is Less Follow-Up To Manage with Becky Walsh Sep 2, 2025 01:29:59 Delivering financial planning efficiently doesn't have to mean compromising on depth or personalization. This episode explores how a "working session" model can streamline the client experience, reduce prep and follow-up time, and still create space for thoughtful, relationship-driven planning. Becky Walsh is the founder of Oak Maple Finance, an RIA based in Burlington, Vermont, that oversees appr

Ep 452: From $200M To $1.4B In 5 Years By Spending 15% Of Revenue On Marketing (That Still Works) with Gabriel Shahin Aug 26, 2025 01:30:00 Scaling an advisory firm quickly requires more than just marketing - it demands intentional infrastructure, rapid lead conversion systems, and a team built for volume. This episode explores how investing heavily in digital marketing, building internal efficiencies, and empowering advisors can drive explosive growth without sacrificing client service. Gabriel Shahin is the CEO of Falcon Wealth Plan

Ep 451: Evolving Your Leadership Style And Hiring Process As The Firm Grows From 1 To 20 Team Members with Maggie Kulyk Aug 19, 2025 01:29:16 Running a successful advisory firm takes more than great client service - it also means learning how to lead a team and build infrastructure to support growth. This episode explores how developing leadership skills, hiring intentionally, and leaning into personal values can lay the foundation for a thriving, mission-driven business. Maggie Kulyk is the founder of Chicory Wealth, an RIA based in De

Ep 450: Adding $80M To Your Practice In 7 Years By Providing Financial Education Through Local Seminars with Ryan Morrissey Aug 12, 2025 01:29:59 High-net-worth retirees are hungry for clear, actionable retirement education - but often don't know where to find it. This episode explores how hosting local educational seminars can create a consistent pipeline of engaged prospects and drive meaningful business growth for financial advisors. Ryan Morrissey is the founder of Morrissey Wealth Management, an RIA in North Haven, Connecticut, oversee

Ep 449: Growing To $2B AUM Organically By Setting High Client Service Standards with Michelle Perry Higgins Aug 5, 2025 01:29:59 Financial planning clients expect responsive, detail-oriented service—and the firms that deliver consistently are the ones that keep them for decades. Michelle Perry Higgins has seen that firsthand, and she joins us today to share how setting and maintaining high client service standards, alongside thoughtful listening and planning, can drive both long-term retention and organic growth. Michelle i

Ep 448: Attracting More Ultra-HNW Clients By Taking The Time To Due Diligence More Alternative Investments with Monish Verma Jul 29, 2025 01:29:59 High-net-worth individuals often already have a financial advisor, but many aren't receiving the in-depth investment education or portfolio customization they truly need. That's where Monish Verma comes in. He joins the show today to share his strategy for converting HNW prospects into clients, as well as how a tailored approach to alternative investments and client education can become a powerful

Ep 447: Getting A Healthy Flow Of New Clients From Centers Of Influence By Addressing The Referral Risk They Fear The Most with Dan Allison Jul 22, 2025 01:30:00 Financial advisors frequently seek out relationships with Centers Of Influence (COIs) such as accountants and attorneys, but sometimes find that it's hard to get referrals from these professionals. Advisor marketing expert Dan Allison believes this is because COIs fear putting their own reputations on the line and joins the show today to explore how financial advisors can reframe COI relationships

Ep 446: Getting Known In Your Local (Facebook Group) Community To Quickly Add $30M In The First Two Years with Misty Lynch Jul 15, 2025 01:30:00 After growing her AUM by $30 million in just two years, Misty Lynch has become a go-to financial planning expert for small business owners and families within her community. This is thanks in part to her reputation inside local Facebook groups frequented by her ideal target client, where she rarely promotes herself but is frequently recommended. Misty is the owner of Sound View Financial Advisors,

Ep 445: Leveraging Educational YouTube Videos To Drive Hundreds Of New Clients Per Year with James Conole Jul 8, 2025 01:29:59 James Conole's firm has experienced explosive growth over the past few years (expecting to double its revenue to more than $10 million in 2025) thanks in part to his YouTube channel, which educates and builds trust with ideal prospects before they ever book a meeting. James is the founder of Root Financial, an RIA based in Encinitas, California, that oversees $1.3 billion in assets under managemen

Ep 444: Driving More Client Referrals In The First 100 Days By Crafting An Exceptional Onboarding Experience with Libby Greiwe Jul 1, 2025 01:30:00 When Libby Greiwe realized that most client onboarding processes felt either clunky or cold, she decided to transform her own. What she has developed—based on her years as both a financial advisor and coach—is a system designed to create a seamless, personalized client experience that not only demonstrates professionalism, but also inspires client referrals within their first 100 days with the fir

Ep 443: Going Deep With Business Owners And Real Estate Investors To Grow $200M Of AUM In 5 Years with Griffin Kirsch Jun 24, 2025 01:30:00 Griffin Kirsch built a $200 million AUM firm in just five years—while maintaining a 70% profit margin. Delivering high-touch planning to business owners and real estate investors without charging fees on those assets, Griffin's focus on providing hard-dollar value to his clients (especially around tax strategy and real estate decisions) has fueled deep trust and strong referral-driven growth. Grif

Ep 442: Attracting $100M Per Month Of Like-Minded Clients By Being Vocal About (Divisive) Issues You're Passionate About with David Bahnsen Jun 17, 2025 01:30:00 David Bahnsen has built a reputation for speaking his mind, not only on issues related to financial markets, but also on topics many advisors shy away from, like religion and politics. Which has paid off for him in the form of attracting $100 million of new client assets to his firm per month as his content has built his credibility, deepened audience engagement, and drawn in both like-minded clie

Ep 441: What It Really Takes To Implement And Scale Compliance As An Independent RIA Grows with Leila Shaver Jun 10, 2025 01:30:00 As advisory firms grow, so does the complexity of compliance—and Leila Shaver has built a business dedicated to helping them scale without costly missteps. She provides strategic guidance that keeps firms aligned with regulatory expectations as their teams, client bases, and responsibilities expand. Leila is the founder of My RIA Lawyer, a Georgia-based legal and compliance firm serving RIAs, brok

Ep 440: Making Client Meetings More Consistent Across Multiple Advisors By Utilizing A "Money Personality" Assessment with Nina Hajjar Jun 3, 2025 01:29:59 What if you could decode a client's financial behavior before the first meeting? Nina Hajjar has done just that by creating a custom "money personality" assessment. This innovative tool helps her advisory team better understand client behavior, tailor communication styles, and deliver more personalized, consistent service across their $500-million practice. Nina is a partner at Stratos CA in Los A

Ep 439: Scaling Financial Planning With Monday.com As A Project Management Hub In Lieu Of Wealthbox CRM with Alvin Carlos May 27, 2025 01:30:00 Alvin Carlos made a strategic decision to build internal efficiency and client accountability into the heart of his planning process—a move that not only streamlined how his team manages financial plans and client tasks, but also helped him scale. Turning Monday.com into the operational core of his firm, he has carved out a niche in serving younger clients profitably, while keeping his tech stack

Ep 438: Boosting Client Retention And Satisfaction By Asking Better Questions As Your Authentic Self with Nikki Savage May 20, 2025 01:29:46 In this episode, financial advisor Nikki Savage discusses her approach to enhancing client retention and satsifaction by engaging in thoughtful, intentional relationship-building—specifically asking deep questions that uncover her clients' true needs and using that insight to create highly personalized experiences. Listen in as Nikki reflects on filtering feedback to stay true to her values and ho

Ep 437: Becoming An IRA Expert To Differentiate By Charging The Highest Fee Instead Of The Lowest with Ed Slott May 13, 2025 01:29:59 After the 1986 Tax Reform Act, Ed Slott made a strategic decision to specialize in IRAs—a move that not only set him apart in a niche field, but also helped him build a nationally recognized reputation as a leading expert. By leaning into his niche, he intentionally set himself apart from generalists by charging more to reflect the unique value he delivers. Today, Ed is the President of Ed Slott a

Ep 436: Hiring A Branding Firm To Figure Out The Best Way To Connect With Your Ideal Clients with Nicole Gopoian Wirick May 6, 2025 01:29:59 Nicole Gopoian Wirick is the President of Prosperity Wealth Strategies, an RIA based out of Michigan that oversees $70 million in assets under management for 40 households. What's unique about Nicole is how she hired a branding consultant early on to develop a clear brand identity that reflects her financial planning philosophy and resonates with her ideal clients. This brand now acts as a filter

Ep 435: When The Next-Gen "Wealth Builder" Offering Becomes The Main Driver Of Growth For A $1B+ Advisory Firm with Gideon Drucker Apr 29, 2025 01:30:00 Gideon Drucker is the CEO of Drucker Wealth, a hybrid advisory firm based out of New York City that oversees approximately $1 billion in assets under management for 800 client households. What's unique about Gideon is how he launched a "Wealth Builder" service model to support high-income next-gen clients—within a firm traditionally focused on retirees. In just five years, the offering has added 2

Ep 434: Attracting HNW Clients By Focusing Not On Estate But Legacy Planning Instead with Vanessa N. Martinez Apr 22, 2025 01:29:59 Vanessa N. Martinez is the CEO of Expressive Wealth, an RIA based out of Chicago that oversees $135 million in assets under management for approximately 70 client households, including 10 'core' ultra-high-net-worth families. What's unique about Vanessa is how her firm goes beyond traditional estate planning to help high-net-worth clients engage in in-depth legacy planning. This approach ensures c

Ep 433: When You 10X Your Advisory Firm To Over $20M Of Revenue… And Want To 10X Again with Cameron Passmore Apr 15, 2025 01:30:01 Cameron Passmore is the CEO of PWL Capital, a wealth management firm based out of Ottawa, Canada, that oversees just over $5 billion Canadian dollars (or approximately $3.5 billion U.S. dollars) in assets under management for 2,400 client households. What's unique about Cameron is that after growing his firm's revenue from $2 million to over $20 million as an independent firm over the past decade,

Ep 432: Crafting 'Input Deliverables' That Show Financial Planning Value To Clients Without Creating Busy-work with Seth Scott Apr 8, 2025 01:29:08 Seth Scott is the founder of Heartwood Financial Planning, an advisory firm in Fresno, California that manages $100 million in assets for 850 client households. What makes Seth's approach unique is his development of an "input deliverable" that simplifies tax planning for his ideal target client, allowing him to demonstrate value without creating time-intensive, custom reports for each individual.

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