Next Mile

How Advisors Can Beat the Biggest Retirement Risk with Erik Brenner

Tue, 21 Apr 2026 07:00:00 -0000

Episode 141: This week, Kyle Van Pelt talks with Erik Brenner, CEO, President, and Founding Partner at Hilltop Wealth and Tax Solutions. With more than 30 years of experience, Erik has assisted thousands of individuals in integrating retirement, tax, and estate strategies. At Hilltop, he blends leadership and client advisory responsibilities, shaping the firm's future vision and strategies while providing personalized financial guidance to select clients.

Erik talks with Kyle about what happens when advisory firms stop treating tax and wealth management as separate conversations and start thinking holistically. He discusses the strategic decisions that helped transform Hilltop, including integrating in-house tax services, rethinking the client experience, and doubling down on education-driven growth. Erik also shares how to run great seminars and use technology to keep up with business complexities.

In this episode:

(00:00) - Intro
(01:06) - Erik's money moment
(03:30) - Hilltop's one-stop model: Integration of tax and wealth management
(07:13) - How Hilltop manages large wealth with tax problems
(09:35) - How the SECURE 2.0 Act impacts generational wealth
(16:37) - Using seminars as a modern growth engine
(20:28) - What makes a 5-star seminar experience
(23:39) - Managing tech across multiple business lines
(25:29) - Navigating the transition from being an advisor to a CEO
(27:33) - Erik's outlook on the future of the financial industry
(29:03) - Erik's Milemarker Minute

Key Takeaways

Don't outsource critical expertise that directly affects client outcomes. If a core part of your value—like tax strategy—is outside your control, alignment becomes difficult.
Integrate tax and wealth management to deliver truly holistic advice. When strategy and execution live under one roof, decisions become more coordinated, proactive, and impactful for clients.
For many retirees, taxes are their biggest expense. Plan accordingly. Investment returns matter, but unmanaged tax exposure can quietly erode wealth faster than most clients realize.
Education builds trust faster than selling ever will. Whether it's seminars or client meetings, people lean in when they feel informed, not when they feel pitched. Teach first, and the business follows.

Quotes

"For most of our clients who are into retirement, taxes are their number one expense." ~ Erik Brenner

"If you don't know the right questions to ask about how laws are changing, even the most powerful AI won't be able to help you." ~ Erik Brenner

"Marketing is about getting the ball rolling. You want to get that ball rolling, but you do not want the snowball to melt." ~ Eric Brenner

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Serving Clients in Life's Most Difficult Moments with Anne McPhail

Tue, 14 Apr 2026 07:00:00 -0000

Episode 140: This week, Kyle Van Pelt talks with Anne McPhail, Managing Director at Novare Capital Management. With more than 30 years of experience across corporate banking and wealth management, Anne brings deep experience in wealth management, with a focus on guiding clients through major life transitions and building advisory relationships rooted in trust, empathy, and long-term perspective.

Anne talks with Kyle about what it truly means to serve clients through life's most important and often most difficult moments. She shares how genuine empathy and thoughtful financial strategy come together to create meaningful client relationships, how leading advisory firms deliver a consistent, high-touch experience at scale, and how Novare develops the next generation of advisors without compromising trust.

In this episode:

(00:00) - Intro
(01:43) - Anne's money moment
(04:18) - Novare's life transition playbook
(07:13) - Scaling personalized service across the firm
(09:06) - Anne's advice for young wealth professionals
(11:19) - Developing the next generation of advisors
(18:28) - Staying current in a changing industry
(21:17) - Integrating planning into every aspect of clients’ lives
(25:00) - Building trust that lasts through life's uncertainties
(25:56) - Philanthropy, community, and relationship building
(30:37) - Anne's outlook on the future of financial services
(33:50) - Anne's Milemarker Minute

Key Takeaways

Lead with empathy before expertise. When clients face major life transitions—loss, divorce, uncertainty—they don't want spreadsheets. They want reassurance. Great leaders and advisors meet people where they are emotionally before guiding them analytically.
Build systems that deliver consistent excellence. Scaling a high-touch experience isn't about doing more. It's about doing things intentionally. Clear processes, defined roles, and shared standards create consistency across every client interaction.
Pair experience with a fresh perspective. Blending seasoned professionals with next-gen talent creates both trust and innovation. It allows firms to evolve without losing credibility.
The value isn't in the plan, but in the conversation. Financial plans change. Life changes. What matters most is the ongoing dialogue and adaptability, not the static document.

Quotes

"You cannot manage a client or a family's money if you do not know their goals and objectives." ~ Anne McPhail

"The mistake that a lot of firms make is meeting with a client who's lost their spouse, and the first thing they do is prepare a financial plan and give a Monte Carlo analysis. That's completely overwhelming to someone." ~ Anne McPhail

"When you're trying to develop centers of influence, look for people who are about your age and stage of life who are trying to build their careers alongside you." ~ Anne McPhail

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Best Of: The Hidden Cost of Fragmented Data with Kailash Duraiswami

Tue, 07 Apr 2026 07:00:00 -0000

Episode 139: Kailash Duraiswami is the Chief Technology Officer at Milemarker, where he leads the development of data infrastructure and AI-powered solutions for modern advisory firms. With a unique blend of financial expertise and deep technical knowledge, Kailash brings his passion for innovation, data strategy, and scalable technology to help wealth management firms thrive in a multi-platform world.

In this episode, Kyle Van Pelt talks with Kailash about his unconventional path from launching an RIA straight out of college to building tech that transformed data operations for financial firms. They unpack the challenges firms face with fragmented data, the importance of centralized infrastructure, and how AI will reshape wealth management. They discuss why firms need to reclaim ownership of their data, how to avoid becoming an “accidental CTO,” and how Milemarker is building scalable, simplified tech solutions for advisors navigating a multi-platform, AI-enabled world.

In this episode:

(00:00) - Intro
(03:17) - Kailash's money moment
(08:20) - What is Pantenix?
(11:34) - The value of a data warehouse
(13:55) - Kailash's thoughts on cloud-based infrastructure
(15:40) - The importance of data platforms
(19:53) - Why becoming a CTO should be intentional
(23:54) - AI in wealth management
(26:10) - The advantage of building your own language models
(33:15) - Why CTOs in RIAs need to understand wealth management
(37:26) - Why all-in-one platforms limit user experiences
(40:27) - Kailash's Milemarker Minute

Key Takeaways

Centralize your data to maximize AI and operational efficiency. Without consolidating your firm’s data into a single, accessible environment, it’s nearly impossible to generate meaningful insights or leverage AI effectively. Fragmented data limits your ability to scale and innovate.
You don’t have to become an “accidental CTO”. Many firm leaders end up spending too much time wrestling with tech. Outsourcing specialized functions—like data architecture and infrastructure—can free up your time to focus on clients and growth, while still driving innovation.
Owning your data is not the same as using cloud-based tools. Just because your systems are in the cloud doesn’t mean you own your data. True ownership means having control over how and where your data is stored, accessed, and used to make decisions.
AI is only as smart as the data it has access to. For AI to deliver meaningful outcomes—like intelligent agents or predictive analytics—it needs clean, well-structured, and centralized data. Start with solid infrastructure before diving into advanced AI capabilities.

Quotes

"What we're doing here, as a help to your technology footprint, is enabling you to see and understand your business in ways you've never done before. And that requires very sophisticated technology." ~ Kailash Duraiswami

"You must have your data in one place to really make use of AI because the conclusions that the model can make or the recommendations are all subject to what data is presented to it." ~ Kailash Duraiswami

"The biggest thing we are making here is building a tool that is advisor-centric and executive-centric. And that means simplicity. Above all, the boldness of what we have here is to do less in an excellent way." ~ Kailash Duraiswami

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How to Build Deep Client Relationships at Scale with Michael Vedders

Tue, 31 Mar 2026 07:00:00 -0000

Episode 138: This week, Kyle Van Pelt talks with Michael Vedders, Senior Vice President of Marketing & Enterprise Resources at NorthRock Partners. In his role, Michael is responsible for extending NorthRock's reach and reputation. With more than a decade of experience in marketing and leading complex organizational projects, Michael has helped build teams, launch major branding initiatives, produce compelling creative, develop multi-channel planning, and use insights to inform strategy.

Michael talks with Kyle about how wealth management firms can build deep client relationships at scale. He discusses the importance of storytelling in creating a strong brand narrative, how NorthRock's personal office business model works, and why the future belongs to firms that use data and automation to serve more people and build deeper human connections.

In this episode:

(00:00) - Intro
(02:38) - Michael's money moment
(04:58) - Michael's frustration with traditional wealth management
(07:24) - What marketing really means in wealth management
(10:02) - How to build trust and deeper client relationships
(12:48) - The "quarterback" model of financial advice
(16:42) - How NorthRock manages deep relationships at scale
(21:52) - NorthRock's personal office business model
(22:54) - Michael's outlook on the future of financial advice
(29:03) - Redefining performance beyond returns
(30:57) - Michael's Milemarker Minute

Key Takeaways

Don't rush to promote. Get your story right first. It's tempting to jump straight into marketing tactics, but without a clear, compelling story, even the best campaigns fall flat. Take the time to define what truly sets you apart before amplifying your message.
If you want deeper client relationships, create space for them. You can't force meaningful connections, but you can design for them. Offload technical tasks to specialists so advisors can focus on what matters most.
Use technology to create time, not just efficiency. AI and automation aren't the end goal. The real opportunity is what you do with the time they create. The best firms will reinvest that time into deeper relationships and better service.
The future belongs to firms that balance tech and humanity. Efficiency through data and automation is table stakes. The real edge comes from using that efficiency to deepen human connection, not replace it.

Quotes

"Marketing is the privilege of telling the story, the story of your firm and what differentiates you. You can spend a lot of money and generate a lot of activity without results if you don't provide a clear story for people first." ~ Michael Vedders

"Deep relationships lead to better advice." ~ Michael Vedders

"The future of our industry belongs to those who can create efficiencies and space through data and automation, and then use that space to serve people more effectively and deepen relationships." ~ Michael Vedders

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How Financial Advisors Can Turn Messy Data into Actionable Results with Verity Larsen

Tue, 24 Mar 2026 07:00:00 -0000

Episode 137: This week, Kyle Van Pelt talks with Verity Larsen, Founder & CEO at Versoft Consulting. Versoft partners with RIAs to help navigate complex technology decisions, system conversions, and data strategy.

Verity talks with Kyle about the realities behind data lakes in wealth management and why maintaining clean, accurate data is harder than it looks for RIAs. From the myth of "clean data" to the hidden costs of data lakes, Verity shares a behind-the-scenes look at why so many firms struggle to turn data into actionable insights. She also explores the limitations of AI, the operational disconnects that quietly slow firms down, and what it truly takes to make data work for growth and better decision-making.

In this episode:

(00:00) - Intro
(02:00) - Verity's money moment
(04:33) - The challenge of validating data in system conversions
(08:40) - What it takes for an RIA to maintain clean data
(13:28) - The disconnect between management and staff workflow
(16:43) - Common reasons people hire Versoft
(20:53) - How people can make the most of their current technology
(26:27) - Why systems calculate the same metrics differently
(32:01) - The limits of AI in data and system management
(37:43) - The truth about data lakes: adoption vs. actual results
(40:11) - What firms should be doing with their data lakes
(42:28) - The next best step after centralizing data
(44:47) - Verity's Milemarker Minute

Key Takeaways

Start with the outcome, not the infrastructure. It's tempting to jump on trends like data lakes or AI, but without a clear use case, you'll end up with expensive systems that don't deliver value.
Your data isn't as clean as you think. Many firms assume their data is accurate until they attempt to migrate or validate it. Taking the time to clean and fully understand data upfront can prevent months or even years of frustration down the line.
Data consolidation without a plan is a dead end. Bringing all your data into one place is only step one. The real value comes from how you use it, whether that's improving client experiences or driving better business decisions.
Growth comes from visibility. When your data is structured and accessible, it becomes a powerful tool for identifying opportunities, improving profitability, and intentionally scaling your business.

Quotes

"A lot of people have been talking about collecting their data into a single source. They start with that initiative, but they don't actually think about what they want to do with that information once it's all together." ~ Verity Larsen

"Most people assume that their data is clean. So, they think that validating that data is going to be easy, and it's not." ~ Verity Larsen

"If you are looking to change systems or expand data warehousing services, make sure you scrub your data in advance so your source data is accurate, you know what you have, and you know what problems to expect if that data is moved into a different system." ~ Verity Larsen

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Bringing Consumer Fintech and Wealth Management Together with Nicole McMullin

Tue, 17 Mar 2026 07:00:00 -0000

Episode 136: This week, Kyle Van Pelt talks with Nicole McMullin, Senior Vice President of Product at Wealth.com. Nicole is a seasoned product leader with a proven track record of building and scaling high-performing product organizations. She brings deep experience in product strategy, cross-functional leadership, and translates customer needs into meaningful outcomes.

Nicole talks with Kyle about the intersection of consumer fintech and advisory technology and how modern fintech principles can transform the advisor-client experience. She explores how new tools, AI workflows, and integrated platforms are helping advisors move away from manual processes and toward more proactive, emotionally intelligent conversations with clients.

In this episode:

(00:00) - Intro
(03:09) - Nicole's money moment
(09:42) - What advisory firms can learn from consumer fintech
(12:58) - Nicole's 'aha' moment at Wealth.com
(13:37) - Wealth's new tax planning strategy
(14:44) - Addressing fragmentation in wealth management
(16:26) - What attracted Nicole to join Wealth.com
(21:46) - How advisors should evaluate new technology
(23:33) - Nicole's outlook on the future of wealth management
(27:56) - How Wealth.com provides the best wealth management experience
(30:16) - Nicole's Milemarker Minute

Key Takeaways

Financial planning, estate strategies, and tax modeling can be incredibly complex. But the most effective tools translate that complexity into something clients immediately understand.
Great financial advice is still deeply human. The role of technology is to support that relationship by translating emotional client conversations into actionable insights, strategies, and next steps in real time.
Many advisors give excellent recommendations. But clients don't always follow through. Technology that helps advisors turn recommendations into immediate actions can dramatically improve client outcomes.
The biggest challenge in advisor technology isn't capability, it's fragmentation. Platforms that consolidate data from multiple tools into one cohesive view of a client's financial life create far more value.

Quotes

"Advisors really are that emotional support system, and the product needs to empower clients and advisors to have that conversation." ~ Nicole McMullin

"Platforms like Wealth.com have the ability to almost instantaneously take the emotional conversation, translate it, and allow the advisor to show how it may change their plan, investment strategy, and tax strategy." ~ Nicole McMullin

"Allowing advisors to have that magical moment of taking a person where they are today and immediately translating that and showing them the output of where they're going can go a long way in empowering advisors." ~ Nicole McMullin

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Relentless, Relevant, and Ready: Orion Ascent Recap with Jessica Perez

Tue, 10 Mar 2026 07:00:00 -0000

Episode 135: This week, Kyle Van Pelt talks with Jessica Perez, VP of Growth at Milemarker. Jessica brings a boots-on-the-ground perspective to the wealth management technology space, working directly with advisory firms to help them unlock the full potential of their data.

Kyle and Jessica recap key lessons from the Orion Ascent conference, where the central theme was “Relentless”—a mindset focused on continuous improvement across technology, client experience, and firm operations. They discuss how advisors can avoid the overwhelm that often follows large industry events and instead identify one or two meaningful priorities to pursue. Jessica also shares her perspective on evaluating technology partners, embracing innovation like AI without chasing every trend, and focusing on the changes that truly move an advisory firm forward.

In this episode:

(00:00) - Intro
(01:28) - Orion Ascent recap
(03:15) - How advisors can apply a relentless mindset without getting distracted
(07:29) - The "AI frenzy" and improving client experience through smarter technology
(10:29) - How AI conversations are shaping advisor technology strategy
(13:24) - From tinkering to transformation
(15:02) - Evaluating whether technology vendors are true partners
(20:11) - Why data sharing and integration matter more than ever
(25:08) - Turning conference inspiration into real firm improvements
(38:43) - Jessica's Milemarker Minute

Key Takeaways

Be ruthless about technology partners that don’t truly help your business. If a platform doesn’t share data well, integrate with your ecosystem, or actively help improve your client experience, it’s worth reevaluating that relationship—even if switching tools feels painful. Technology vendors should function as partners in growth, not just software providers.
Don’t chase every new idea after a conference—pick a few and pursue them relentlessly. Industry events flood advisors with dozens of new tools and ideas, but trying to implement everything leads to distraction. Instead, identify one to three ideas that meaningfully improve your firm and focus on executing those relentlessly throughout the year.
“Relentless” improvement is more about mindset than technology. The real takeaway from Orion Ascent wasn’t just AI or new fintech announcements—it was the mindset of continuous improvement. Firms that consistently ask how they can serve clients better, improve workflows, and elevate their teams are the ones that ultimately win.

Quotes

“Relentless means find a theme, find a thing that matters that you can relentlessly pursue.” ~ Jessica Perez

“If you are not actively in play right now, thinking about how your firm can handle AI to serve your clients, you're gonna have a lot of problems.” ~ Jessica Perez

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Building Resilient Firms in the Age of AI with Chip Kispert

Tue, 03 Mar 2026 08:00:00 -0000

Episode 134: This week, Kyle Van Pelt talks with Chip Kispert, Founder & Managing Partner at Beacon Strategies. Chip has spent decades building and leading one of the country’s most trusted wealth management partners, helping shape its national footprint through intentional M&A, strong partner alignment, and disciplined operational systems. His career reflects a deep commitment to sustainable growth, advisor development, and long-term enterprise value creation.

Kyle and Chip explore what it takes to build durable advisory businesses while embracing innovation. They discuss the power of structured peer roundtables, how firms can move beyond legacy technology assumptions, and why operational rigor becomes more important as firms grow. The conversation also dives into AI adoption—distinguishing native versus enabled tools, addressing internal fear, and establishing formal AI policies—highlighting how thoughtful leadership can turn disruption into long-term enterprise value.

In this episode:

(00:00) - Intro
(01:45) - Chip's money moment
(04:23) - What Beacon Strategies does and who it serves
(08:03) - Why structured roundtables outperform traditional conferences
(11:39) - Why firms are reassessing legacy technology providers
(15:19) - Native AI vs. AI-enabled tools
(17:27) - Managing fear and uncertainty around AI
(22:48) - Avoiding AI overload and creating a formal policy
(27:29) - Introducing the Beacon Provider Network (BPN)
(31:20) - One area financial services must improve
(35:08) - Chip's Milemarker Minute

Key Takeaways

Don’t adopt AI casually—govern it deliberately. Experimentation is fine, but firms need a formal AI policy to reduce risk, clarify expectations, and prevent tool sprawl. Thoughtful governance creates confidence internally and credibility externally.
Distinguish between “native AI” and “AI-enabled” tools. Not all AI is created equal. Leaders must understand whether AI is foundational to a product or simply layered on as a feature. That distinction impacts scalability, data security, and long-term strategic fit.
Peer collaboration beats passive learning. Structured roundtables and curated peer groups often produce more actionable insight than traditional conferences. Real progress happens when leaders openly share what’s actually working—and what isn’t.
Operational discipline becomes more important as innovation accelerates. As firms scale and technology multiplies, clarity around standards, vendor evaluation, and internal processes becomes a competitive advantage. Growth without structure creates fragility.

Quotes

"Most firms don't have any AI policy. They need to have an AI vision and an AI policy to lay out their plans and the information they need, so they know their data is protected. They need to have their guidelines and guardrails, which drive their decisions on how they interact with firms." ~ Chip Kispert

"There's a lot of talk about AI, but a true understanding of it is not rich. It's not deep. So, it would be absolutely valuable for the wealth space to really have some AI learning. Everybody can say large language model, but truly understanding it is another world." ~ Chip Kispert

"Data management is the foundation of everything. You can have great AI or rules-based engines, but if the data is not good, it doesn't mean anything. All the pretty stuff, the shiny metal lures don't have that much integrity, or their integrity gets questioned by the quality of the data." ~ Chip Kispert

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Turncast helps your company grow by producing top-quality content and fostering transformative conversations. Learn more at Turncast.com.

How Great Operators Turn Complexity into Growth with Jennifer Goldman

Tue, 24 Feb 2026 08:00:00 -0000

Episode 133: This week, Kyle Van Pelt talks with Jennifer Goldman, Founder and Strategic Operations Transformer and Integrator at My Virtual COO. Jen is an operations expert with 30 years of experience helping 1,000+ service businesses to thrive.

Jen talks with Kyle about what it really takes to run a profitable, scalable advisory firm. From defining what makes a truly great operator to navigating the messy middle of firm growth, Jen shares practical insights on constellation thinking, building operational leaders, and making hard profitability decisions. She also dives into the emotional and structural crossroads firms face as they scale, the evolving role of technology and AI in operations, and why clean data and strong systems still require human ownership.

In this episode:

(00:00) - Intro
(03:33) - Jen's money moment
(06:39) - What it takes to be a great operator
(08:55) - How "constellation thinking" works
(12:19) - Balancing SOPs with creativity in operations
(14:42) - The profitability challenges in the growth process
(16:57) - What determines whether you should build or join a platform
(21:42) - How Jen utilizes AI in her work
(23:01) - Why AI can't replace CRMs
(27:27) - Why it's important to have clean CRM data
(32:36) - What it takes to build a process for advisors and investors
(37:35) - What Jen looks for when engaging with advisors
(39:53) - Jen's outlook on the future of the financial services industry
(42:51) - Jen's Milemarker Minute

Key Takeaways

Think like an operator. Great operators don't work in silos. They practice "constellation thinking"—understanding how a change in one area (people, process, technology, profitability) impacts the rest of the organization. Sustainable growth comes from seeing those connections before making decisions.
Progress beats perfection when scaling a business. Operators must act with imperfect information and accept small failures along the way. Waiting for perfect data or perfect conditions slows growth. Progress, iteration, and course correction are what move firms forward.
Your growth path depends on how well you've built your team. When firms hit major crossroads, whether to scale into a platform or join one, the deciding factor is often people. Leaders who develop decision-makers and future executives create optionality—those who don't often feel stuck or fatigued.
Systems create stability, but creativity keeps operations moving. SOPs and structured processes are essential for consistency, but operators must also stay flexible and creative when reality doesn't follow the playbook. Balancing structure with adaptability is key to running a resilient firm.

Quotes

"Your data is so important. It's telling you stories. If you don't keep it clean, it's not going to tell you what you need to do next with the business." ~ Jennifer Goldman

"Businesses cannot scale unless they're constantly and continuously improving. It doesn't have to be a heavy lift. Just shine a light, make a small change, and keep going." ~ Jennifer Goldman

"This clarity around data and understanding, pulling it together, and using it effectively is so important. It allows you to have more touch with the people around you, whether it's clients or the advisor teams." ~ Jennifer Goldman

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How Creativity Fuels Better Financial Leadership with Andrew Evans

Tue, 17 Feb 2026 08:00:00 -0000

Episode 132: This week, Kyle Van Pelt talks with Andrew Evans, Chief Executive Officer of Rossby. Before Rossby, Andrew served as Executive Vice President at TAG Advisors and as a Securities Principal at Cambridge Investment Research.

Andrew talks with Kyle about entrepreneurship, growth, and designing better businesses. With a background in musical theater and a career that spans mortgage brokerage and financial advising, Andrew shares the parallels between creative careers and financial services, why repeatable processes beat flashy marketing plans, and how thoughtful design can transform the advisor experience.

In this episode:

(00:00) - Intro
(01:39) - Andrew's money moment
(04:55) - Parallels between mortgage brokerage and financial advising
(07:07) - How Andrew built his early book of business
(11:50) - The financial-planning version of a closing credit
(13:07) - Redefining traditional conferences with The Unconference
(16:41) - How The Unconference generates the best business ideas
(19:43) - What it means to drive business forward
(25:04) - The concept of "less but better" in business and technology
(28:39) - Designing intuitive systems and reducing operational friction
(32:22) - Creativity, patience, and building differently
(35:16) - Andrew's outlook on the future of the financial services industry
(44:13) - Andrew's Milemarket Minute

Key Takeaways

Whether you're selling a mortgage or a financial plan, technical skills are just the baseline. The real growth comes from mastering interpersonal and psychological engagement and understanding the emotional drivers behind a client's financial decisions.
Plan a repeatable process. Growth becomes sustainable when your marketing and operations are simple enough to execute consistently every day.
Design for less but better. Complexity is the enemy of efficiency. In leadership and tech, aim for intuitive design that reduces clicks and surprises. Your goal should be to create a "source of truth" for data that lets your team spend less time on administration and more time on high-value work.
The best ideas at any conference or meeting rarely come from the person at the podium. They happen in the hallways, over coffee, or during shared activities.

Quotes

"Nobody gains great ideas by sitting there and being lectured at. It doesn't happen. The best stuff happens in the conversations on the edges." ~ Andrew Evans

"You can't satisfy everyone. Whatever you've decided on for your firm's tech stack, someone is going to hate it. So, design for the firm's data integrity first, then let them pick their tools." ~ Andrew Evans

"Focus on where your practice's source of truth is. That's where you really need your agent. Keep it focused. Keep it tight." ~ Andrew Evans

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Why the Future of Advice Is Less About Tech and More About People with Joe Moss

Tue, 10 Feb 2026 08:00:00 -0000

Episode 131: This week, Kyle Van Pelt talks with Joe Moss, Founder at AdvisorTechBook. With a background in real estate and data analysis, Joe has become a go-to resource for financial advisors looking to optimize their tech stacks.

Joe talks with Kyle about the rapidly evolving world of advisor technology, AI, and personal branding in wealth management. He discusses how financial advisors can simplify their technology, leverage AI effectively, build meaningful personal brands, attract top talent, and grow organically in an industry where relationships matter most.

In this episode:

(00:00) - Intro
(01:26) – Joe’s money moment
(02:34) – Joe’s winding path to fintech
(05:47) – How people should evaluate AI in the future
(10:16) – The Zero Basis Points theory
(12:29) – The importance of data lakes in connecting AI capabilities
(18:49) – Why advisors need to tell their own stories
(20:41) – Strategies for attracting and retaining the best next-gen advisors
(27:35) – The difference between an audience and a community
(28:22) – Joe’s thoughts about the future of the financial services industry
(32:27) – Joe’s Milemarker Minute

Key Takeaways

Adapt to change, but focus on the fundamentals. The AI and advisor technology landscapes are rapidly evolving. Focus on core principles like accurate data, client relationships, and streamlined workflows.
Organic growth starts with personal branding. Share insights, solve problems, and build a reputation as a thought leader. Authentic content attracts clients and top talent.
Attract and retain talent by investing in people. Treat your team well, pay them fairly, delegate effectively, and provide a clear mission. The best talent often excels at critical thinking, not just technology.
AI is commoditizing technical financial knowledge. Advisors must shift their value proposition from "what I know" to "how I manage the relationship" to stay relevant.

Quotes

"The entire value of this industry's proposition is going straight to the human relationship. And AI is going to make humans heroes in everything." ~ Joe Moss

"The answer to organic growth is organic human content—basically building a personal brand." ~ Joe Moss

"Living an amazing life is a journey of self-transformation. If you want to make a lot more money, you need to dump resources into your number one advisor tech, which is your brain." ~ Joe Moss

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Forging a Path to Freedom and Independence with Adam Spiegelman

Tue, 03 Feb 2026 08:00:00 -0000

Episode 130: This week, Kyle Van Pelt talks with Adam Spiegelman, Founder and Wealth Advisor at Spiegelman Wealth Management, which offers investment and wealth management programs and services for high-net-worth clients. The company’s mission is to develop enduring relationships with clients by providing professional guidance for a lifetime of financial security.

Adam talks with Kyle about what it really means to go independent and why freedom, service, and intentional scale matter more in financial services. He shares why he left large firms to build a boutique RIA, the emotional weight of the transition, and how he maintains a human-centric approach in an automated world.

In this episode:

(00:00) - Intro
(01:32) - Adam's money moment
(03:18) - Navigating the LPL acquisition of Commonwealth
(06:07) - What Adam learned after going independent
(08:41) - The reality of independence
(10:09) - The challenges and rewards of building a custom technology ecosystem
(13:03) - What made Commonwealth technology user-friendly
(17:53) - Adam's vision for Spiegelman Wealth Management
(20:20) - What great service actually looks like in practice
(22:31) - Adam's growth strategies
(26:04) - Adam's outlook on the future of the wealth management industry
(28:30) - Adam's Milemarker Minute

Key Takeaways

Freedom creates clarity, but also responsibility. Going independent removes bureaucracy but also challenges leaders to own every decision, especially in technology and operations.
Great service lives in the small, thoughtful moments. Picking up the phone, anticipating confusion, and proactively helping clients through stressful situations often matter more than flashy offerings.
Growth doesn't have to mean “bigger”. Staying intentionally small can be a competitive advantage when relationships, trust, and responsiveness are the core product.
AI will change the work, but not remove the human role. As modeling and analysis become commoditized, judgment, empathy, and contextual thinking become even more valuable.

Quotes

"I talked to dozens of recruiters, firms, and advisors. And I did all this due diligence with one purpose in mind: to scare me out of wanting to go independent. And no one could scare me. I knew in my heart that this was the absolute right thing to do." ~ Adam Spiegelman

"I learned a long time ago that this business is not just about lining my pockets. It's not about money and fees, it's about relationships." ~ Adam Spiegelman

"People want to take more charge of their finances. Gone are the days of pension plans and the government providing all that support." ~ Adam Spiegelman

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Real Alpha Inside Modern Advisory Work with Mitch Hamer

Tue, 27 Jan 2026 08:00:00 -0000

Episode 129: This week, Kyle Van Pelt talks with Mitch Hamer. Mitch is the Founder & Lead Advisor at Intersecting Wealth, where he partners with families to navigate their financial lives with clarity and intention. With an approach rooted more in psychology and behavior, Mitch helps clients step back from the things that get far too much attention and focus on the priorities that are often overlooked.

Kyle and Mitch unpack the real alpha inside modern advisory work. They also discuss the challenges of scaling a highly personalized service, the importance of building a multi-generational firm to serve multi-generational clients, and the self-aware entrepreneurial path that focuses on alignment, work-life balance, and finding your own unique way in the industry.

In this episode:

(00:00) - Intro
(01:55) - Mitch's money moment
(03:32) - Mitch's journey from options trading to wealth advisory
(09:16) - Why advisors say planning is everything
(12:08) - The challenges of scaling highly personalized service
(15:38) - What it takes to start an RIA without an established book of business
(22:03) - The difference between a strategist and a technician
(25:40) - How Intersecting Wealth builds a multi-generational firm
(29:35) - The future of Intersecting Wealth
(31:26) - Mitch's take on the future of the financial services industry
(34:27) - Intersecting Wealth's tech stack
(35:34) - Mitch's Milemarker Minute

Key Takeaways

Planning, not returns, is where trust is built. Advisors often feel pressure to deliver higher returns, but most client anxiety comes from uncertainty around spending, legacy, and purpose.
Behavioral insight is a real advisory skillset. Advisors who understand behavior, fear, emotion, and decision-making are positioned to add more value than technical portfolio expertise alone.
Don't confuse activity with value. Spending too much time on complex, non-scalable technical work can prevent growth. Realize that your greatest contribution might be in the human element, the listening, strategizing, and having hard conversations with clients.

Quotes

"I realized that the value-add was the conversations away from investments. And that's the reason why I ended up doing really deep advanced planning across the financial planning spectrum." ~ Mitch Hamer

"When you're sitting across from a family, and you're starting to unpack what they're trying to accomplish or what makes them nervous, it's often verbalized as 'I'm uncomfortable with risk'. But what I'm seeing them verbalize is 'I don't really know what my plan is.’” ~ Mitch Hamer

"You can't overlay tech on trust. It's not going to be a tech platform that moves advisors over. It's going to be a service model that wins them." ~ Mitch Hamer

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How to Build a Firm That Outlasts You with Tyson Ray

Tue, 20 Jan 2026 08:00:00 -0000

Episode 128: This week, Kyle Van Pelt talks with Tyson Ray, CEO, Founding Partner, and Senior Wealth Advisor at FORM Wealth Advisors. Tyson helps financial advisors exit their businesses with clarity, confidence, and no regrets. He's been recognized as a Forbes Best-in-State Wealth Advisor, AdvisorHub Advisors to Watch, and Barron's Top 1200 Advisor.

Kyle and Tyson discuss what it takes to build a successful wealth advisory practice that balances growth, client care, and community impact. Tyson shares the strategies, leadership mindset, and values that have guided his career to success. He also discusses his SPACE (See, Prepare, Act, Commit, Exit) framework, which reveals how advisors can exit their practice confidently and fully compensated, while keeping their clients' interests first and foremost.

In this episode:

(00:00) - Intro
(02:12) - Tyson's money moment
(05:48) - Valuable lessons Tyson learned during the early stages of his career
(07:26) - How to build a career that lasts a lifetime
(10:23) - The power of structure, boundaries, and accountability in scaling a firm
(13:51) - The SPACE framework
(21:29) - The importance of building a multi-generational team
(30:07) - How Tyson finds and trains his team members
(32:52) - Why you should “never enter data twice”
(34:59) - Tyson's outlook on the future of the industry
(40:36) - Tyson's Milemarker Minute

Key Takeaways

Great leadership begins with humility. The best leaders don't pretend to have all the answers. They listen, learn, and grow alongside their teams.
Don't let fear define your future. If you know a change is necessary for growth, don't let fear hold you back from what is ultimately the right thing for your firm's long-term health and your own personal well-being.
Invest in the next generation of advisors. Intentionally recruit and mentor younger team members to build a truly multi-generational firm—one where clients feel confident their advisor won’t retire before they do, and where modern, responsive service comes naturally.
Make space for succession. You cannot effectively plan for your future or your firm without intentionally creating the time and mental room to do it. The succession process is not just about selling or retiring; it's about seeing a vision, committing to the necessary actions, and exiting with confidence and purpose.

Quotes

"You can't let fear prevent you from doing what's right." ~ Tyson Ray

"The reason most of us don't do planning for ourselves is that we don't create the space to do it." ~ Tyson Ray

"How to build your business is to hire caretakers of what you've built to free you up, because most likely, you are the rainmaker." ~ Tyson Ray

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Operating System Behind Scalable Advisory Firms with Matt Regan

Tue, 13 Jan 2026 08:00:00 -0000

Episode 127: This week, Kyle Van Pelt talks with Matt Regan, President at Wealthcare. With more than two decades in the financial services industry, Matt has helped build several transformative business models, including launching the retail brokerage and OpenIPO system at WR Hambrecht+Co. His work has consistently focused on scaling world-class organizations with a strong commitment to the client experience.

Kyle talks with Matt about building scalable, sustainable advisory businesses at the intersection of technology and operations. Matt shares his journey into wealth management, the evolution of Wealthcare from planning software to a full-service platform, and how standardized systems drive organic growth and enterprise value. They dive into affiliation models, M&A strategy, talent challenges, and the future of advice in an AI-driven world—especially for emerging advisors and smaller clients.

In this episode:

(00:00) - Intro
(02:44) - Matt's money moment 0.
(03:58) - Wealthcare's origin story
(06:20) - Wealthcare's affiliation model
(12:24) - Common pitfalls in M&A
(14:04) - The talent gap and finding Gen 2 successors
(15:33) - Matt's thoughts about the future of M&A
(19:34) - What it takes to build a firm from $0 to $100M in today's market
(22:47) - The role of AI in serving HENRYs (High Earners, Not Rich Yet)
(26:50) - Why soft skills are the new hard currency
(28:27) - Matt's outlook on the future of the industry
(32:37) - Matt's Milemarker Minute

Key Takeaways

Standardization creates enterprise value. A repeatable operating system is what turns an advisory practice into a real business. Consistency across planning, investments, client service, and operations becomes your biggest growth lever.
Tech-enabled platforms only matter if the tech actually supports the advisor's workflow. A true tech platform is not a stack of tools. It's a single operating system that connects planning, investments, trading, and service in one experience.
"Date before you marry" might be the future of advisor M&A. Affiliation provides an opportunity for advisors to integrate systems, see the culture, and test-fit a partner long before selling the firm. It reduces regret and increases alignment.
Not every acquisition is a good acquisition. Great M&A means buying businesses you can meaningfully improve.

Quotes

"What the founder of this firm preached was that you should do things in a very systematic, repeatable way. It's the only way you scale. It's the only way you grow organically." ~ Matt Regan

"[Being a financial advisor] takes an incredible amount of resilience and aggressive dedication to building a business. And it's not for the faint of heart." ~ Matt Regan

"Progress empowers the people who work for us here and creates career paths and a valuable professional life for Wealthcare's employees. I care deeply about the people who work here. And I want to see them not only succeed financially, but become happy people." ~ Matt Regan

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Scaling White-Glove Client Experiences with Sarah Simmer

Tue, 06 Jan 2026 08:00:00 -0000

Episode 126: This week, Kyle Van Pelt talks with Sarah Simmer, Partner and Senior Wealth Advisor at Heritage Wealth Advisors. Sarah delivers customized wealth management and tax planning services to individuals and families, with a special focus on multi-generational households.

Sarah talks with Kyle about what world-class client experience truly requires, especially for ultra-high-net-worth families. She shares the tactical side of scaling a white-glove firm, highlighting the importance of rigorous client segmentation, the courage to have difficult fee conversations, and how to use data to determine exactly who you should and shouldn't be serving.

In this episode:

(00:00) - Intro
(03:10) - Sarah's money moment
(06:11) - How Sarah's mother influenced her career in wealth management
(09:13) - How an auditor's mindset translates to serving high-net-worth families
(10:30) - What client experience means for ultra-high-net-worth families
(13:16) - How Sarah uncovers and manages client expectations
(17:55) - Why proactively discussing fees can reinforce value
(22:46) - How Heritage scales white-glove service to ultra-high-net-worth clients
(30:03) - How a scaled white-glove service feels personalized
(34:08) - Sarah's outlook on the future of the financial services industry
(36:22) - Sarah's Milemarker Minute

Key Takeaways

Client experience is not a deliverable. It's the whole relationship. The client's perception is the reality. Leaders need a consistent feedback loop to ensure the experience matches the intent.
Audit-trained minds bring hidden superpowers. Learning how to learn quickly and diagnose problems is often more valuable than specific industry knowledge.
Don't fear the fee conversation. While many leaders shy away from this topic, proactively raising it allows you to realign expectations. If the client hesitates on the fee, it's an immediate signal that there is a disconnect in the perceived value of the service being delivered.
Providing white-glove services at scale requires a personalized approach. White-glove service feels impossible to scale unless you define exactly who fits in which bucket.

Quotes

"At the end of the day, we're a people business, so the client's experience is their reality. We can think we're doing a fantastic job, but if the client has a terrible experience through all of it, we're not going to stay in business." ~ Sarah Simmer

"If you believe in the value you're providing to your clients, you shouldn't be scared to check in with them on how that fee feels." ~ Sarah Simmer

"If we can focus on making the information and the story we're trying to get to the client more aligned with the types of experiences they enjoy, that's the goal." ~ Sarah Simmer

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Why Wealth Tech Still Feels Broken

Tue, 30 Dec 2025 08:00:00 -0000

Episode 125: In this special New Year's 2025 episode, Kyle Van Pelt brings together four standout voices to explore why wealth technology still feels broken—and what actually fixes it. Jeremy Nelson explains how rising client complexity demands centralized planning and operational tech that can truly scale. Art Ambarik shares how fragmented data and poor transitions create bottlenecks that distract advisors from clients. Kylie Felker shows how efficient systems make room for unreasonable hospitality and deeply human service. And Terry Parham Jr outlines how impact, efficiency, and effectiveness improve when firms own and streamline their data. Together, these conversations reveal how better integration—not more tools—is the path forward.

In this episode:

(00:00) – Intro
(00:30) – Jeremy Nelson on rising client complexity and why centralized tech is essential for scale
(03:25) – Art Ambarik on data bottlenecks, advisor transitions, and removing operational friction
(08:30) – Kylie Felker on using efficient systems to create unreasonable hospitality for clients
(15:30) – Terry Parham Jr on evaluating wealth tech through impact, efficiency, and effectiveness

Links

Jeremy on LinkedIn: https://www.linkedin.com/in/jeremy-my-element-wealth/
Element Wealth: https://myelementwealth.com/
Art Ambarik on LinkedIn: https://www.linkedin.com/in/arthur-ambarik-cfp%C2%AE-75359457/
Perigon Wealth Management: https://www.perigonwealth.com/
Kylie Felker on LinkedIn: https://www.linkedin.com/in/kyliekotowskifelker/
Foster Victor Wealth Advisors: https://fostervictor.com/
Terry Parham Jr on LinkedIn: https://www.linkedin.com/in/tepjr/
Innovative Wealth Building: https://innovativewealthbuilding.com/

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

What It Takes to Build the Next Generation of Talent

Tue, 23 Dec 2025 08:00:00 -0000

Episode 124: In this special Christmas 2025 episode, Kyle Van Pelt brings together four standout voices to explore what it takes to identify, attract, develop, and retain the next generation of talent. Daniel Spurgeon shares how firms can spot potential early and create intentional career pathways instead of reactive hires. Kristen Oziemkowski explains what today’s young professionals are really looking for—and how purpose, culture, and clarity drive attraction. Eric Kittner highlights the power of mentorship, in-person learning, and real responsibility in developing talent. And Matt Matrisian makes the case that long-term growth, trust, and investment are essential to retention. Together, these conversations offer a practical roadmap for building teams that thrive well into the future.

In this episode:

(00:00) - Intro
(00:54) – Daniel Spurgeon on identifying potential early and building intentional career pathways
(07:32) – Kristen Oziemkowski on attracting young professionals through purpose, culture, and clarity
(16:53) – Eric Kittner on developing the next generation through mentorship and real responsibility
(24:52) – Matt Matrisian on retaining talent by investing in growth, trust, and long-term vision

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How Planning Drives Better Investment Decisions with Tim Thomas

Tue, 16 Dec 2025 08:00:00 -0000

Episode 123: This week, Kyle Van Pelt talks with Tim Thomas, Chief Investment Officer and Wealth Manager at Badgley Phelps Wealth Managers. Tim joined Badgley Phelps in 2008 and brings more than two decades of experience in financial planning and portfolio management. He specialized in security analysis and selection, portfolio construction, asset allocation, and alternative investments.

Tim shares with Kyle about the mechanics of modern portfolio construction. He discusses why the financial plan must be the north star for investment strategy, how to navigate the noisy and rapidly democratizing world of alternative investments, and how AI is changing the backend of advisory work without replacing the human connection.

In this episode:

(00:00) - Intro
(01:33) - Tim's money moment
(02:57) - Marrying financial planning with investment strategy
(03:56) - How investing has changed over time
(06:18) - The rise in alternative investments
(09:55) - Understanding alts as more than one asset class
(16:24) - How Badgley Phelps helps clients navigate the nuances of alts
(18:27) - Managing M&A and the acquisition of Marshall & Sullivan
(21:45) - How Badgley Phelps approaches holistic planning
(23:40) - Tim's thoughts about the future of the industry
(27:25) - Tim's Milemarker Minute

Key Takeaways

Planning is a strategy. Investments are implementation. The most effective portfolios are built after the cash flow model is complete. By understanding the client's lifestyle needs and success rates first, you can determine the specific hurdle rate required to achieve their goals.
Democratization of alts is exciting, but operational risk is real. Alternative investments are booming, but they shouldn't be added to a portfolio just because they are trendy or accessible.
Customization beats cookie-cutter strategies. Whether it's equities, fixed income, or alts, thoughtful leaders build client portfolios around client-specific needs — income, growth, risk tolerance, or liquidity — instead of defaulting to one-size-fits-all recommendations.
The quarterback model vs. the generalist. There is a massive industry push to bring tax, legal, and estate planning in-house. Sometimes, building a bespoke team of external experts serves the client better than a one-size-fits-all internal department.

Quotes

"Planning has really come to the forefront, and the investments are critically important because that is the implementation of the plan. But the planning has definitely risen in prominence, and it has a much bigger role than it used to." ~ Tim Thomas

"It's just incredible to see how fast alts have grown in prominence and how big an allocation they're getting in portfolios these days. We're missing out on some opportunities by not having them." ~ Tim Thomas

"When you think about technology, computers are really good at crunching a lot of data, sorting, and solving a lot of different things at the same time. What they can't replace is that conversation with a client." ~ Tim Thomas

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Beyond Referrals: Transforming Advisor Growth with Eden Ovadia

Wed, 10 Dec 2025 08:00:00 -0000

Episode 122: This week, Kyle Van Pelt talks with Eden Ovadia, Co-Founder of FINNY. Before FINNY, Eden worked on the private equity team at Boston Consulting Group, where she advised on major M&A deals across the wealth management space. Driven by her background in AI and engineering, and inspired by the wealthtech industry's shifting dynamics, Eden co-founded FINNY to help advisors build predictable, personalized, and tech-enabled organic growth engines.

Eden discusses why the wealth management industry is ripe for innovation and disruption. She also shares why referrals are no longer enough to drive organic growth, and how FINNY rewrites the marketing playbook using machine learning to create hyper-personalized, high-propensity matches between advisors and prospects.

In this episode:

(00:00) - Intro
(02:18) - Eden's money moment
(04:12) - Innovation in wealth management
(07:28) - Why referrals are no longer enough to grow organically
(09:25) - How FINNEY rewrites the traditional marketing playbook
(16:16) - The power of niching and segmentation in organic growth
(18:14) - Introducing the F-score: FINNY's proprietary machine learning algorithm
(22:56) - What it takes to build an advisor-first tech stack
(24:18) - FINNY's future goals
(25:39) - FINNY's outlook on the future of the wealth management industry
(28:51) - Eden's Milemarker Minute

Key Takeaways

Referrals are great. But they're no longer enough to grow organically. Referrals are a linear expansion tied to an advisor's personal time and energy. True scalability requires building an engine that works in the background for you.
Consumer behavior has changed. Your growth strategy should, too. The next generation of clients shops for everything digitally, including financial guidance. They expect personalized, tech-enabled experiences.
Niche and segment. The firms breaking out from the pack are the ones that define exactly who they serve. Not "retirees," but "retirees selling a dental practice." Not "business owners," but "HVAC operators with succession on their minds." Precision builds trust, and trust accelerates conversion.
Organic growth must become intentional and operationalized. The fastest-growing firms don't stumble into growth. They measure it, build systems for it, and treat it with the same seriousness as investing or planning. Growth becomes predictable when it becomes part of your operating rhythm.

Quotes

"Referrals will always be king. The problem with referrals is that they grow with every advisor's time, energy, and resources. It doesn't scale exponentially. It scales with your time and money" ~ Eden Ovadia

"If you're an advisor who wants to build a generational business, you need to start building and investing effort in creating a growth engine, because referrals will decline year over year." ~ Eden Ovadia

"If you believe that there's going to be a lack of a hundred thousand advisors in the near future, we view FINNY as the tool that can serve as the optimization layer between the supply of financial advisors and the demand for financial advice." ~ Eden Ovadia

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Connecting Advisors and Investors to the Innovation Economy with Mark Buffington

Tue, 02 Dec 2025 08:00:00 -0000

Episode 121: This week, Kyle Van Pelt talks with Mark Buffington, CEO at BIP Capital and Managing Partner at BIP Ventures. Since founding BIP Capital, Mark has helped shape the firm into one of the most active and respected investment brands outside Silicon Valley. He’s also spearheaded several of its most forward-thinking initiatives, from a private-equity Evergreen BDC to a proprietary deep-data AI platform and a Performance Engineering framework built to create category-leading companies and deliver premium exits.

Mark and Kyle explore what it takes to build a wealth advisory practice that blends growth, service, and innovation. Mark explains the regulatory and educational hurdles that have historically kept most individuals at arm’s length from the innovation economy—and the unconventional solution BIP created to bridge that gap. He also breaks down how BIP adapted “performance engineering” principles from its tech portfolio to transform business culture and fuel record-breaking growth in the wealth management space.

In this episode:

(00:00) - Intro
(02:30) - Mark's money moment
(08:50) - Why individuals struggle to access private markets
(15:08) - How BIP connects investors to alternative and private market opportunities
(23:32) - Bringing “performance engineering” into BIP’s business strategy
(27:46) - The challenge of building a sales culture on top of a service culture
(31:43) - The internal and external tech stack powering BIP’s growth
(37:15) - Mark’s outlook on the future of financial services
(43:16) - Mark's Milemarker minute

Key Takeaways

A sales culture can enhance—not replace—service excellence. A strong service-driven culture doesn’t conflict with growth. When layered thoughtfully, a disciplined sales and marketing process amplifies the value you deliver while expanding your firm’s reach.
The traditional advisory value proposition isn’t enough. As the industry becomes more complex and competitive, simple asset allocation or basic planning won’t consistently attract or retain clients. Advisors need differentiated value supported by expertise, technology, and innovation.
Technology is a strategic advantage when you control it. Building or owning your tech and data enables better decisions, stronger efficiency, and a better client experience—especially as AI accelerates what’s possible.
Innovation removes structural barriers. Regulation, access limitations, and operational friction often hold back growth. Firms that find creative ways to overcome those barriers can separate themselves from competitors and unlock new opportunities.

Quotes

"The market shifted. Traditional advisors that provide basic asset allocation and some basic planning are not enough to win and keep business consistently." ~ Mark Buffington

"In a world where advisors are increasingly under competitive pressure, how do we give them an advantage? Technologically, with AI and with private market products, and in ways that integrate with their workflows." ~ Mark Buffington

"We are in the advice business, but we're also in the worry elimination business. The real value to individuals with complex lives, who are raising kids and trying to manage their own careers, is to take that worry and concern off their plates." ~ Mark Buffington

Links

Connect with our hosts

Subscribe and stay in touch

Building a Tech Stack That Scales With Your Firm

Tue, 25 Nov 2025 08:00:00 -0000

Episode 120: As firms enter strategic planning season, Kyle Van Pelt brings together the strongest technology insights from four standout leaders. Nelly Mubashi explains the operational realities of supporting multiple advisor-selected platforms. Carrie Delgott highlights why consolidation into a unified stack unlocks collaboration and efficiency. Phillip Hamman shares how long-term planning and thoughtful automation free advisors to deliver “unreasonable hospitality.” And Michael Batnick offers a candid look at integration frustration inside a hyper-growth firm. Whether you’re expanding advisor choice or tightening your stack, this episode clarifies what it takes to build a scalable, integrated tech ecosystem that truly serves your team.

In this episode:

(00:00) - Intro
(00:54) - Nelly Mubashi on supporting advisors across multiple platforms like Tamarac and Orion
(05:01) - Carrie Delgott on why aligning the firm around one tech stack drives efficiency and collaboration
(07:14) - Phillip Hamman on using technology to free up advisors and deliver “unreasonable hospitality”
(12:04) - Michael Batnick on the challenges of selecting tools that integrate well in a fast-growing firm

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Mastering the Quarterback Role for Clients with Eric Kittner

Tue, 18 Nov 2025 08:00:00 -0000

Episode 119: This week, Kyle Van Pelt talks with Eric Kittner, CEO and Chairman of the Board at Moneta Group. Eric began his career at Arthur Andersen and RubinBrown before joining Moneta in 2003. Since becoming Managing Partner in 2018, Eric has led Moneta through a period of remarkable growth, expanding from a single Midwest office to multiple national markets and more than doubling its AUM.

Eric talks with Kyle about Moneta's comprehensive service model and how they've operationally mastered the 'quarterback' role for clients. He also shares the firm's geographic growth strategy and the importance of in-office culture for developing the next generation of advisors. From tax strategy to tech adoption to developing next-gen talent, Eric reveals what it really takes to grow a firm that never loses its human touch.

In this episode:

(00:00) - Intro
(03:11) - Eric's money moment
(05:33) - Lessons from Arthur Andersen: culture, training, and crisis opportunity
(08:10) - How tax strategy shapes Moneta’s approach to serving clients
(09:09) - Building a truly comprehensive service model
(11:39) - Why Moneta has never taken private equity money
(13:43) - Moneta's intentional growth strategy: Go deep, not wide
(16:16) - What makes a perfect cultural and business fit for Moneta partnerships
(20:50) - Growing next-gen talent through flexibility and connection
(25:11) - Recruiting vs. developing future advisors
(30:30) - How Moneta leverages technology
(33:40) - The biggest tech drag on the advisor experience
(36:31) - Eric’s outlook on the future of wealth management
(40:57) - What makes one RIA different from another
(44:01) - Eric's Milemarker Minute

Key Takeaways

Independence is not just a label—it's a mindset. Whether you're solo or part of a large firm, true independence comes from making decisions that align with your clients' best interests, not outside pressures or short-term gains.
Culture is a foundation. Processes and tech can be copied. Culture can't. The way your team behaves when no one's watching determines how clients experience your firm.
Intentional growth leads to sustainable success. It's easy to chase expansion or new tech for the sake of momentum. The best leaders grow deliberately, aligning every move with purpose, people, and long-term vision.
Technology should create time. Use tools that simplify and elevate human connection, not replace it. The future of advice belongs to firms that blend empathy with efficiency.

Quotes

"To us, culture is not a mythical figure. Culture is the total of your behavior on a day-to-day basis." ~ Eric Kittner

"We've been very intentional about doing what we do really well, being that quarterback, providing that advice, and coordinating the resources." ~ Eric Kittner

"The title on your business card is what it is. When a client reaches out to you, that's when you are their advisor." ~ Eric Kittner

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Bringing Humanity Back into Retirement Planning with Jason Weaver

Tue, 11 Nov 2025 08:00:00 -0000

Episode 118: This week, Kyle Van Pelt talks with Jason Weaver, Managing Partner of Weaver Consulting Group. With nearly three decades of experience in the financial services industry, Jason leads with a people-first philosophy rooted in mentorship, emotional intelligence, and community.

Kyle and Jason unpack why financial planning today requires more than performance charts and retirement projections. Jason describes his mentorship-first approach to helping young people break free from the instant gratification of sports gambling and develop healthier, long-term investing habits. By fostering in-person community, accountability partnerships, and meaningful client events, he’s building trust and transformation that lasts beyond market cycles. Their conversation highlights how true advisory work is ultimately about alignment—connecting money with personal values, emotional well-being, and the relationships that support growth across a lifetime.

In this episode:

(00:00) - Intro
(00:50) - Jason's money moment
(04:11) - The rise of sports gambling and its impact on young investors
(08:03) - How Jason helps teens shift from gambling to investing through mentorship
(12:32) - Jason’s five core beliefs and how they shape behavior and financial decisions
(17:10) - Why in-person community is essential for trust and transformation
(19:24) - Bringing humanity back into retirement planning
(21:52) - Balancing tech and touch: using digital tools to deepen relationships
(24:08) - Inside the Weaver Consulting Group tech stack
(27:39) - Jason’s outlook on the future of the financial services industry
(30:04) - Jason's Milemarker Minute

Key Takeaways

Real financial planning is about people, not products. Numbers and strategies matter, but lasting transformation happens through human connection. Advisors create the most impact when they understand clients’ values, emotions, and identity—not just their balance sheets.
Short-term dopamine behaviors can derail long-term wealth. Sports gambling and similar instant-gratification habits literally retrain the brain. Helping young people shift from betting to investing starts with awareness, accountability, and a supportive community.
In-person relationships build trust that technology cannot replace. Face-to-face conversations, shared experiences, and community events deepen connection and reinforce healthy financial mindsets. Digital tools can support—but never substitute—the human element.
Use technology as an amplifier, not a replacement for advisory work. Tech should simplify workflows, enhance communication, and provide clarity—not create more noise. The most effective firms pair smart systems with authentic, values-driven guidance.

Quotes

"We individualize the planning experience and then educate people to understand the strategies we've chosen together to make sure that we can help them have a wonderful life." ~ Jason Weaver

"People don't want just a plan. They want alignment between their money, their values, and their well-being." ~ Jason Weaver

"Invest in yourself first. At the end of the day, your greatest return is yourself." ~ Jason Weaver

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Finding the Perfect Partner: Culture and Data in M&A with Jacqueline Martinez

Tue, 04 Nov 2025 08:00:00 -0000

Episode 117: This week, Kyle Van Pelt talks with Jacqueline Martinez, Managing Partner at Alaris Acquisitions. Previously part of United Capital's M&A team, Jacqueline contributed to $10.5B in acquisitions before the firm's 2019 sale to Goldman Sachs. Now at Alaris, she and her team have closed more than 50 deals with leading wealth management firms. Recognized for her leadership in culture-first M&A, Jacqueline was named M&A Executive of the Year in Wealth Solutions Report's Pathfinder Awards and honored among WealthManagement.com's "Ten to Watch" in 2025.

Kyle and Jacqueline discuss what makes a truly successful merger or acquisition in the wealth management industry. Jacqueline unpacks how data, AI, and cultural alignment can make or break a deal, why emotional intelligence matters as much as financials, and what sellers can do to ensure they're choosing the right partner for the next chapter of their business.

In this episode:

(00:00) - Intro
(01:44) - Jacqueline's money moment
(04:02) - United Capital's secret to success
(06:51) - The psychology of finding the right buying partner
(09:19) - Inside Alaris Lens
(12:41) - How to vet potential buyers
(14:46) - How Alaris Lens can help find the right culture fit for companies
(20:40) - How to verify a buyer's promises and programs
(23:25) - How to handle 'cold feet' moments during the sales process
(27:36) - The role of the seller's current tech stack in a deal's success
(31:50) - The impact of having centralized data in the valuation of a firm
(33:22) - Jacqueline's outlook on the future of the industry
(34:45) - Jacqueline's Milemarker Minute

Key Takeaways

Focus on alignment points, not just price. The best partnerships start when both sides clearly define what they want — from deal structure to future vision — long before the negotiation table.
Data brings clarity. Matching firms based on quantifiable factors reduces surprises later. Data-driven fit creates long-term success.
Prepare emotionally, not just financially. Every deal comes with "freak-out moments." Knowing they're normal and working through the fears helps avoid walking away from a great opportunity.
Ask the hard questions — twice. Sellers need to verify every promise made by potential buyers. Ask for data. Talk to past partners. Consistency in answers reveals the truth.

Quotes

"Every conversation or piece of information that you're sending to a buyer is like a constant evaluation of the risk of your business." ~ Jacqueline Martinez

"Everyone says cultural fit, but what does that really even mean? If the buyer aligns well with the seller's needs, that's a much better foundation for exploring the cultural fit." ~ Jacqueline Martinez

"It's important when you're running your business to make better decisions throughout the journey. Particularly in a sales process. There's always a risk evaluation that's happening, and you want to appear as organized and professional as possible and deliver the data people are asking for." ~ Jacqueline Martinez

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How Powerful Data Can Supercharge Organic Growth with Matt Reed

Tue, 28 Oct 2025 07:00:00 -0000

Episode 116: This week, Kyle Van Pelt talks with Matt Reed, Chief Revenue Officer at Powerlytics. Matt brings 20 years of wealth management experience to Powerlytics, including leadership roles at Skience, eMoney Advisor, and Brightscope | ISS. At Powerlytics, Matt oversees the sales and marketing teams and leads the company's revenue-generation strategy and execution.

Matt talks with Kyle about the power of data in driving organic growth. He explores the struggle of finding the right target and why “who and where” matter in prospecting. Matt also shares how Powerlytics' data-driven targeting and wealth platform can help find the next ideal client, define the Ideal Client Profile (ICP), and tailor outreach for maximum effectiveness.

In this episode:

(00:00) - Intro
(01:53) - Matt's money moment
(04:08) - The struggle for organic growth
(08:13) - The “who” and the “where” of prospecting
(10:36) - How Powerlytics' TrueWealth platform works
(15:54) - Using data to target specific niches
(17:45) - Using Powerlytics as a solo advisor or marketing team
(20:49) - Where Powerlytics sits in the wealth-tech ecosystem
(24:02) - Matt's outlook on the future of the industry
(26:15) - Matt's Milemarker Minute
(29:40) - The Crohn's & Colitis Foundation

Key Takeaways

Define the right targets, not just any targets. It isn't enough to cast a wide net. Identify your ideal client profile and use data to locate and reach them.
Build organic growth the "Moneyball" way. Rather than always buying growth (firm acquisitions, big sponsorships), focus on smarter internal growth by leveraging data, analytics, and repeatable processes.
Use rich data for smarter prospecting. Many firms struggle with finding the who and the where of opportunity. Use unique data sets to fine-tune your target list.
Know your role in the stack. If you partner with data providers, lead-gen platforms, and tech tools, be clear about what you bring and how it complements the rest of your stack. Not every tool needs to do everything.

Quotes

"The right decisions based on the right analytics can be successful." ~ Matt Reed

"The thing that makes us unique is that we have income and assets for every consumer in the United States. That has been proven to be very valuable in targeting and prospecting," ~ Matt Reed

"Marrying our rich data set of income and assets, and providing that to a marketing database, is what we're calling the true wealth platform." ~ Matt Reed

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How SEIA Empowers Advisors to Succeed with Matt Matrisian

Tue, 21 Oct 2025 07:00:00 -0000

Episode 115: This week, Kyle Van Pelt talks with Matt Matrisian, President of Signature Estate & Investment Advisors (SEIA). Matt is a pioneer in transforming the delivery of financial advice. His career has focused on simplifying the financial services industry, supporting its evolution, and enhancing the value to advisors. He believes the best investment outcomes begin with advisor-centric tools and capabilities that wrap around investors' needs. Matt's appointment as President of SEIA represents the culmination of a three-decade journey dedicated to reimagining how wealth management firms can scale with purpose while preserving the personal touch that defines the client experience.

Kyle and Matt discuss how SEIA builds a platform that enables advisors to thrive. From transitioning independent contractors to equity partners to driving double-digit organic growth, Matt reveals how the firm empowers advisors with infrastructure, flexibility, and support. Matt also talks about the race for talent in the industry and how firms should develop the next generation of advisors to sustain future growth.

In this episode:

(00:00) - Intro
(02:14) - Matt's money moment
(04:08) - SEIA's founding and growth trajectory
(08:17) - Making the move from 1099 to W-2 advisors seamless
(12:18) - Understanding the advisor lifecycle
(14:04) - The role of Signature Investment Advisors (SIA) in the industry
(15:51) - Should larger firms become their own TAMPs or asset management arms?
(19:43) - How outsourcing can accelerate growth
(25:19) - Delivering value that justifies the cost
(27:15) - The race for talent: The importance of developing G2 and G3 talent
(31:29) - How SEIA leverages technology
(34:17) - How SEIA utilizes the power of AI
(36:38) - Matt's outlook on the future of the industry
(39:29) - Matt's Milemarker Minute

Key Takeaways

Growth requires structure, not just ambition. Success stems from clear systems—shared equity, technology, and culture—that give advisors both autonomy and stability.
Outsourcing drives exponential growth. Advisors who outsource investment management and back-office operations free up valuable time to focus on relationships, growth, and client experience.
Know your "why" behind growth. Growth isn't about chasing numbers. It's about serving more families who need financial guidance, while creating space for advisors to live fuller lives.
Invest in G2 and G3 talent. To ensure long-term sustainability, firms must have a structured career ladder and a pathway for young talent to grow, get licensed, and eventually become equity partners. Actively recruiting and nurturing the next generation is essential in the industry's "race for talent."

Quotes

"I envision SEIA as always being a dual affiliation model. We will always have W-2 and 1099 advisors. We want to give the best of both worlds to advisors, and how they want to affiliate with us." ~ Matt Matrisian

"To provide that flexibility and eliminate the swivel-chair experience of advisors having to go across multiple platforms, to give them a technology platform that integrates everything and consolidates into a data lake solution, and to surface their assets regardless of the platform or investment vehicle used for advice to digest and monitor, that's where we need to be spending our time." ~ Matt Matrisian

Links

Connect with our hosts

Subscribe and stay in touch

Turning Complexity into Opportunities: Inside Holistiplan's Tax Planning Program with Torie Happe

Tue, 14 Oct 2025 07:00:00 -0000

Episode 114: This week, Kyle Van Pelt talks with Torie Happe, Head of Partnerships at Holistiplan. Torie began her career at LPL Financial, where she managed new accounts, led RIA conversions, and developed new operational procedures. In 2016, Torie transitioned into fintech at Riskalyze. She later held leadership roles at FIX Flyer and Onramp Invest before joining Holistiplan in 2022 as Head of Partnerships.

Kyle and Torie discuss how Holistiplan enables advisors to turn complex tax returns into clear, actionable plans. Torie also discusses the difference between tax planning and tax advice, how firms can bridge that gap, and where Holistiplan seamlessly integrates into an advisor's tech stack. Torie also talks about Holistiplan's academic program, which provides hundreds of students with free access to the firm's award-winning software and a certification course to enrich their curriculum and credentials.

In this episode:

(00:00) - Intro
(02:18) - Torie's money moment
(06:16) - How Holistiplan has gone viral in the fintech space
(08:04) - Making taxes simple and meaningful for clients
(10:03) - The difference between tax planning and tax advice
(11:40) - How advisors use Holistiplan alongside other tools
(15:55) - Holistiplan's academic program
(19:49) - Torie's outlook on the future of the industry
(22:09) - Torie's Milemarker Minute

Key Takeaways

Simplicity wins. Magic happens when you make complex financial concepts simple enough for clients to actually understand and engage with.
Use technology as a bridge, not a barrier. Fintech tools like Holistiplan are there to enhance advisor-client relationships, not replace them.
Plan first, execute second. Tax planning lays out the "what-ifs." Tax advice executes the "what now." Small firms can thrive by focusing on that planning layer before involving a CPA.
AI is powerful, but people are irreplaceable. While AI can streamline workflows, clients will still want authentic, face-to-face interaction with their advisors.

Quotes

"We took something really complicated (tax) and made it really simplistic for an advisor to understand." ~ Torie Happe

"Tax planning is really just planning for your life. What are you doing with every dollar you've spent or will spend this year? The tax advice piece is that execution piece, and that's where you're going to your tax professional to execute on the plan that your advisor has built." ~ Torie Happe

"Clients actually want to talk to a human. You're dealing with their everyday money and their lifestyle. They don't want to just be automated into whatever email campaigns or text messages you're going to send out." ~ Torie Happe

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Holy Grail of RIAs: Why Organic Growth Matters Most with John Bunch

Tue, 07 Oct 2025 07:00:00 -0000

Episode 113: John Bunch, CEO of Allworth Financial. With over 30 years in financial services, John has guided firms through big transitions, from founder succession and acquisitions to private equity cycles and scaling operations, while preserving their culture.

This week, Kyle talks with John about leading Allworth into its third generation. John reflects on lessons from Schwab and other founder-led firms, and how Allworth is balancing organic growth with strategic acquisitions. He explains the importance of culture, integration, and advisor support, while also detailing the firm’s investments in tax services and AI innovation. From client-centric models to the future role of advisors as coaches, John offers an inside look at building enduring growth in a rapidly changing RIA landscape.

In this episode:

(00:00) - Intro
(02:11) - John's money moment
(04:07) - Allworth's third-generation growth strategy: Evolve, Elevate, and Execute
(04:51) - The holy grail of financial services
(07:04) - Allworth's organic growth strategy
(09:29) - John's growth mindset
(12:29) - What it's like to work with industry legends
(16:09) - Why RIAs are moving into tax services
(19:10) - The power of specialized teams
(22:02) - How Allworth manages multiple tech stacks
(24:16) - Allworth's approach to AI adoption
(28:31) - John's thoughts about the future of the industry
(30:35) - John's Milemarker Minute

Key Takeaways

The holy grail in this industry is organic growth. Acquisitions help, but building scalable, client-centered growth engines is what drives long-term value.
Don't focus on what you spend on growth. Focus on the payback. If a channel is working, invest more in it. A supportive board will always back a strategy with a good return on investment.
Be a "fiduciary to their dreams." When acquiring a founder-led firm, respect their legacy and understand that they built the business to help people. Frame the future as a partnership and be willing to adopt the best ideas, regardless of where they come from.
Embrace AI now or get left behind. Firms that fail to strategically adopt AI will be at a disadvantage. Start experimenting and integrating it into your operations, from client service to advisor dashboards, and see how it can help you get more insights.

Quotes

"The holy grail in this industry is organic growth. That's what drives valuations. And if you get that right, you're building a scalable business for the future." ~ John Bunch

"If you're not willing to evolve your business and elevate how you meet with your clients, you're going to be in a bit of trouble. The winners in the long term in this industry are going to be the folks who can grow organically." ~ John Bunch

"Advisors will be more like counselors and coaches on a wide variety of things than they will be on experts on cash flow or investments. And the firms that actually help their advisors move in that direction are going to be the winners." ~ John Bunch

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Playbook Behind the Fastest-Growing RIA in History with Jason Wenk

Tue, 30 Sep 2025 07:00:00 -0000

Episode 112: This week, Kyle Van Pelt talks with Jason Wenk, Founder and CEO of Altruist. Jason has lived and breathed the financial services industry over the last 20 years as a financial advisor, investment systems developer, analyst, and founder.

Jason shares his journey from humble beginnings to building some of the fastest-growing RIAs. From his early days at Morgan Stanley to pioneering digital marketing for his own RIAs, Jason discusses the innovations that led to the founding of Altruist. Jason also explores the power of content and why social media platforms are today's hub for advisor growth.

In this episode:

(00:00) - Intro
(02:44) - Jason's money moment
(05:21) - From intern to industry disruptor: Jason’s path to building two RIAs
(13:56) - Jason's digital marketing playbook
(17:38) - Where attention is won: YouTube, TikTok, referrals, and more
(25:02) - Why offline marketing still crushes in 2025
(28:05) - The pain points that led Jason to create Altruist
(34:12) - How Altruist is using AI to transform advisor workflows
(43:06) - Jason's Milemarker Minute

Key Takeaways

Leverage digital marketing. Blogging and creating videos on social media build authority and trust.
Play the long game. Social media platforms can drive billions in new business. But when they eventually get crowded, differentiation comes from client experience and outcomes, not just marketing tactics.
Know your audience. AI and SEO shifts may impact younger investors, but retirement-age clients still search the old-fashioned way. Tailor your approach to the people you want to reach.
Consistency wins. Whether it's local seminars, radio shows, or social media content, firms that pick a lane and execute with discipline tend to outpace the rest.

Quotes

"A lot of our fastest-growing advisors are using YouTube as their primary mechanism to be in front of new clients. We have a few who are using social media, so they're active on X, some are heavy on LinkedIn, and we're starting to see some who are actually doing decent volume from TikTok." ~ Jason Wenk

"Our generation is open about how and what we do. We all have an abundance mindset, and we share and love celebrating everybody else's wins." ~ Jason Wenk

"In a world where it'll be nearly impossible to be different and unique based on your content, what you actually deliver will matter a lot more. Driving the best outcomes and the best experience will become a differentiator. " ~ Jason Wenk

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Inside the Growth Engines of America's Top RIAs with Ian Wenik

Tue, 23 Sep 2025 07:00:00 -0000

Episode 111: This week, Kyle Van Pelt talks with Ian Wenik, Editor at Citywire and one of the sharpest reporters covering the RIA space. While many firms rely on market performance to maintain their numbers, Ian sheds light on what truly differentiates the fastest-growing RIAs. From niche strategies and referral networks to the big M&A moves reshaping the industry, Ian shares insights from Citywire's 50 Growers Across America and why organic growth is the real differentiator. He also unpacks the pressures of private equity ownership, the challenges of succession, and what the endgame looks like for mega firms.

In this episode:

(00:00) - Intro
(01:46) - Ian's money moment
(04:01) - What sets the fastest-growing RIAs apart
(07:55) - The future of inorganic growth and M&A trends
(10:45) - The challenges of the IPO market for large RIAs
(17:15) - Why Ian compares the industry to a fancy beach house
(22:06) - Innovative growth programs and strategies
(24:19) - Challenges for America's fastest-growing RIAs
(25:47) - Ian's thoughts about trends and the future of the industry
(31:17) - Ian's Milemarker Minute

Key Takeaways

Organic growth is harder—but more sustainable—than most advisors realize. Many RIAs rely heavily on market appreciation to appear successful, but Ian underscores that true, organic growth takes significant investment and intentional strategy. The fastest-growing firms often succeed by identifying niche markets, building strong referral networks, and developing internal training programs to cultivate talent from within.

Talent is the real differentiator (and how you develop and retain it). In a competitive, consolidating market, your ability to recruit, train, and retain top talent matters more than ever. Firms that provide clear career paths, equity ownership, and operational roles for junior staff—not just rainmakers—will be best positioned for long-term success.

Quotes

"Momentum generates momentum. Deals generate deals. Once you have a track record of being able to integrate a firm, keep clients on board, and keep the advisors happy, you're going to have those bankers who handle sell-side engagements trust you with more deals." ~ Ian Wenik

"What's driving so much of the M&A in the industry right now is time. A lot of the big firms sell because they have succession planning needs. Or if you're already an institutionally-backed firm, you're in the market because you're a private equity owner, and you have an expiration on that play clock." ~ Ian Wenik

"The dirty secret of the RIA industry is that many firms don't grow at all. They don't grow organically. It's the market appreciation that's propping them up." ~ Ian Wenik

Links

Connect with our hosts

Subscribe and stay in touch

Turning Tax Records into Wealth Management Strategies with Kevin Knull

Tue, 16 Sep 2025 07:00:00 -0000

Episode 110: This week, Kyle Van Pelt talks with Kevin Knull, CEO of TaxStatus. With more than 30 years in financial services and fintech, Kevin has led growth and innovation at companies like MoneyGuidePro, YCharts, Symetra Financial, and Hartford Leaders. Throughout his career, he's been dedicated to advancing the industry by helping advisors deliver smarter, higher-quality advice to their clients.

Kevin talks about how TaxStatus leverages access to IRS data to help financial advisors get a complete picture of a client's financial life. He explores the opportunities this presents for organic growth, building relationships with COIs, and providing better, more holistic advice. From his early days in the U.S. Coast Guard to leading FinTech and advisory firms, Kevin shares how his career has been fueled by one mission: delivering better advice and better outcomes.

In this episode:

(00:00) - Intro
(02:01) - Kevin's money moment
(04:42) - Why "better advice, better outcomes" is harder than it looks
(06:15) - How tax data can serve as the foundation for holistic advice
(09:27) - How TaxStatus can access clients’ IRS data
(11:13) - Consent, compliance, and how advisors can use IRS data responsibly
(13:01) - Turning tax data into organic growth opportunities
(16:20) - Partnering with CPAs and COIs through smarter data sharing
(19:16) - The importance of a standardized process for data collection
(24:28) - The role of AI in the future of the industry
(31:22) - Kevin's Milemarker Minute

Key Takeaways

Advice is both an art and a science. Financial planning requires connecting multiple disciplines—tax, investments, estate planning, and risk management—rather than operating in silos.
Start with the source of truth. The IRS holds the most complete financial picture of clients. Leveraging that data helps advisors deliver more accurate, holistic advice.

Organic growth lives with existing clients. The fastest way to grow isn't always new leads. It's uncovering assets, businesses, and properties that clients already have but haven't disclosed.
Data builds trust with COIs. CPAs, attorneys, and other professionals benefit from cleaner, real-time data. Advisors who bring value here strengthen partnerships and referrals.

Quotes

"There's science and there's art to this industry. And unfortunately, because the industry evolved, each discipline is operated separately." ~ Kevin Knull

"The IRS is the source of truth. They have everything. So if you're going to render advice, that's the first place to start." ~ Kevin Knull

"Financial planning, investment advice, and wealth management are art and science. Just like insurance and tax, there's a whole lot of gray. That gray is where firms, advisors, and professionals are going to differentiate themselves." ~ Kevin Knull

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How Entrepreneurs Can Prepare, Plan, and Protect Their Wealth with Tiffany Irving

Tue, 09 Sep 2025 07:00:00 -0000

Episode 109: This week, Kyle Van Pelt talks with Tiffany Irving, Senior Vice President and Wealth Advisor at Mesirow Wealth Management. Tiffany specializes in working with high-net-worth individuals, families, and non-profit organizations by providing comprehensive wealth management advice and customized asset allocation strategies to help them accumulate, grow, protect, and distribute their wealth.

Tiffany shares her work with business owners and her passion for empowering women in finance. From the challenges of working with busy entrepreneurs to navigating wealth transfer and the evolving role of women in financial planning, Tiffany offers valuable insights on preparing, planning, and protecting both personal and business wealth. She also shares her perspective on technology, growth strategies, and the future of consolidation in the RIA space.

In this episode:

(00:00) - Intro
(01:28) - Tiffany's money moment
(03:49) - How Tifanny succeeds in communicating with business owners
(05:24) - How Mesirow helps business owners
(06:54) - Helping business owners prepare, protect, and plan their wealth
(09:21) - What it takes to attract the next generation of investors
(11:55) - Tiffany's thoughts on the great wealth transfer and women in finance
(16:44) - Leveraging technology to serve clients better
(18:01) - Mesirow's growth strategies and marketing approaches
(19:56) - Tiffany's outlook on the future of the industry
(23:38) - Tiffany's thoughts on the consolidation happening in the industry
(26:41) - Mesirow's core values
(27:56) - Tiffany's Milemarker Minute

Key Takeaways

Treat your personal wealth like your business, with a strategy to prepare, plan, and protect.
Create your board of directors. As a business owner, you shouldn't be the middleman between all of your advisors. Surround yourself with a trusted team of professionals, including attorneys and tax experts, and let them collaborate on your behalf.
Educate the next generation. The great wealth transfer is happening now. Get the next generation involved in conversations about the family's financial history, values, and goals.
Women are not a niche market. With women living longer and the rise of female breadwinners and business owners, the financial industry is overdue in adapting to serve women. Financial planning is about empathy and understanding the unique goals and concerns of every client, regardless of gender.

Quotes

"There are a lot of tools in our tool belt as advisors. We just have to remember to educate our clients and let them know what's available." ~ Tiffany Irving

"Women are not a niche market. We're over 50% of the population. So, we're trying to make sure that both partners or spouses are engaged and involved in all of our financial discussions." ~ Tiffany Irving

"Client demographics are evolving. The next generation is here, and we have to meet them where they are." ~ Tiffany Irving

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Future of RIAs: Organic Growth, AI, and Advisor Culture with Michael Batnick

Tue, 02 Sep 2025 07:00:00 -0000

Episode 108: Michael Batnick is the Managing Partner at Ritholtz Wealth Management, where he helps shape one of the most influential RIAs in the country while also co-hosting popular podcasts like Animal Spirits. Known for his candor and curiosity, Michael brings a refreshing perspective to investing, leadership, and the business of advice.

This week, Kyle talks with Michael about his winding path into finance—from drifting through college and struggling in sales to finding purpose in markets and mentorship. Michael reflects on the lessons of curiosity, humility, and hiring the right people, while unpacking the challenges of building a sustainable RIA. The conversation spans advisor recruitment, the pull of private equity, operational hurdles, tech frustrations, and AI’s coming role in reshaping client service.

In this episode:

(00:00) - Intro
(01:17) - Michael's money moment
(04:38) - From cold calling to discovering a passion for the markets
(10:06) - Michael's hiring philosophy
(13:35) - Ritholtz acquisition strategy
(14:49) - The influence of private equity on RIAs
(19:02) - What makes Ritholtz an excellent choice for advisors
(24:28) - What it takes to run support infrastructure for advisors
(28:41) - Ritholtz's tech stack
(33:30) - Mystery chart challenge
(35:56) - Michael's thoughts on AI and the future of the industry
(44:14) - Michael's Milemarker Minute

Key Takeaways

Hire for personality, not just the resume. Skills can be taught, but finding someone you actually want to work with every day is irreplaceable.
Don't underestimate the power of a strong brand and organic growth. Organic reach and sustainable growth allow firms to hire advisors who are philosophically aligned with their values, rather than those who are simply motivated by an upfront payout.
The best advisors are the best listeners. Over-talking is a rookie mistake. Clients value being heard more than being dazzled with facts.
AI will make advisors better listeners. Real-time feedback and conversation analysis will help advisors catch missed cues and improve client relationships.

Quotes

"Things change a lot, they change always, and they change often. And I didn't want to be an expert on an earlier version of the world. The world is a dynamic place, and you need to stay involved in what's going on." ~ Michael Batnick

"The job of an advisor is very difficult. It is to be a listener first." ~ Michael Batnick

"Younger advisors tend to oversell and overcommunicate. It's not about you convincing the prospect that you are smarter than they are. The best advisors are the best listeners." ~ Michael Batnick"It's relatively easy to convince clients to give you money. But what's hard is actually executing and implementing and doing the things that you said that you were going to do." ~ Michael Batnick

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Building a Firm That Lasts: Trust, Culture, and Communication with Richard Alt

Tue, 26 Aug 2025 07:00:00 -0000

Episode 107: Richard Alt is the CEO of Carnegie Investment Council, where he has led the firm through significant growth, including major acquisitions like Eagle Ridge. With more than two decades of experience, Richard is committed to true fiduciary principles—putting clients’ interests first, eliminating conflicts of interest, and helping investors navigate risk with clarity and trust.

This week, Kyle talks with Richard about his unconventional path into wealth management, inspired by his grandmother’s financial struggles, and why fiduciary duty drives his work. He unpacks the six key risks investors must navigate, discusses Carnegie’s recent Eagle Ridge acquisition, and highlights how communication and culture underpin successful firm transitions. Richard also shares his perspective on technology, the limits of AI in advising, and why trust and human relationships remain central to helping clients answer the ultimate question: “Am I going to be okay?”.

In this episode:

(00:00) - Intro
(01:34) - Richard's money moment
(06:26) - How to identify a trustworthy financial advisor
(08:56) - Celebrating Carnegie’s 50th anniversary and lessons from decades of experience
(10:44) - The six types of financial risks and how to manage them
(15:02) - Inside Carnegie’s recent partnership with Eagle Ridge
(18:12) - Why clear communication is the key to successful firm transitions
(22:47) - The surprising origin story behind Carnegie Investment Counsel’s name
(25:12) - How Carnegie leverages technology—and why AI won’t replace advisors
(30:24) - The biggest challenges facing financial advisors today
(33:25) - Richard's Milemarker Minute

Key Takeaways

Choose fiduciaries, not salespeople. A license doesn’t equal expertise—ask whether your advisor is a fiduciary 100% of the time and committed to putting your interests ahead of their own.
Understand the six types of risk. Inflation, market volatility, individual security exposure, government actions, international factors, and regulatory surprises all threaten wealth. Managing these risks requires diversification, discipline, and perspective.
Culture and communication drive successful transitions. Whether it’s mergers, acquisitions, or client relationships, clarity of expectations, open communication, and valuing people are what ensure long-term success.
Technology is powerful, but trust is irreplaceable. Tools like AI and portfolio software can enhance efficiency, but they cannot replace the human guidance, empathy, and wisdom clients need to confidently answer life’s big financial questions.

Quotes

"Being in the business for a long time gives us the ability to make good, long-term decisions and avoid the other trap of our industry, which is making emotional decisions that undermine any long-term plan." ~ Richard Alt

"Our job is not just picking stocks and putting them in their portfolio. It's managing risk and handholding clients." ~ Richard Alt

"Technology has the ability to really improve data, communications, and portfolio design. But it will never be able to take away that human element of looking across the table at somebody and saying, Am I going to be okay?" ~ Richard Alt

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Rethinking AUM: A Better Way for RIAs to Measure Success with Lacey Shrum

Tue, 19 Aug 2025 07:00:00 -0000

Episode 106: Lacey Shrum, Founder of Smart Kx, is an accomplished professional with a diverse background in law, compliance, and entrepreneurship. At Smart Kx, Lacey applies her extensive experience to drive strategic initiatives and deliver innovative solutions within the legal and technology sectors.

This week, Kyle and Lacey do a deep dive into the metric that truly matters for advisory firms—revenue. Lacey shares why AUM can be a vanity metric, how to calculate and use blended rates, and ways to streamline billing for greater efficiency and profitability. They discuss common challenges during firm growth and acquisitions, how average daily balance reconciliation can smooth out revenue volatility, and why automation reduces friction in advisor operations.

In this episode:

(00:00) - Intro
(04:32) - Why protecting revenue matters more than chasing AUM
(08:26) - How Smart Kx gathers the data to power its calculations
(09:55) - The risks of relying on spreadsheets for billing
(14:17) - Why due diligence on revenue metrics is critical in acquisitions
(17:22) - Using Average Daily Balance (ADB) reconciliation for fairer, more transparent billing
(22:13) - Lacey's take on the fee structure debate
(23:39) - What’s holding RIAs back from adopting automation
(27:46) - The key revenue metrics every advisor should track
(32:59) - How Smart Kx is leveraging technology and AI
(36:07) - Lacey’s predictions for the future of the industry
(40:07) - Lacey's Milemarker Minute

Key Takeaways

Build a true revenue system—not just billing. Go beyond sending invoices. Create a complete revenue framework that combines accurate AUM fee calculations, airtight documentation of every client agreement, and detailed revenue analysis. This holistic view will give you clarity and control over your firm’s financial health.
Ditch the spreadsheets for fee management. Spreadsheets are fragile, error-prone, and a single point of failure. Replace them with specialized technology that automates and validates calculations, ensuring accuracy while freeing your team from time-consuming manual work.
Do real revenue due diligence in acquisitions. Don’t stop at surface-level metrics. Examine a target firm’s actual revenue drivers—average client size, blended rate, and revenue per client. This will reveal hidden gaps or “potholes” in their billing process and help you plan a smooth integration.
Automate to eliminate friction. In a slow-to-adopt industry, actively seek tech that reduces clicks and speeds up payment workflows. The less time you spend chasing revenue, the more time you can invest in serving clients and growing your business.

Quotes

"Revenue is so important to anybody's business. We are trying to make a profit here, provide for ourselves, and build a business." ~ Lacey Shrum

"If you are responsible for signing that ADV and representing your firm in that contract, you have to have some orderly system, or you're just kicking the can down the road of a regulatory and probably litigation nightmare." ~ Lacey Shrum

"Advisors are not in the billing business. They're in the business of managing money. So, try to get billing down to the least amount of time possible so you can manage money." ~ Lacey Shrum

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

When Hospitality Becomes a Strategy with Phillip Hamman

Tue, 12 Aug 2025 07:00:00 -0000

Episode 105: This week, Kyle Van Pelt talks with Phillip Hamman, President & CEO at Linscomb Wealth (LW). Phillip leads the team in developing and executing the firm's visionary strategies. His leadership extends to serving on the LW Board of Directors, chairing the Executive Committee, and contributing as a voting member of the Investment Committee, reflecting his deep proficiencies in investment advisory, client service, and wealth planning.

Kyle and Phillip talk about how hospitality, character, and processes redefine client service. Phillip unpacks the important role that systems and processes play in building a scalable business. He also shares LW's thoughtful approach to succession planning and how leading firms leverage technology to stay ahead.

In this episode:

(00:00) - Intro
(02:30) - Phillip's money moment
(04:53) - How LW guides firms with ambitious plans and goals
(06:52) - How kissing frogs relate to growth
(09:32) - LW's strategic expansion in the Southeast US
(11:50) - LW's organic growth strategy
(14:03) - What makes great client service
(18:34) - The importance of systems and processes
(22:58) - LW's succession planning strategy
(27:12) - The role of technology in highly successful firms
(29:48) - Phillip's outlook on the future of the industry
(32:27) - Phillip's Milemarker Minute

Key Takeaways

Marry vision with agility. While setting ambitious, clear strategic goals is crucial, always build in flexibility and an adaptable mindset. Recognize that the market and external circumstances are largely beyond your control.
Practice hospitality. Elevate your client service beyond mere satisfaction. This means actively and deeply listening to your client's unspoken needs and going the extra mile—consistently delivering unexpected 'wow' moments that make them feel exceptionally valued and understood.
Character + process = results. When a firm's character and efficient processes are in sync, they create a one-team approach that consistently drives positive results for both the business and its clients.
Holistic succession planning. Look beyond just identifying future leaders. Develop robust training and development programs for your next generation of advisors and nurture intergenerational understanding within the firm.

Quotes

"Be strategic-minded but definitely adaptable because there's so much out there you really can't control." ~ Phillip Hamman

"Character plus process equals results. We try to embody that, bringing the values of the firm together every day with this one-team approach that we have for going out and achieving results for clients." ~ Phillip Hamman

"If you're going to be a holistic, fee-only fiduciary wealth advisor, the human element will continue to remain just so important. Spend the time to figure out who you are and where you really add value for clients." ~ Phillip Hamman

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Promos

The Four Pillars of Generational Wealth Planning with Steve Reder

Tue, 05 Aug 2025 07:00:00 -0000

Episode 104: This week, Kyle Van Pelt talks with Steve Reder, Partner & Head of Wealth Management at RWA Wealth Partners.

Kyle and Steve talk about the four pillars of generational wealth planning. They discuss how RWA Wealth Partners is a boutique firm of consequence, what that means in practice, and how Steve and his team help clients create lasting legacies through financial planning, investment strategy, tax planning, and estate planning. Steve also shares thoughtful advice on building generational relationships and delivering high-touch, in-house services in a scalable way.

In this episode:

(00:00) - Intro
(01:51) - Steve's money moment
(05:23) - What it means to be a boutique firm of consequence
(06:18) - The four pillars of generational wealth planning
(09:05) - Strategies for engaging kids in family planning meetings
(11:07) - In-house tax and estate planning
(13:32) - Why RWA rebranded
(15:43) - RWA's future model: Recruitment and strategic acquisitions
(18:36) - RWA's AUM-based model
(23:20) - The indispensable role of human advisors in the age of AI and technology
(28:07) - How advisors help successful people navigate the guilt of success
(32:03) - RWA's tech stack
(36:30) - Steve's thoughts about the future of the industry
(38:21) - Roadblocks to full integration and seamless advisor experience
(40:50) - What makes a great advisory platform
(42:10) - Steve's Milemarker Minute

Key Takeaways

Clients should see you, the advisor, as the primary source of value—not the technology you use. While tech platforms and planning tools are helpful, over-emphasizing them can commoditize your offering. Integrate them seamlessly, but position your expertise, empathy, and judgment as the core differentiators.
Strong client relationships create flexibility and grace, even when mistakes happen. Steve’s own journey began with an advisor who invested deeply in him as a teenager. That kind of trust and emotional connection builds loyalty and long-term impact far beyond any specific financial strategy or return.
Effective family meetings and estate conversations start with storytelling and values—not spreadsheets. Clients are often hesitant to disclose financial details to their children, but when advisors help lead with legacy, life lessons, and shared purpose, families become more engaged, and the next generation is more likely to stay connected to the firm.
AI and integrated platforms can dramatically boost efficiency, but they must be in service of deeper client interaction. Tools can enhance insight, but human advisors remain irreplaceable—especially in emotionally complex financial decisions. The firms that win will be those that use tech to empower advisors, not diminish their role.

Links

Connect with our hosts

Subscribe and stay in touch

Apple Podcasts
Spotify
YouTube

The contents of this podcast are for informational and educational purposes only and are not intended as investment, legal, tax or insurance advice. Please consult with your investment, legal, tax or insurance advisor concerning any specific questions you may have. RWA Wealth Partners would like to clarify that the firm’s Assets Under Management as of 12/31/24 were $17.2 billion with $9.5 billion managed by the Private Wealth division and $7.7 billion managed by the Family Office division. RWA Wealth Partners is not a law firm and does not provide legal services. Tax services are available through a written agreement with our firm’s wholly owned subsidiary, RWA Tax Solutions.

The Myth of Independence in Financial Advice with Brad Shepherd

Tue, 29 Jul 2025 07:00:00 -0000

Episode 103: Brad Shepherd is the President and CEO at Founders Financial, a broker-dealer and RIA dedicated to building purpose-rich, advisor-centric enterprises. With nearly three decades in the industry, Brad blends deep financial expertise with a passionate commitment to helping advisors grow intentional, values-driven practices. His journey from investment rep to executive leader is shaped by strong mentorship, a calling to serve, and a conviction that people—not platforms—drive impact.

This week, Kyle and Brad discuss the myth of independence in the financial services industry and the power of interdependence between firms and advisors. They dive into Founders’ unique Strategic Enterprise Program, how to scale while staying true to your mission, and why Brad believes staying small and focused can beat the industry’s race toward consolidation.

In this episode:

(00:00) - Intro
(02:05) - Brad's money moment
(06:38) - Brad's transition from advisor to CEO
(10:16) - What sets Founders Financial apart
(14:08) - Why advisors want to become independent
(17:16) - Founders' Strategic Enterprise Program (SEP)
(21:59) - What it means to be a purpose-driven, servant-led financial planning firm
(25:27) - Simplifying internal complexity
(31:07) - Founders' ideal partners
(37:16) - Leveraging technology wisely
(43:24) - Brad's outlook on the future of the industry
(50:39) - Brad's Milemarker Minute

Key Takeaways

Independence is a myth—embrace interdependence. Brad challenges the industry narrative of independence, arguing that advisors are rarely truly independent and benefit more from authentic partnerships with firms that share their values and vision.
Your business is a reflection of who you are. Founders Financial’s Strategic Enterprise Program helps advisors grow with intentionality by focusing on personal vision, values, and leadership—not just platforms and performance.
Discipline and clarity create scale. Brad emphasizes the importance of staying focused, saying no to distractions, and aligning every decision with a clear mission. This kind of intentional discipline is what allows firms to scale without sacrificing their identity.

Quotes

"We actually are not in the independent space. We are in the dependent space. The actual, honest characterization of a relationship between advisors and firms is that we're dependent upon each other." ~ Brad Shepherd

"What makes independent advisors great isn't their commodities. It isn't their investment management prowess or their cooler financial plan. It's them." ~ Brad Shepherd

"Smart decisions about how you manage and run your business and the right partners to help you do it, using the tools that you now have to the best of their ability, drive the outcomes you seek." ~ Brad Shepherd

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Securities offered through Founders Financial Securities, LLC, Member FINRA/SIPC and Registered Investment Advisor

The Secret to Scaling Without Losing Your Soul with Carrie Delgott

Tue, 22 Jul 2025 07:00:00 -0000

Episode 102: Carrie Delgott is the President, COO, and CCO at Wescott Financial Advisory Group. With over 25 years in financial services—including two decades at Vanguard—Carrie brings deep expertise to the evolving RIA landscape. At Wescott, she has helped guide the firm through transformative initiatives like B Corp certification, major acquisitions, and the development of their Life-Minded Wealth framework, all while prioritizing employee engagement, client experience, and sustainable scale.

This week, Kyle talks with Carrie about how values and vision can power meaningful scale. They dive into Wescott’s journey as a B Corp, their involvement in the Net Positive Consortium, and how their Life-Minded Wealth philosophy puts people—not just portfolios—at the center of everything. Carrie shares lessons from integrating a billion-dollar acquisition, insights on the future of the industry, and why technology, culture, and intentionality are key to building a standout firm in a crowded market.

In this episode:

(00:00) - Intro
(01:48) - Carrie's money moment
(04:03) - What B Corp Certification really means
(07:21) - Why B Corp matters for RIAs
(09:21) - The Net Positive Consortium and its five pillars
(11:45) - What sets Wescott apart
(13:09) - Westcott's Life-Minded Wealth philosophy
(15:27) - Scaling an RIA with intention
(20:32) - Lessons from a $1B acquisition
(26:12) - Consolidating tech stacks for growth
(29:30) - Carrie’s outlook on the future of wealth management
(32:57) - Carrie's Milemarker Minute

Key Takeaways

Growth is about absorption, not just acquisition. Successfully integrating people and culture is just as important as the deal itself. Without alignment, you lose the opportunity for true scale.
Values attract top talent. Wescott’s B Corp status and purpose-driven approach resonate deeply with next-gen advisors who want to do meaningful work.
Scale is relative—and evolving. As the industry shifts, even mid-sized firms must rethink what growth looks like and how to build infrastructure that supports it.

Quotes

"We're not looking to have technology replace that human interaction, but we certainly are looking for it to make us more and more efficient." ~ Carrie Delgott

"Acquisitions are not for the faint of heart. Just because you can afford a practice doesn't mean you can absorb a practice." ~ Carrie Delgott

"If you're not going to integrate and you're not going to come to some best practices for how you're going to work on behalf of our clients going forward, then you just lost all of the scale and efficiency opportunities." ~ Carrie Delgott

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Breakaway Blueprint: How Nelly Mubashi Helps Advisors Go Independent

Tue, 15 Jul 2025 07:00:00 -0000

Episode 101: This week, Kyle Van Pelt talks with Nelly Mubashi, CEO of Northwest Asset Management and RIA Innovations. They discuss how advisors can build their own RIA easily and confidently. Nelly also shares her remarkable journey from receptionist to CEO, the importance of culture in growing a company, and how Northwest Asset Management and RIA Innovations can be the launchpad for advisors going independent.

In this episode:

(00:00) - Intro
(01:50) - Nelly's money moment
(07:16) - Why Nelly chose the RIA space over larger firms
(08:42) - Launching an RIA in the middle of the 2008 financial crisis
(10:26) - Maintaining company culture across a growing, remote team
(13:25) - Why Nelly offers à la carte services instead of a one-size-fits-all model
(15:19) - Designing the tech stack at Northwest Asset Management
( 17:59) - Integrating technology across platforms without chaos
(20:35) - Making sense of business data in a multi-platform world
(23:36) - The ideal advisor fit for Northwest Asset Management
(25:53) - How the firm attracts and retains breakaway advisors
(28:27) - What’s next for RIAs: trends, predictions, and a trust company
(32:59) - Nelly's Milemarker Minute
(35:38) - Nelly’s “why” for founding Northwest Asset Management

Key Takeaways

Breaking away from a big firm doesn’t mean sacrificing service or professionalism. Advisors often fear that going independent means a downgrade in service or technology. But with the right support model—like the one Nelly has built—advisors can maintain (or even enhance) client experience while gaining freedom and flexibility.
Culture is a competitive advantage, even in a remote-first environment. As firms scale and spread out geographically, intentional communication, responsiveness from leadership, and regular team engagement are essential to maintaining a strong, connected culture that supports both staff and advisors.
One-size-fits-all platforms limit advisor growth—flexibility is key. Offering à la carte services gives advisors the ability to build the business that works best for them. By avoiding rigid packages and letting advisors customize what they outsource, firms can better serve a wider range of needs and goals.
Technology should empower—not complicate—advisor independence. Having a curated but flexible tech stack, paired with an experienced ops team, allows advisors to plug in and focus on clients instead of platforms. Integration and data visibility across systems are essential to scale effectively without losing clarity.

Quotes

"We're looking for advisors who are simple. They don't take a lot of risk, are easy to manage, and their clients can be scaled up." ~ Nelly Mubashi

"When thinking about our services, we're making sure that we are providing the highest level of service and the highest level of technology so that advisors have that great experience. They don't feel like they're getting downgraded because you know they're moving to a small RIA." ~ Nelly Mubashi

"I want to make sure that advisors have a platform where they feel comfortable and don't feel too small for someone to pay attention to them." ~ Nelly Mubashi

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Learn more at Turncast.com.

The Secret to Mercer Advisors' 100 Partnerships & Growth-Driven Success with Dave Welling

Tue, 08 Jul 2025 07:00:00 -0000

Episode 100: This week, Kyle Van Pelt talks with Dave Welling, CEO of Mercer Advisors. With 25 years of experience in wealth management, Dave has an extensive track record of serving clients and helping businesses and people define and achieve the next level of success.

Together, Kyle and Dave unpack the human side of Mercer's incredible growth story, reflecting on how the firm's partnerships have fueled its scale and shaped its culture. From his unlikely entry into the RIA space to overseeing 95+ acquisitions since 2017, Dave shares insights on staying purpose-driven, maintaining empathy, and choosing growth as an integral part of an organization's DNA.

In this episode:

(00:00) - Intro
(01:31) - The journey to Mercer's 100 partnerships
(03:17) - Dave's money moment
(06:45) - How Dave's past experiences have influenced his present career
(11:05) - Why firms choose to partner with Mercer Advisors
(14:45) - Mercer Advisors' organic growth strategies
(17:11) - Talent attraction and growth as part of Mercer's DNA
(19:13) - The continuous journey of improvement
(23:51) - Leveraging technology experience on the RIA side
(27:49) - The best time to invest in technology solutions
(31:06) - The lessons Dave learned from working with Charles Schwab
(34:28) - Dave's thoughts about the future of Mercer Advisors
(37:34) - The role of AI in orchestrating workflows in the organization
(39:36) - Dave’s Milemarker Minute

Key Takeaways

Don't view growth as merely an outcome but rather as an integral part of your organization's DNA. Foster an environment that encourages individuals to learn, take on new responsibilities, and improve continuously.
When pursuing mergers or acquisitions, focus on integrating new teams into the existing structure rather than simply aggregating entities. The goal should be to enhance capabilities, improve client experiences, and create synergistic opportunities for all involved.
Before a transaction, engage in deep conversations with potential partners to understand their current challenges, unfulfilled opportunities, and aspirations. Help them determine if a partnership genuinely aligns with their long-term goals and will lead to a better future for their clients and team.
View technology as an enabler for scaling your operations and ensuring consistent service delivery. Before implementing new tech, standardize your core processes. Then, invest in platforms that not only support current operations but also allow for significant future growth.

Quotes

"Growth is part of our DNA. Growth is part of our culture. And the people that thrive here are interested in growing in some way." ~ Dave Welling

"The healthiest thing you can do for talented individuals of any age, at any stage of their careers, is provide an environment of growth so people can carve a path and jump into that next opportunity." ~ Dave Welling

"Growth isn't just adding assets, adding clients, and getting a bigger AUM number. Growth is just progress." ~ Dave Welling

Links

Connect with our hosts

Subscribe and stay in touch

Dave Welling is the Chief Executive Officer at Mercer Advisors. All expressions of opinion reflect the judgment of the author as of the date of publication and are subject to change. Mercer Global Advisors Inc. is registered with the Securities and Exchange Commission and delivers all investment-related services. Mercer Advisors Inc. is a parent company of Mercer Global Advisors Inc. and is not involved with investment services.

Solving the RIA Puzzle: Leadership, Platforms, and the Missing Layer with Brian Shenson

Tue, 01 Jul 2025 07:00:00 -0000

Episode 099: This week, Kyle Van Pelt talks with Brian Shenson, Managing Partner and COO at Rise Growth Partners. With more than two decades of experience working with financial professionals, Brian has developed a deep understanding of the business fundamentals and operational aspects of wealth management services. He applies this deep industry expertise and his passion for technology and innovation to help firms extend the reach, impact, and resiliency of their digital solutions.

Kyle and Brian explore the evolving landscape of advisor tech and the power of intentional growth. Shenson shares lessons from his journey through Schwab, consulting, and BCG, diving into the challenges firms face with tech sprawl, data integration, and delivering personalized client experiences. They discuss how Rise is helping mid-market RIAs scale with purpose, leverage data more effectively, and build modern platforms that prioritize human connection and operational clarity

In this episode:

(00:00) - Intro
(02:09) - Brian's money moment
(05:35) - Brian’s journey from Schwab to Rise
(09:57) - What captive firms can learn from independents (and vice versa)
(13:43) - Why most RIAs don’t build their own platforms
(19:19) - What it really takes to build great fintech
(20:54) - The vision behind Rise Growth Partners
(23:54) - Accelerating growth with strategy and tech
(27:11) - Who Rise is built for
(33:20) - Bridging the gap between advice creation and advice execution
(38:35) - The power behind platforms
(40:46) - Brian's thoughts on AI, data, and the future of advice
(46:20) - Brian's Milemarker Minute

Key Takeaways

To build advisor platforms that can evolve with changing client and advisor needs, firms must separate the experience layer, business functionality, and data. This foundational architecture is key to long-term flexibility and scalability.
As firms grow—especially through M&A—they face a tangled web of tools and data. Middleware isn’t just a tech buzzword; it’s the critical infrastructure that transforms fragmented platforms into cohesive, advisor-friendly experiences.
Many firms delay tough integration work in favor of short-term growth. But without intentional platform decisions and cultural alignment, that tech debt builds silently, eventually stalling progress and creating friction at scale.
The best firms are redesigning workflows to let advisors spend more time in front of clients and less time in back-office systems. Separating advice creation from advice execution—with the right tools and teams—is a game changer.

Quotes

"There's a desire to learn and copy the innovations in the independent space because the independents are moving very fast. They're trying things, they're breaking things." ~ Brian Shenson

"With Rise, and because of our strategy and attention to getting it right, we're thinking as much about culture fit and platform fit. Those things matter almost as much, if not more than just the math." ~ Brian Shenson

"What Rise is trying to do is back great entrepreneurs who have great businesses that want to have a meaningful impact on the industry. We want to provide them with the capital they need to get there, the expertise to support their journey, and to create an ecosystem of support around them." ~ Brian Shenson

Links

Connect with our hosts

Subscribe and stay in touch

Why Simplicity Is a Secret Weapon in Compliance and Client Care with Carrie King

Tue, 17 Jun 2025 07:00:00 -0000

Episode 098: This week, Kyle Van Pelt talks with Carrie King, Partner and Chief Compliance Officer at UlImann Wealth Partners. A former restaurateur turned finance professional, Carrie brings a service-driven mindset to wealth management—prioritizing simplicity, optimism, and disciplined planning. With over two decades of experience spanning hedge funds, trading desks, and advisory firms, she now helps lead a holistic, client-centered practice that supports families through life’s most complex transitions.

Kyle and Carrie discuss how Ullman supports clients through these transitions by staying grounded in simplicity, optimism, and practical discipline. Carrie also discusses the firm’s core values, how they integrate books into company culture, and the evolving role of compliance in an AI-driven world.

In this episode:

(00:00) - Intro
(02:59) - Carrie's money moment
(05:37) - The importance of core values in company culture
(09:08) - Reframing compliance through optimism and simplicity
(11:02) - Ullmann Wealth Partners' Divorce Advisory Group
(12:54) - Building relationships with Centers of Influence (COI)
(17:42) - Making complex projects simple
(19:30) - What makes a great CRM
(23:13) - Ullmann’s tech stack
(25:53) - Why texting is such a taboo for regulators
(28:04) - Carrie's outlook on the future of the industry
(30:46) - Carrie's Milemarker Minute

Key Takeaways

Building your firm around core principles like discipline, simplicity, optimism, and professional advice isn’t just good branding—it creates a shared language that guides decision-making, shapes culture, and helps clients stay focused during uncertainty.
Compliance isn’t just about rules—it’s about protecting clients and building trust. A proactive, optimistic approach to compliance can strengthen your firm’s culture and help you deliver better service across the board.
Before adopting new tools like CRMs or AI platforms, prioritize peer insights over sales pitches. Talk to other firms, ask about pitfalls, and be methodical in your rollout—technology should support your process, not disrupt it.
When building relationships with centers of influence (COIs), don’t just tell them what you do—show them. Invite them into your client meetings, let them experience your planning firsthand, and trust that authenticity will speak louder than any pitch.

Quotes

"This business is working with people day in and day out. And when you see that in practice, there's nothing more fulfilling than that." ~ Carrie King

"You don't need to do crazy investment strategies, trading options, or all these other things. The most important thing for people is coming up with a financial plan and helping them stick to it, especially in times of turbulence when there are unexpected consequences." ~ Carrie King

"The ultimate end goal of compliance is to protect the client—protect them from scams, and protect them from fraud." ~ Carrie King

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How Advisors Can Better Serve Business Owners with Jason Early

Tue, 10 Jun 2025 07:00:00 -0000

Episode 097: This week, Kyle Van Pelt talks with Jason Early, Founder and CEO of RISR, a wealthtech platform helping financial advisors better serve business owners. With a background in financial services, leadership, and fintech, Jason is passionate about solving complex problems and empowering advisors through data, technology, and behavioral insight.

Kyle and Jason explore why business owners are often an underserved yet high-potential client segment. Jason shares how RISR equips advisors with the tools and technology needed to navigate the complex needs of these clients—and why now is the time to tap into this fast-growing market.

In this episode:

(00:00) - Intro
(02:40) - Jason's money moment
(04:45) - What RISR is all about
(06:28) - Key tools and features RISR offers advisors
(08:23) - Why so many business owners go without financial advisors
(10:32) - What makes business owners ideal long-term clients
(12:44) - How AI powers the RISR platform
(16:49) - Prospecting strategies for engaging business owners
(18:54) - The growing industry focus on business owners
(21:50) - Future trends in financial advising
(24:35) - Jason's Milemarker Minute

Key Takeaways

A large portion of high-net-worth individuals are business owners, yet many don’t work with financial advisors—representing a major growth opportunity.
Business owners face unique and often complex financial situations that require more than traditional wealth management—advisors who understand this can deliver outsized value.
While business owners may not always have immediate liquidity, their long-term potential makes them ideal clients for strategic, relationship-driven advisors.
RISR helps advisors serve this segment by providing smarter data, personalized insights, and tools designed specifically for the challenges business owners face.

Quotes

"Business owners need better advice, and the advisors that serve them need better tools and technology." ~ Jason Early

"Business owners make the best clients for advisors. We need to position advisors with the tools and the technology to be able to serve." ~ Jason Early

"68% of millionaires own businesses, and 89% of people worth $30 million or more own businesses. And so, if you are in the advice business, you get paid for the size of the problems you sell. And nobody has bigger problems than business owners." ~ Jason Early

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Behavior-Based Investment Strategies with Jonathan Blau

Tue, 03 Jun 2025 07:00:00 -0000

Episode 096: In this episode, Kyle Van Pelt talks with Jonathan Blau, President and CEO at Fusion Family Wealth. Known as a “trusted advisor to trusted advisors,” Jonathan brings decades of experience partnering with accounting and law firms to offer comprehensive financial guidance. His approach is grounded in behavioral finance, and he’s known for cutting through complexity with clarity and insight.

Kyle and Jonathan talk about behavioral finance, how Fusion Family Wealth disrupts traditional investment strategies, and what it takes to stand out as an independent financial advisor. Jonathan offers a unique perspective on investing, challenging conventional wisdom around risk and safety. He also shares his passion for philanthropy and his work with Sunrise Day Camp, an organization supporting children with cancer and their families.

In this episode:

(00:00) - Intro
(02:05) - Jonathan's money moment
(04:08) - Why Jonathan chose to go independent
(05:59) - Redefining the investor problem: volatility vs. purchasing power
(12:10) - The impact of media on investor decision-making
(18:06) - Strategies for organic growth
(19:50) - Jonathan's thoughts on the future of the industry
(21:14) - Sunrise Day Camp and Jonathan's philanthropic work
(23:31) - Jonathan's boating journey
(25:45) - Leveraging technology for behavioral finance and coaching at scale
(29:28) - Jonathan's Milemarker Minute

Key Takeaways

Behavioral finance plays a vital role in helping clients stay grounded, especially during market volatility. It empowers them to tune out fear-driven headlines and avoid impulsive, fad-based decisions.
As technology and AI reshape the financial landscape, the heart of wealth management remains unchanged: human connection and the behavioral insight that builds long-term trust and value.
Great financial advising goes beyond numbers — it’s about understanding people. Advisors must offer not only strategic guidance, but also emotional support as clients face life’s financial complexities.
The industry is evolving toward greater flexibility, giving advisors the freedom to work within large firms, operate independently, or design hybrid models that reflect their unique strengths and values.

Quotes

"Stocks are safe. Real estate is safe. Bonds are risky. We have to tell people something that's both counter-cultural and counterintuitive." ~ Jonathan Blau

"Inflation is the disease of money. Bonds are the carriers of the disease." ~ Jonathan Blau

"We need to own real assets that have the ability to appreciate and counter inflation, not put assets in paper assets that lead to the diminution of that purchasing power itself." ~ Jonathan Blau

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Promos

Serving Clients Holistically at Scale with Jimmy Lee

Tue, 27 May 2025 07:00:00 -0000

Episode 095: This week, Kyle Van Pelt talks with Jimmy Lee. Jimmy is the Founder and CEO of The Wealth Consulting Group. A longtime Las Vegas resident and industry veteran, he champions a holistic, client-first approach to wealth management, blending financial planning, investment strategy, and innovative technology to serve as a personal CFO for his clients.

Jimmy shares his early experiences in the brokerage industry and how his perspective shifted towards a more holistic, client-centric approach. He also discusses what it means to serve clients as their personal CFO and how his firm approaches advisor support, succession planning, and scalability.

In this episode:

(00:00) - Intro
(01:57) - Jimmy's money moment
(05:35) - How Jimmy became part of Las Vegas' transformation
(09:43) - Fee compression vs. service expansion
(14:24) - Acting as a client’s CFO vs a traditional family office
(18:14) - How to scale high-touch, comprehensive financial services
(22:13) - Staying ahead of technology shifts in the advisory industry
(24:53) - How The Wealth Consulting Group stays competitive and future-ready
(28:49) - Building a platform that empowers and supports independent advisors
(34:43) - Jimmy’s transition from advisor to CEO—and the lessons learned
(38:59) - The biggest trends reshaping the future of financial services
(49:29) - Jimmy's Milemarker Minute

Key Takeaways

Clients want more than investment advice—they want guidance on taxes, estate planning, health, and lifestyle.
Succession planning is human planning: a well-thought-out succession plan is not just about the business, it's about people.
Independent advisors may crave autonomy, but they still need back-office support, tech integration, and compliance infrastructure. The right platform can offer both freedom and scale.
Portfolio management alone isn't enough. Comprehensive services, like tax, trust, and succession planning, are becoming table stakes for high-net-worth clients.

Quotes

"The personal CFO concept, to me, is proactively helping clients accomplish their financial goals. And a lot of times, it's not about the portfolio." ~ Jimmy Lee

"The best financial advisors get a lot of knowledge about the individual or family situation. Working with advisors sometimes means finding out things about their personal lives sooner than other very close family members do." ~ Jimmy Lee

"Our goal is for our clients to call us about any issue regarding their money or financial situation, whether it's something that we could directly handle or not." ~ Jimmy Lee

"Five or 10 years from now, it's going to be table stakes to be able to provide a more holistic approach and at least be able to offer that. And if you can't do that in-house, you better be really good as an advisor, having those referral relationships tied up so that you can still offer the service and make it seem like a seamless experience." ~ Jimmy Lee

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Thriving Through Disruption: Building a Future-Ready RIA with Jay Tarno

Tue, 20 May 2025 07:00:00 -0000

Episode 094: This week, Kyle Van Pelt talks with Jay Tarno. Jay is the COO of Cornerstone Planning Group. A former advisor turned operator, he helped lead Cornerstone’s transition to independence and rapid growth. Jay specializes in scaling operations, building advisor support systems, and leveraging technology to enhance client experience, all while maintaining a people-first, fiduciary approach.

Kyle and Jay discuss the risks and rewards of building a tech-forward firm from scratch. From navigating the choppy waters of the 2008 financial crisis to transitioning to independence during the COVID-19 pandemic in 2020, Jay shares his path and the key strategies behind Cornerstone Planning Group's scalable growth.

In this episode:

(00:00) - Intro
(01:31) - Jay's money moment
(05:16) - Going independent during the pandemic
(07:47) - Building a tech stack from scratch
(13:02) - How Cornerstone supports advisors with niche markets
(16:42) - What it takes to be a great COO
(18:42) - Creating Cornerstone’s service team and its impact on growth
(21:51) - Cornerstone's approach to recruiting and developing talent
(24:08) - Jay’s outlook on the future of financial advice, tech, and client relationships
(26:50) - Jay's Milemarker Minute

Key Takeaways

Despite launching its RIA during the pandemic, Cornerstone Planning Group thrived, demonstrating the power of adaptability and a strong value proposition.
Building a technology foundation from scratch allowed Cornerstone to select best-in-class solutions, enhancing efficiency and the client experience.
Cornerstone fosters a culture where advisors with niche markets are empowered and supported alongside more generalist practices.
By creating a dedicated service team, Cornerstone has freed up advisors to focus on client relationships and business development, leading to significant revenue growth.

Quotes

"When you're jumping into a new technology, it's nerve-racking. You have to really dive into it and use it to learn it." ~ Jay Tarno

"We like to pride ourselves on technology. We are nimble enough and have the autonomy to choose who we feel is best for us and our clients." ~ Jay Tarno

"On the tech side, you're going to have to lean into any tech that's going to improve client experience and make your lives easier. Save on labor costs and save on helping your team just make their work more efficient." ~ Jay Tarno

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Turning Happy Clients into Referral Engines with Terry Parham Jr

Tue, 13 May 2025 07:00:00 -0000

Episode 093: Terry Parham Jr is the Co-Founder, Wealth Advisor, CFO, and CCO at Innovative Wealth Building. Terry joined the financial services industry in 2011 and has held positions as a Financial Planner, Corporate Trainer, and District Manager.

This week, Kyle talks with Terry about the power of referrals and how having a structured approach can lead to exponential growth. Terry shares his strategy, which combines confidence and competence to generate consistent client introductions. They also explore how technology transforms client engagement, onboarding, and financial planning.

In this episode:

(00:00) - Intro
(02:19) - Terry's money moment
(04:42) - The role of psychology in Terry's career
(06:01) - Why being an educator is crucial to being a financial advisor
(12:21) - Terry’s strategy for a "one-of-one" client experience
(14:14) - The motivation behind becoming a content creator
(15:54) - The importance of communicating via any medium
(17:51) - Terry's strategies for simplifying financial concepts
(21:24) - How Terry built a referral system from scratch
(27:51) - How technology makes IWB a better firm
(31:06) - The future of financial advice
(33:19) - Terry's Milemarker Minute

Key Takeaways

Confidence and competence play a key role in gaining client referrals.
Asking for referrals in a way that aligns with your personality increases effectiveness.
Creating a streamlined process makes it easy for clients to introduce new prospects.
Leveraging technology enhances efficiency, from onboarding to financial health assessments.

Quotes

"Educating is like teaching someone how to fish so they can feed themselves and their family forever." ~ Terry Parham Jr

"The biggest thing I learned about getting referrals is that you have to provide value." ~ Terry Parham Jr

"By getting referrals from your new clients and then getting referrals from those new clients, you have an unlimited stream of people you can help if you just systematize the process and follow the process." ~ Terry Parham Jr

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Growth Strategy Behind a $3B Succession-Ready Firm with David Hefty

Tue, 06 May 2025 07:00:00 -0000

Episode 092: David Hefty is the CEO at Credent Wealth Management, a fast-growing, advisor-owned RIA that has scaled to nearly $3 billion in AUM through a unique blend of organic growth, strategic acquisitions, and succession-focused consulting. With more than 25 years in the financial services industry, David has a deep passion for creating sustainable, client-centric firms built on transparency, operational excellence, and leadership development.

In this episode, Kyle Van Pelt talks with David about the bold moves behind Credent’s explosive growth—from bootstrapping as a young advisor to leading 12 successful acquisitions. David unpacks how his firm scaled to nearly $3B in AUM by focusing on intentional succession planning, centralized operations, and a transparent, advisor-first culture.

In this episode:

(00:00) - Intro
(02:20) - David's money moment
(04:17) - Founding and growing Credent Wealth Management
(06:28) - Organic growth and creating a raving fan experience
(08:46) - The most common questions advisors ask about acquisitions
(11:28) - Succession-focused TAMP
(17:09) - The realities of running an RIA business
(23:07) - Growing firms that don’t rely solely on the founders
(28:52) - The Credent way of business development
(33:53) - Credent's technology strategy
(40:28) - David's thoughts about the future of wealth management
(43:32) - David's Milemarker Minute

Key Takeaways

Succession planning must start years in advance. Don’t wait until you’re ready to exit. Successful succession requires years of prep, a thoughtful client transition plan, and a clear structure that preserves the firm’s health and value.
Separate the roles of wealth advisor and wealth manager. Founders often fill both roles, but assuming a service-focused planner can carry the growth mantle after a founder exits is a critical mistake. Long-term growth demands intentional role clarity and accountability.
Organic growth is driven by raving fans, not referrals. Rather than asking clients for referrals, focus on delivering an experience worth sharing. When clients are genuinely enthusiastic, they’ll introduce others—fueling consistent, compounding growth over time.

Quotes

"Credent, being owned by advisors, built by advisors, and for advisors, one of our goals is to be the succession planning firm of choice for advisors." ~ David Hefty

"The idea behind launching a succession planning TAMP is to help those advisors maximize the value of their business. Not only the founder of that cluster of advisors, but every participating advisor can increase and maximize their value." ~ David Hefty

"You don't have to be an expert in financial services. You're an expert in human emotions and behavioral finance. So, as long as you have that natural skillset inside your environment, you can be wildly successful." ~ David Hefty

"A wealth advisor without a wealth manager is not a good business. The best businesses have both." ~ David Hefty

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Hidden Cost of Fragmented Data with Kailash Duraiswami

Tue, 29 Apr 2025 07:00:00 -0000

Episode 091: Kailash Duraiswami is the Chief Technology Officer at Milemarker, where he leads the development of data infrastructure and AI-powered solutions for modern advisory firms. With a unique blend of financial expertise and deep technical knowledge, Kailash brings his passion for innovation, data strategy, and scalable technology to help wealth management firms thrive in a multi-platform world.

In this episode:

(00:00) - Intro
(01:53) - Kailash's money moment
(06:56) - What is Pantenix?
(10:10) - The value of a data warehouse
(12:31) - Kailash's thoughts on cloud-based infrastructure
(14:16) - The importance of data platforms
(18:29) - Why becoming a CTO should be intentional
(22:30) - AI in wealth management
(24:46) - The advantage of building your own language models
(31:51) - Why CTOs in RIAs need to understand wealth management
(36:02) - Why all-in-one platforms limit user experiences
(39:03) - Kailash's Milemarker Minute

Key Takeaways

Centralize your data to maximize AI and operational efficiency. Without consolidating your firm’s data into a single, accessible environment, it’s nearly impossible to generate meaningful insights or leverage AI effectively. Fragmented data limits your ability to scale and innovate.
You don’t have to become an “accidental CTO”. Many firm leaders end up spending too much time wrestling with tech. Outsourcing specialized functions—like data architecture and infrastructure—can free up your time to focus on clients and growth, while still driving innovation.
Owning your data is not the same as using cloud-based tools. Just because your systems are in the cloud doesn’t mean you own your data. True ownership means having control over how and where your data is stored, accessed, and used to make decisions.
AI is only as smart as the data it has access to. For AI to deliver meaningful outcomes—like intelligent agents or predictive analytics—it needs clean, well-structured, and centralized data. Start with solid infrastructure before diving into advanced AI capabilities.

Quotes

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

AI-Driven Private Wealth Intelligence with Russ D'Argento

Tue, 22 Apr 2025 07:00:00 -0000

Episode 090: Russ D'Argento serves as Founder & CEO at FINTRX. Prior to founding FINTRX, Russ served as Sr. Consultant of Family Office Marketing and introductions for Windham Capital Group—a 20-year-old consulting firm in the hedge fund space.

In this episode, Milemarker Co-Founder Jud Mackrill talks with Russ about how to make financial data more powerful and strategic. Russ shares the origin story of FINTRX—a platform born from his personal struggle navigating the private wealth market. Host Jud Mackrill and Russ discuss how FinTRX evolved from bootstrapped startup to a data intelligence leader with more than 150 employees. They explore the growing demand for actionable, smart data, the role of AI in modern wealth tech, and how FinTRX helps asset managers, advisors, and fundraisers identify and engage the right prospects. Russ also shares what’s next for the company and how it’s positioning itself at the forefront of the AI-powered wealth transfer wave.

In this episode:

(00:00) - Intro
(00:55) - Russ's background and the origins of FINTRX
(05:28) - FINTRX's areas of focus for 2025
(07:32) - The evolution of data usage and expectations in the financial industry
(11:25) - FINTRX's rapid growth and expansion
(14:26) - What lies ahead for FINTRX
(19:09) - How to connect with FINTRX

Key Takeaways

Smart data beats static data. Don’t settle for spreadsheets. Today’s wealth managers and fundraisers need dynamic, actionable insights—not just names on a list. Tools like FINTRX help surface the right contacts, timing, and context to turn cold outreach into warm, personalized conversations.
Build products backward from user pain. Great companies are often started by solving your own problem. Russ built FINTRX by reverse-engineering the solution he wished he had while raising capital—focusing on better data, smarter tech, and a seamless user experience.
AI isn’t just a buzzword—it’s a growth engine. Integrate AI to automate prospecting, clean data, and surface valuable signals without constant manual effort. The future belongs to platforms that anticipate user needs and take action autonomously.
Private wealth is evolving. The private wealth space is more sophisticated and influential than ever. As wealth transfers to new generations and advisors, staying ahead with the right intelligence and outreach tools is crucial for capital raising and long-term growth.

Quotes

"There was a gap in the market and what was available, not only the data but also the breadth of the data, the tech, and how that data was delivered." ~ Russ D'Argento

"We want to continue to position ourselves as this wealth transfer happens. We want to continue to position ourselves at the forefront of that private wealth data intelligence market." ~ Russ D'Argento

"All we think about every day when we get to the office is how we can improve, iterate, make this thing better and more powerful, and continue our rapid growth." ~ Russ D'Argento

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How Envestnet Is Redefining Scale and Accessibility with Molly Weiss

Tue, 15 Apr 2025 07:00:00 -0000

Episode 089: Molly Weiss, Group President of Wealth Platforms at Envestnet, is a 20-year financial services veteran who drives Envestnet’s end-to-end technology and solutions ranging from portfolio management, financial planning, performance reporting, and digital account management tools. Over her tenure at Envestnet, she has played a pivotal role in shaping scalable solutions that empower advisors to serve clients more effectively.

In this episode, Kyle and Molly explore the critical role of configurability in building scalable tech, the evolving landscape of UMA, and how advisors are blending custom portfolio construction with third-party management. Molly shares what’s ahead at Envestnet’s Elevate conference, how AI will empower—not replace—advisors, and why personalization and access to alternatives are shaping the future of wealth management.

In this episode:

(00:00) - Intro
(01:48) - Molly's money moment
(04:20) - Common challenges faced by firms of all sizes
(06:09) - Molly's perspective on “scale” in the financial industry
(07:50) - What to expect at Envestnet Elevate 2025
(11:48) - How Envestnet leverages third-party asset management
(14:52) - The multifaceted role of advisors
(18:17) - Managing diverse investment solutions
(22:14) - Speakers at the Envestnet Elevate 2025 conference
(24:19) - Envestnet's focus on ultra-high-net-worth clients
(25:48) - The future of financial advice
(30:23) - Molly's thoughts on alternative investments
(33:36) - Molly's Milemarker Minute

Key Takeaways

True scalability in advisory tech isn’t about one-size-fits-all solutions or endless customization. Instead, it’s about creating configurable systems that can adapt to a firm’s unique needs without added complexity—allowing both large institutions and small RIAs to grow efficiently.
AI won’t diminish the advisor’s value—it will amplify it. By automating routine tasks and surfacing meaningful insights, AI can free advisors to focus more on high-impact, human-centered work like client relationships, planning, and trust-building.
Clients don’t just want a 60/40 portfolio; they need guidance through complex life decisions. Advisors are part coach, part therapist, and part strategist. The tech behind the scenes should support that full spectrum of client service.
Just as SMAs and UMAs became accessible to more clients over time, the future is about lowering barriers to non-traditional assets. Advisors should prepare to integrate alternatives and illiquid investments into broader portfolios, especially as client demand for diversification and behavioral discipline grows.

Quotes

"If everything you do is either about customization or one size has to fit all, you can't scale. But if you think about technology as a really configurable set of capabilities, a firm can grow because as they need more, it's already there. It just needs to be configured." ~ Molly Weiss

"Part of an advisor's job is translating human problems into something that helps solve those problems. And that includes technology that helps the portfolio management process, taxes, performance, and life events that might change all that and throw it all up in the air." ~ Molly Weiss

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Lessons from 20 Acquisitions: What Works—and What Doesn’t with Kristen Oziemkowski

Tue, 08 Apr 2025 07:00:00 -0000

Episode 088: This week, Kyle Van Pelt talks with Kristen Oziemkowski, COO at The Mather Group. With a background in economics, Kristen brings deep expertise in operational strategy, M&A integration, and organizational growth. Since joining TMG, she has led the firm through 20 successful acquisitions and helped build a values-driven, process-oriented culture.

Kyle and Kristen explore what sets TMG apart in the competitive world of wealth management. Kristen reveals how a team-based model, disciplined acquisition strategy, and robust internship pipeline have powered the firm’s consistent growth and five-year run on Barron’s Top 100 list. They also discuss the future of the industry—from data strategy and AI integration to attracting the next generation of advisors.

In this episode:

(00:00) - Intro
(01:22) - Kristen's money moment
(03:44) - The secret to TMG's consistent success
(05:02) - The challenges of leading a growing team
(07:59) - Inside TMG’s acquisition and integration playbook
(11:08) - Tackling the advisor shortage and attracting future talent
(13:18) - Turning interns into leaders: TMG’s talent pipeline
(19:51) - Stewart Mather and his legacy
(21:20) - The one skill that accelerates career growth
(22:56) - What’s next for wealth management
(25:55) - Milemarker Minute

Key Takeaways

Successful M&A requires both a robust integration plan and the ability to adapt to unforeseen challenges and emotional factors.
Investing in technology and data management is crucial for scalability and efficiency in the wealth management industry.
TMG’s internship program isn’t just about summer help—it’s an intentional talent pipeline that has produced some of the firm’s top leaders. When thoughtfully designed, internships can be one of the best long-term growth strategies for your team.
Networking is key to building meaningful relationships and is essential for career advancement and industry growth. Meaningful connections can open doors to opportunities, partnerships, and career advancements.

Quotes

"Wealth management is a unique industry, and we're truly helping people. So, I don't think AI, technology, automation, and all these things becoming the forefront of every industry can replace the human touch." ~ Kristen Oziemkowski

"The biggest value-adding skill I've learned and has become increasingly important throughout my career is networking. It can open doors to opportunities, partnerships, and projects. It helps you exchange ideas and insights and can be an avenue for advice and support, career guidance, and knowledge building." ~ Kristen Oziemkowski

"There's no proxy for building meaningful relationships with people. And you have to be very intentional about going out of your way to network and get to know people." ~ Kristen Oziemkowski

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Building Legacies That Last with Rick Simonetti

Tue, 01 Apr 2025 07:00:00 -0000

Episode 087: This week, Kyle Van Pelt talks with Rick Simonetti, CEO and Head of Wealth Planning of Fidelis Capital Partners, to explore what it takes to serve ultra-high-net-worth families with excellence. Rick shares how Fidelis was built on the foundation of faithfulness—delivering on promises through deep collaboration, proactive planning, and personalized service. They discuss the importance of mentorship, family meetings, interdisciplinary teams, and how true success lies in preparing future generations. From structuring internal teams to navigating external partnerships, Rick offers practical wisdom for firms looking to elevate their service model and create lasting impact for their clients.

In this episode:

(00:00) - Intro
(02:54) - Rick's money moment
(05:50) - CPA firms vs. wealth management: business model breakdown
[10:45] - Building collaborative relationships with experts
(16:35) - Why “faithfulness” became the foundation of Fidelis
(19:40) - Succession by design: mentorship and developing next-gen advisors
(26:55) - Crafting custom solutions for ultra-high-net-worth families
(32:24) - The power of integration: inside Fidelis’ team-based model
(36:30) - How Fidelis earns trust and referrals from ultra-high-net-worth clients
(42:32) - Rick's outlook on the future of serving ultra-high-net-worth clients
(46:29) - Milemarker Minute

Key Takeaways

Financial plans don’t fail because they were poorly designed—they fail because they weren’t maintained, optimized, or passed on well. Advisors should prioritize family meetings and mentorship to ensure heirs are ready to step into leadership when the time comes.
Wealth managers don’t have to do it all in-house. In fact, creating strong, collaborative relationships with attorneys and CPAs leads to better outcomes for clients and smoother execution. The key is showing you’re there to make everyone’s job easier—not replace them.
At Fidelis, planning and investment professionals sit in the same meetings with clients. This integrated approach allows for real-time problem-solving, clearer communication, and a seamless experience for families. It’s a model built on visibility, not silos.
Mentorship creates real succession—not disruption. Fidelis intentionally develops “next-up” advisors by embedding them in client relationships long before a transition is needed. It’s a model that preserves institutional knowledge, builds trust, and gives clients peace of mind about who’s carrying the torch next.

Quotes

"One of the foundational elements of our firm was that we wanted to be faithful to the promise of serving multiple generations." ~ Rick Simonetti

“There's just no better endorsement, nothing more humbling and nothing for which we're more grateful than being able to serve families the way that we do, which results in them being thrilled to the point of saying, ‘Hey, I'm going to entrust someone I care deeply about to you.’” ~ Rick Simonetti

"Nothing replaces sitting with clients and talking through issues, hosting family meetings, having all these questions come up and then figuring out how to explain them in a way that makes the complex simple or understandable." ~ Rick Simonetti

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Growing Organically: The Art of Strategic Client Relationships with Andy Peters

Tue, 25 Mar 2025 07:00:00 -0000

Episode 086: This week, Kyle Van Pelt talks with Andy Peters, Partner at Goldstein Advisors. Andy's CPA license is a rarity in financial planning, allowing him to lend a unique business and tax focus to his Financial Planner and Partner role at Goldstein. He stewards the Goldstein team, managing operations and setting the firm's overall vision and strategy.

Kyle and Andy discuss the unique path and impressive organic growth of Goldstein Advisors. Andy emphasizes the significance of building genuine client relationships, community involvement, and a relentless focus on client-centric service. He also shares the firm's strategic approach to growth, its commitment to maintaining its culture, and its outlook on the evolving landscape of the financial advisory industry, including the role of AI and the increasing demand for tax expertise.

In this episode:

(00:00) - Intro
(01:32) - Andy's money moment
(05:07) - The lessons Andy learned from Epic
(06:31) - Goldstein Advisors' organic growth strategy
(09:56) - The role of relationships and trust in the age of AI
(11:40) - Intentional growth strategies
(16:43) - The abundance mindset in managing wealth
(20:02) - Delivering value while staying true to your competencies
(26:00) - Goldstein Advisors' tech stack
(28:54) - The future of the industry
(31:10) - Andy's advice for maintaining a relentless focus on client service
(32:50) - Andy’s Milemarker Minute

Quotes

"The connectedness plus the focus on our clients has been our growth engine, and we've never felt the need to go outside of that because we have all the growth we can handle as it is." ~ Andy Peters

"At the end of the day, this is a relationship business. We take care of clients, and clients trust us to take care of them. Technology is important. AI will probably become increasingly important in some ways, but I don't think any of that replaces the need for the personal connection we have with our clients." ~ Andy Peters

"We can't be everything to everyone. If we do that, we're simply going to fail in everything that we try to do. So, we try to stick to those core competencies where we have the deep skill set and where it's not going to be automated away by AI or other types of tech tools." ~ Andy Peters

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Serving Small Markets, Making a Big Impact with Daniel Spurgeon

Tue, 18 Mar 2025 07:00:00 -0000

Episode 085: This week, Kyle Van Pelt talks with Daniel Spurgeon, Managing Partner at Commonwealth Financial Services. They discuss building a thriving RIA in a small market, how to overcome the challenge of establishing trust as a young advisor, and how focusing on specific niches can fuel dramatic growth. Daniel also shares the journey of Commonwealth Financial Services from its humble beginnings to becoming one of the two fastest-growing firms in West Virginia, along with the technology strategy that helped scale operations and enhance client service.

In this episode:

(00:00) - Intro
(01:07) - The story behind Commonwealth Financial Services' name
(02:45) - Daniel's money moment
(04:03) - How Daniel got into the financial services industry
(07:03) - The lab rat experience
(08:43) - Daniel's career journey and growth
(11:37) - Establishing trust as a young advisor
(13:42) - The influence of college basketball on Daniel's work ethic
(15:54) - The secret to Commonwealth's success and growth
(17:46) - Commonwealth's niche markets
(19:25) - The Wealth Wednesday program
(23:14) - Commonwealth's technology strategy
(26:33) - Daniel's outlook on the future of the industry
(34:53) - Daniel’s Milemarker Minute

Key Takeaways

In close-knit communities, word-of-mouth referrals are extremely effective.
Genuine care for clients, building trust, and operating with integrity are instrumental in a firm's growth and success.
Honesty and vulnerability are important, especially when working with clients who may be hesitant to trust younger advisors.
Focusing on a specific niche has allowed Commonwealth to uniquely cater to their clients’ needs and build a loyal following.
Building an intentional tech stack has allowed Commonwealth to serve more clients efficiently and streamline operations.

Quotes

"The biggest thing you can do as a young person or just a new person in this industry is to own the fact that you don't have experience but make up for it in a knowledge base." ~ Daniel Spurgeon

"When things are hard in the business, and you're new, and you're not getting clients left and right, the willingness to pick yourself back up and just keep taking the next step forward is paramount because it's not for the weak of heart." ~ Daniel Spurgeon

"People don't care how much you know until they know how much you care. If you're willing to go the extra step and take care of people, even though it may not immediately make a financial difference for you, people remember that." ~ Daniel Spurgeon

"This world's always changing. So you have to be willing to adapt, and technology's an easy way to make things more efficient and scalable." ~ Daniel Spurgeon

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Breaking the Mold: Foster Victor's Unique Wealth Coaching Model with Kylie Felker

Tue, 11 Mar 2025 07:00:00 -0000

Episode 084: This week, Kyle Van Pelt talks with Kylie Felker, President of Foster Victor Wealth Advisors. Kylie leads the firm's strategic direction and innovation. She and Kyle discuss leadership, growth, and the intentional steps to building a thriving wealth management firm. From creating a strong team culture to designing a client experience that leaves lasting impressions, Kylie shares the challenges and triumphs of establishing a leadership structure, the importance of meaningful client relationships, and how Foster Victor stands out in a competitive industry.

In this episode:

(00:00) - Intro
(02:21) - Kylie's money moment
(04:16) - The unique branding and digital presence of Foster Victor
(05:52) - The origins of Foster Victor and its vision
(08:12) - A team-based approach to client service
(09:18) - Foster Victor's onboarding process
(14:33) - Business models and hiring process
(21:47) - Creating a leadership structure
(24:23) - Foster Victor's core values and operating principles
(30:33) - The role of AI in financial services
(31:56) - Secrets to rapid growth
(34:39) - Kylie's outlook on the future of the industry
(36:16) - Kylie’s Milemarker Minute

Key Takeaways

More families are embracing discussions about money, especially with the massive generational wealth transfer underway.
Unlike firms focused solely on gathering assets, Foster Victor prioritizes comprehensive financial planning.
Foster Victor operates with a team-based approach, where two wealth coaches serve as the main points of contact for each client, ensuring a more comprehensive and engaging experience.
Client experience is everything. Thoughtful touches like birthday celebrations and retirement congratulations build lasting relationships.

Quotes

"There are a lot of people in the industry who are focused on gathering assets. We really wanted to focus on financial planning. We want to build people's life plans." ~ Kylie Felker

"In a world full of people who often underdeliver, we are trying to overdeliver. We're trying to think about the little things, put people first, and build relationships." ~ Kylie Felker

"People don't like to talk about money. But that's changing. There's a desire for people to have conversations with their children and their grandchildren about where they are, how they got there, and what they want that money used for." ~ Kylie Felker

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Building a Championship RIA with Nate Lenz

Tue, 04 Mar 2025 08:00:00 -0000

Episode 083: This week, Kyle Van Pelt talks with Nate Lenz, Co-Founder and CEO of Concurrent. Nate has more than a decade of experience in the financial industry. His career has focused on supporting financial advisors, empowering them to succeed without the backing of big financial services companies. Nate is a leader for advisors looking to realize their potential as entrepreneurs.

Nate shares Concurrent's key initiatives on building a robust investment team, enhancing technology integrations to make data actionable, and addressing the talent gap in the RIA industry through a centralized wealth advisory services team. Nate also explores the trend of RIAs seeking strategic partnerships while maintaining independence and brand autonomy.

In this episode:

(00:00) - Intro
(02:28) - Nate's money moment
(07:05) - How playing football influenced Nate's leadership abilities
(13:08) - Rebuilding a successful RIA platform
(18:54) - What winning a championship means in the RIA space
(21:51) - The talent gap in the RIA industry
(27:41) - The best use of Nate's time and effort as CEO
(34:41) - Concurrent's goals for the future
(40:29) - The evolving dynamics of RIA partnerships
(43:44) - Nate’s Milemarker Minute

Key Takeaways

Teamwork and accountability are essential in business. The overall success of an organization depends on the role each member plays.
Nate's journey from playing football to leading Concurrent illustrates the value of resilience, discipline, and commitment to team dynamics.
Building a lifestyle business requires focusing on high-quality client relationships and maintaining exceptional service levels for growth and retention.
RIAs increasingly seek strategic partnerships offering support and resources while preserving independence and brand autonomy.

Quotes

"Our best opportunity is to serve the end client and to serve the advisor, so we carry that duty and accountability all the way through." ~ Nate Lenz

"If you're building a lifestyle business, that's great. But recognize that in doing so, your highest and best use is going to be serving your top clients, getting referrals out of those relationships because of what you're delivering, and making sure that you're upholding those service levels, retaining that business, and growing that business." ~ Nate Lenz

"Not all RIAs are created equal. The ones that are investing in people and technology and supporting the advisors affiliated with them are going to continue to grow and scale because they're going to be best equipped to ultimately serve the end client." ~ Nate Lenz

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Building Tomorrow's Advisors with JC Abusaid

Tue, 25 Feb 2025 08:00:00 -0000

Episode 082: At Halbert Hargrove, the path to sustainable, long-term success has been shaped by its commitment to developing the next generation of advisors.

In this episode, Kyle Van Pelt talks with JC Abusaid, CEO and President at Halbert Hargrove, about the company’s generational growth model. JC shares how the firm transitioned from hiring experienced advisors with existing books of business to cultivating homegrown talent through a structured internship and mentorship program. JC also discusses how Halbert Hargrove overcame the stigma of selling and the importance of separating management from client service roles to ensure efficiency and sustainability in a growing firm.

In this episode:

[00:00] - Intro
[03:01] - JC's money moment
[04:40] - Halbert Hargrove's generational growth model
[11:44] - Overcoming the stigma of selling
[17:40] - Developing the next generation of advisors
[23:12] - The Halbert Hargrove mentorship program
[26:46] - Managing time and accelerating growth effectively
[31:47] - Halbert Hargrove's tech stack
[38:08] - JC's thoughts on the future of the industry
[42:07] - JC’s Milemarker Minute

Key Takeaways

Halbert Hargrove has grown through strategic decisions and a commitment to sustainability. It involved deliberately prioritizing succession planning and developing the next generation of advisors.
Sales shouldn't be a taboo word. If you believe in the value you bring to clients, selling is about helping more people.
A well-structured talent pipeline is crucial for any firm looking to sustain growth. Being intentional about sales, mentorship, and professional development leads to a stronger, more resilient team.
The firm transformed its internship program into a structured, meaningful experience. Mentorship and exposure to all aspects of the firm help interns understand career paths within the industry.

Quotes

"A manager can only do so much, but a mentor can have way more personal conversations. They can talk about stuff even from a human resource perspective. That creates a triage where the manager has to deal with what they're measuring and hold people accountable. A mentor plays a critical role in accelerating somebody's progress through the organization." ~ JC Abusaid

"You have to have a philosophy about technology and innovation where you're willing to try things, knowing that you're going to flop. Some stuff is not going to work, and you're going to go through some expensive tryouts. It doesn't matter. You have to keep trying." ~ JC Abusaid

"The industry is becoming more efficient and more aware of how to scale. If you don't figure out how to outsource the stuff that you traditionally have been doing internally, you're going to have big issues in expense structure." ~ JC Abusaid

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Serving Families, Not Just Portfolios with Rob Hoxton

Tue, 18 Feb 2025 08:00:00 -0000

Episode 081: The total value of assets under management (AUM) is often used to measure growth in wealth management, but Hoxton Planning & Management takes a different approach. For them, true success is about impact, the number of families they serve and the difference they make in their lives. With a mission to help families find happiness through financial planning and resource management, Hoxton prioritizes meaningful, sustainable growth over chasing numbers.

In this episode, Kyle Van Pelt talks with Rob Hoxton, Founder and Partner of Hoxton Planning & Management, and a 30-year veteran of the financial planning industry. They discuss how Hoxton has nearly doubled in size in the past two years, the role of organic growth and professional referrals, and serving families rather than just managing assets. Rob also talks about the impact of AI on financial planning and the key trends shaping the future of the RIA industry.

In this episode:

[00:00] - Intro
[02:01] - Rob's money moment
[04:12] - Client stories
[07:27] - Building, selling, and buying back a firm
[10:47] - The growth of a family business
[13:38] - Growing a firm through YouTube and podcasts
[16:27] - Why Rob limits his social media reach
[17:31] - Rob's advice to anyone who wants to start a podcast
[20:44] - Behind the scenes of Hoxton's rapid growth
[21:31] - How Hoxton measures success
[24:09] - How to build meaningful relationships with Centers of Influence (COIs)
[26:22] - The trends that affect the future of financial planning
[32:08] - Rob’s Milemarker Minute

Key Takeaways

Hoxton Planning & Management measures success by the number of families served, ensuring meaningful and sustainable growth. It prioritizes impact over AUM, aiming to serve 800 families in the coming years.
In addition to acquisitions, client referrals and strong relationships with a center of influence are primary growth drivers.
YouTube and podcasts are excellent platforms for reaching target markets.
Despite AI's potential to enhance efficiency, human connection oin financial advice will always be critical.

Quotes

"Our goal is to help families be happier through financial planning and resource management. That's our internal mission, and we're passionate about it." ~ Rob Hoxton

"Chasing the dollar just makes me unhappy. I need something more meaningful than AUM or income." ~ Rob Hoxton

"If we are serving 800 families profitably, the money will be there, and the opportunities for our team will be there. We will grow, and we'll make the difference." ~ Rob Hoxton

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How AI & Data Are Reshaping the Advisor-Client Relationship with Natalie Wolfsen

Tue, 11 Feb 2025 08:00:00 -0000

Episode 080: Natalie Wolfsen is the CEO of Orion Advisor Solutions, where she leads the company’s mission to revolutionize wealth management through cutting-edge technology and data-driven solutions. A champion of AI integration and personalized wealth management, Natalie is at the forefront of helping advisors leverage technology to enhance client relationships, streamline operations, and drive industry-wide transformation.

In this episode, Kyle Van Pelt talks with Natalie about Orion’s game-changing partnership with Snowflake, the increasing adoption of AI in wealth management, and how AI-driven tools are revolutionizing advisor productivity. Natalie shares insights from Orion’s latest industry surveys, addressing advisors' biggest tech challenges, integration hurdles, and the growing demand for personalized client experiences.

In this episode:

(00:00) - Intro
(00:59) - Natalie's Money Moment
(03:36) - Ascent Conference
(06:58) - AI and data integration at Orion
(12:38) - Challenges and the future of tech integration
(21:12) - Insights from Orion's wealthtech survey
(25:53) - Why investors switch advisors
(31:07) - Lessons from Natalie's marketing career
(37:59) - Future trends in wealth management
(45:25) - Natalie's Milemarker Minute

Key Takeaways

AI adoption is no longer optional—it’s a competitive advantage. If advisors aren’t leveraging AI for automation and efficiency, they risk falling behind competitors who are using technology to enhance client service and streamline operations.
Data integration is the future of wealth management. With advisors increasingly relying on real-time insights, firms that prioritize seamless data access and integration will be better positioned to deliver personalized, efficient client experiences.
Investors crave human connection—not just digital touchpoints. While advisors believe clients prefer email and digital communication, investors overwhelmingly favor in-person meetings and deeper relationships. Technology should enhance, not replace, human interactions.
AI’s biggest impact will be on advisor productivity. Rather than replacing advisors, AI is poised to automate tedious tasks, generate personalized insights, and improve decision-making speed, helping advisors spend less time on prep work and more time strengthening client relationships.

Quotes

“AI and integrated workflows are actually being used by 68 percent of advisors, according to this year's wealth tech survey, which we just completed. In addition to that, 43 percent of advisors are planning increased AI investments in 2025. So if you’re not using AI, you’re falling behind.” ~ Natalie Wolfsen

“Our new collaboration with Snowflake is going to enhance data access and flexibility for Orion’s clients. It’s the next iteration in allowing advisors to centralize their own information, both structured and unstructured, in one place.” ~ Natalie Wolfsen

“I believe that the biggest opportunities for AI are actually on the productivity side of the equation. The biggest benefit to advisors is bringing together disparate data quickly, accurately, without asking them for too much time.” ~ Natalie Wolfsen

Links

Natalie Wolfsen on LinkedIn:
Orion Advisor Solutions: https://orion.com/
Orion Advisor Technology: https://orion.com/advisor-tech
Charles Schwab: https://www.schwab.com/
Orion Ascent Conference: https://orion.com/ascent
Redtail: https://redtailtechnology.com/
Snowflake: https://www.snowflake.com/
Reed Colley: https://www.linkedin.com/in/reedcolley/
Summit: https://summitwealth.io/
Eric Clarke: https://www.linkedin.com/in/eric-clarke-06557810/
Brinker: https://orion.com/brinker-capital
The Demon of Unrest by Erik Larson: https://www.amazon.com/Demon-Unrest-Hubris-Heartbreak-Heroism/dp/0385348746

Connect with our hosts

Subscribe and stay in touch

Why Most Wealth Management Tech Falls Short—And How to Fix It with Adrian Johnstone

Tue, 04 Feb 2025 08:00:00 -0000

Episode 079: Adrian Johnstone is the CEO at Practifi, a purpose-built business management platform for RIAs and wealth management firms. With a background in financial services consulting across Australia, New Zealand, and North America, Adrian has extensive experience in regulatory compliance, technology solutions, and scaling advisory businesses. His expertise in leveraging technology to enhance client relationships and streamline operations has positioned Practifi as a leading CRM solution in the industry.

In this episode, Milemarker CMO and Cofounder Jud Mackrill talks with Adrian about transforming RIAs with purpose-built CRM solutions, and his journey from consulting to building Practifi. They discuss the evolving wealth management landscape, the challenge of balancing software customization with usability, and the future of AI in financial services. Adrian emphasizes the importance of thinking long-term when choosing technology and how RIAs can drive sustainable growth through better client relationships, rather than relying solely on acquisitions or market performance.

In this episode:

[02:05] - Adrian’s journey into wealth management
[03:34] - The origin of Practifi
[04:09] - Practifi's team, customer base, and market presence
[05:40] - Practifi’s unique position and connection with Salesforce
[08:51] - How Practifi combines service and software to deliver value
[13:12] - The importance of long-term planning when choosing a CRM
[16:36] - Practifi's design and user experience
[19:51] - The role of AI and the future of CRM technology
[22:09] - Practifi's ideal client profile
[23:28] - Data ownership and integration

Key Takeaways

Generic CRMs often fall short of addressing the specific workflows, data needs, and compliance requirements of RIAs.
Practifi is not simply an overlay, but a purpose-built solution that leverages the power of Salesforce, offering greater flexibility and RIA-specific functionality.
Practifi prioritizes user experience through role-based design and clear information architecture, making the system more intuitive and efficient for teams.
Investing in design has been central to Practifi's success, making CRM adoption as seamless and intelligent as possible.

Quotes

"If you go and engage with the Salesforce development shop on day one, and you don't speak Salesforce and they don't speak RIA, then you are not going to get the thing that you hope will work for you when you turn it on." ~ Adrian Johnstone

"The industry is necessarily headed towards a richer relationship. CRM technology has to move forward in the process. It has moved more into the client engagement and client acquisition space and less into the efficiency and workflow space. It needs to stretch further forward." ~ Adrian Johnstone

"You can't always just acquire your way to growth and just rely on the markets to deliver it. You also need to be able to build solid, sustainable growth organically." ~ Adrian Johnstone

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Why Specialization Is the Future of Financial Advice with Art Ambarik

Tue, 28 Jan 2025 08:00:00 -0000

Episode 078: In this episode, Kyle Van Pelt talks with Art Ambarik, CEO of Perigon Wealth Management, about the transformative trends reshaping the financial advice industry. They discuss the importance of specialization in financial advising, the evolving role of technology, and transitioning from a generalist to a niche-focused advisor. Art shares his journey into the industry, the importance of aligning future financial goals with present actions, and the growth and integration of Perigon Wealth. They also discuss the importance of building trust, professionalization in the RIA industry, and fostering client-centered growth.

In this episode:

(00:00) - Intro
(02:33) - Art's Money Moment
(05:23) - Growth and phases of Perigon Wealth Management
(10:53) - Challenges and strategies in integration
(15:23) - The role of technology in financial advisory
(17:31) - Professionalization and organic growth
(23:37) - How advisors are becoming specialists
(27:07) - Milemarker Minute

Key Takeaways

Embrace Niche Expertise: Specializing in specific client segments or financial areas enhances trust and positions advisors as authorities, leading to stronger client relationships and business growth.
Leverage Technology for Scalability: Implementing advanced technological solutions streamlines operations, allowing firms to efficiently scale while maintaining high-quality, personalized client service.
Prioritize Client-Centric Growth: Focusing on clients’ unique needs and building trust through transparency and reliability fosters long-term relationships and drives organic growth.
Adapt to Industry Evolution: Staying informed about industry trends and being flexible in adopting new practices ensures firms remain competitive and can effectively meet changing client expectations.
Invest in Professional Development: Continuous learning and development for advisors and staff are crucial for delivering sophisticated financial advice and adapting to the evolving landscape of wealth management.

Quotes

“ This isn't about picking the best investment. This is about helping people achieve their goals, live the life they want to live, and try to optimize their finances in a way to get there.” ~ Art Ambarik

“ What's happening is the professionalization of the industry. What that means is, we have colleges now teaching CFP classes and people coming out as trusted experts. They're not viewed by their peers as salespeople They're not viewed by their peers necessarily as investment specialists. They're viewed by their peers as professional financial advisors.” ~ Art Ambarik

“Financial advisors are going from being generalists to being experts and having more of a niche. It makes complete sense. If you're a prospective client, you're looking for trust and confidence.” ~ Art Ambarik

Links

Connect with our hosts

Subscribe and stay in touch

Promos

Produce game-changing content with Turncast

The Soul of Wealth with Daniel Crosby

Tue, 21 Jan 2025 08:00:00 -0000

Episode 077: We live in a world where numbers rule—stacking up wealth, counting dollars, and chasing financial milestones. It's a common pitfall to equate money with happiness, as society frequently portrays financial success as the ultimate goal. While money can bring freedom and opportunity, it also reveals that as powerful as it is, it remains a tool, not a solution to all of life's challenges.

In this episode, Kyle Van Pelt talks with Daniel Crosby, Chief Behavioral Officer at Orion Advisor Solutions, New York Times bestselling author, and the host of the Standard Deviations podcast. Daniel helps individuals and organizations thrive at the intersection of psychology and finance. His book, The Soul of Wealth, explores what wealth really is and provides practical suggestions for how to change your thinking and your actions in small, powerful ways.

Daniel talks with Kyle about money, meaning, and the human side of wealth. Daniel dives deep into the often-overlooked aspects of wealth, the power of conscious spending, and the parallels between health and wealth.

In this episode:

(00:00) - Intro
(02:05) - The Soul of Wealth
(06:47) - Daniel's thoughts on donor-advised funds
(09:58) - The burden of wealth
(17:19) - Why the influencer culture is rooted in half-truths
(24:19) - The parallels between health and wealth
(31:34) - New changes to Daniel's podcast, Standard Deviations
(36:07) - Milemarker Minute

Key Takeaways

Every dollar spent is a vote for the kind of world you want to live in.
Achieving financial success can bring unexpected challenges like isolation, anxiety, and a loss of purpose. It's crucial to recognize that money is a tool, not a solution to all problems.
Money and online influence can provide fleeting satisfaction, but they don't replace authentic human connection, purpose, or love.
It's easy to fixate on achieving a specific financial goal or level of success. However, finding joy in the journey and focusing on the behavioral and relational aspects of life are equally important.

Quotes

"I'm always looking for ways to humanize wealth, budgeting, and investing. Understanding that the way you spend every dollar is a vote for the kind of world you want to live in." ~ Daniel Crosby

"Money is easy to stack. Money is easy to count. Money is easy to quantify. Because it is all those things, we treat it as a proxy for happiness." ~ Daniel Crosby

"The five facets of a meaningful life are fun and leisure, deep work, loving relationships, meaning, and advancement. Money is only exceptional at scratching one of these itches." ~ Daniel Crosby

"The belief that money is a tool that solves every problem is so hard to shake because it is riddled with half-truths. Money can't buy us happiness outright, but it can buy us the absence of misery. Money can't buy us love, but it can buy us chocolate and roses. Money can't buy us purpose, but it can buy us time to reflect on the meaning of life." ~ Daniel Crosby

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How to Leverage Technology and Culture to Drive Business Growth with Jeremy Nelson

Tue, 14 Jan 2025 08:00:00 -0000

Episode 076: This week, Kyle Van Pelt talks with Jeremy Nelson, President at Element Wealth. Jeremy shares his journey from discovering investing as a 10-year-old in Canada to building Mississippi’s fastest-growing RIA. Jeremy discusses merging with Ross and Yerger, prioritizing culture and client relationships, and leveraging technology for growth. He explores AI’s potential to enhance advisory efficiency while maintaining human-centered service. From integrating new team members to fostering client trust, Jeremy highlights the importance of leadership, transparency, and personal connections in driving success.

In this episode:

(00:00) - Intro
(00:57) - Jeremy's Money Moment
(02:38) - Early career and internship experience
(04:27) - Client retention and referrals
(06:27) - Merging with Ross and Yerger
(10:09) - Maintaining company culture
(16:25) - The role of technology in business growth
(21:38) - Future trends: AI in the RIA industry
(28:37) - Milemarker Minute

Key Takeaways

Prioritize Culture and Client Relationships: Building a strong organizational culture and fostering deep client relationships are fundamental to sustainable growth in financial advising.
Embrace Technology and AI: Leveraging technology, including AI, can enhance efficiency and client service, but it’s crucial to maintain a human-first approach to preserve personal connections.
Navigate Mergers with Transparency: When merging firms, clear communication and transparency are vital to integrate teams effectively and maintain trust with clients.
Invest in Leadership Development: Developing leadership skills within the team ensures adaptability and resilience, enabling the firm to navigate industry changes successfully.
Balance Innovation with Personalization: While adopting new technologies is important, ensuring that client interactions remain personalized and human-centric is key to differentiating your advisory services.

Quotes

“I think AI is going to become a massive productivity tool that we're going to be able to leverage and we're just scratching the surface.” ~ Jeremy Nelson

“ The only way to be efficient is technology, right? And by putting that at the center of our business, operationally, it enables us to handle more and more clients.” ~ Jeremy Nelson

“When you do a good job with your clients—when you connect with them on a personal basis, when you understand where they are in life, what they're trying to achieve— you're working together in a partnership. They're going to be really willing to refer you because they like you.” ~ Jeremy Nelson

Links

Jeremy on LinkedIn: https://www.linkedin.com/in/jeremy-my-element-wealth/
Element Wealth: https://myelementwealth.com/
Legg Mason: https://en.wikipedia.org/wiki/Legg_Mason
Nintendo: https://www.nintendo.com/
Ross and Yerger: https://www.rossandyerger.com/
Juli-Ann Marquette: https://www.linkedin.com/in/juli-ann-my-element-wealth/
Principles for Dealing with the Changing World Order by Ray Dalio: https://www.amazon.com/Changing-World-Order-Nations-Succeed/dp/1982160276
The Psychology of Money by Morgan Housel: https://www.amazon.com/Psychology-Money-Timeless-lessons-happiness/dp/0857197681

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Wealth with Purpose: Redefining Financial Planning with Jessica Gibbs

Tue, 07 Jan 2025 08:00:00 -0000

Episode 075: In this episode of The Connected Advisor, Kyle Van Pelt talks with Jessica Gibbs, Partner and VP at Monument Wealth Management. Jessica shares her journey from nonprofit fundraising to financial planning, driven by her passion for helping people align their wealth with their purpose. She highlights the importance of personalized communication, Monument’s innovative approach to financial advising, and the firm’s commitment to flexibility and inclusivity. Jessica also shares insights about hosting Monument’s podcast Off the Wall, leveraging technology for efficiency, and preparing the next generation of advisors.

In this episode:

(00:00) - Intro
(01:50) - Jessica's Money Moment
(02:15) - Transition to financial planning
(06:25) - Joining Monument Wealth Management
(08:23) - Jessica's critique of the financial industry
(11:33) - How Monument uses podcasting
(15:20) - What makes Monument stand out
(23:04) - Gender equality and the future of financial planning
(27:24) - Monument's culture and work-life balance
(30:20) - Leveraging technology
(33:32) - Milemarker Minute

Key Takeaways

Align Your Wealth with Your Values: Wealth isn’t just about accumulating assets; it’s about aligning your financial resources with your life’s purpose. Whether it’s charitable giving, personal goals, or legacy planning, identifying and prioritizing what truly matters ensures your wealth creates meaningful impact.
Tailor Your Communication to Build Stronger Relationships: Effective financial planning goes beyond technical expertise; it’s about understanding your clients’ unique needs. Whether they prefer detailed analysis or a bottom-line summary, adapting your communication style builds trust and long-term relationships.
Embrace Collaboration for Better Client Outcomes: A team-based approach brings diverse perspectives to the table, resulting in more comprehensive solutions for clients. Monument Wealth Management’s ensemble model showcases the power of collaboration in financial planning.

Quotes

“Being a financial planner is about the money, the modeling, taxes, IRS code. But it is equally a relationship business. It is equally a communication business.” ~ Jessica Gibbs

”This is a subject matter that I've always loved learning about. I was that kid who read Money magazine in high school. I opened my first Vanguard account when I got my first job and invested in a mutual fund. I talked to my friends about like, hey, do you have an investment account?” ~ Jessica Gibbs

“Wealth is going to be changing hands to women and younger generations… Having women representation within the industry is so important to making sure that you are speaking effectively to female clients.” ~ Jessica Gibbs

Links

Jessica on LinkedIn: https://www.linkedin.com/in/jessicagibbscfp/
Monument Wealth Management: https://monumentwealthmanagement.com/
Off the Wall podcast: https://monumentwealthmanagement.com/resources/?type=podcast
Brookings: https://www.brookings.edu/
Georgetown School of Continuing Studies: https://scs.georgetown.edu/
Dave Armstrong: https://www.linkedin.com/in/davidbarmstrong/
eMoney: https://emoneyadvisor.com/
G2 Leadership Institute: https://ensemblepractice.com/services/g2-leadership-institute/
Dean Catino: https://www.linkedin.com/in/dean-catino-cfp%C2%AE-cpwa%C2%AE-crpc%C2%AE-60311211/
Greater DC Diaper Bank: https://greaterdcdiaperbank.org/

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Owning Your Data: The Future of Wealth Management

Tue, 31 Dec 2024 08:00:00 -0000

Episode 074: In this “Best of 2024” episode of The Connected Advisor, Kyle Van Pelt brings together four leaders from four firms to discuss why firms should own their data and why data and technology are keys to success. Featuring Mike Prior, Brian Preston, Mark DeLotto, and Chrissy Lee.

In this episode:

(00:00) - Intro
(00:52) - Mike Prior on the importance of a modern approach to technology.
(04:37) - Brian Preston on how to build organic growth by being on the front edge of technology.
(07:00) - Mark DeLotto on the criticalness of data in all aspects of building a firm.
(12:00) - Chrissy Lee on how technology is the secret to exceptional operations.

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Cultivating Talent: Insights from Innovative Firms

Tue, 24 Dec 2024 08:00:00 -0000

Episode 073: In this episode of The Connected Advisor, Kyle Van Pelt brings together some of the show’s best moments from 2024 discussing how firms are recruiting and developing their talent. Featuring Seth Merrill, Jeff Casey, Alex Goss, and Patrick Sweeny, this episode dives into how great leaders of great firms tackle different aspects of the war for talent.

In this episode:

(00:00) - Intro
(00:59) - Seth Merrill on what roles he is prioritizing as his firm grows.
(06:03) - Jeff Casey on the process of getting through a transitional season.
(12:36) - Alex Goss on how he sees the industry moving for better outcomes for firms and employees.
(20:33) - Patrick Sweeny on how Apella Wealth developed a unique residency program.

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Why Long-Term Strategy is the Key to Financial Success with Brad Ball

Tue, 17 Dec 2024 08:00:00 -0000

Episode 072: Brad Ball, founder of Bison Wealth, is a seasoned financial expert with a passion for creating long-term value in wealth management. Brad’s approach integrates patient capital, cutting-edge investment strategies, and a focus on building resilient client relationships.

In this episode, Kyle talks with Brad about the importance of infrastructure in financial firms, the key elements of successful advisor training, and the challenges and opportunities in the wealth management industry. Brad shares his journey from working with large pension plan investments to founding Bison Wealth, emphasizing the need for a supportive environment and sophisticated strategies to meet client needs. They also explore the role of technology and AI in modern wealth management, along with Brad's insights on industry trends and future growth.

In this episode:

(00:00) - Intro
(00:47) - Meet Brad Ball
(02:09) - Brad's money moment
(05:06) - Training and succession planning in wealth management
(08:35) - Merging Bison Advisors and Bison Wealth
(10:42) - Strategies for growth and client acquisition
(19:41) - The role of technology in Bison's growth
(28:20) - Future trends in the financial industry
(32:17) - Brad's Milemarker Minute

Key Takeaways

Aligning with partners who have a long-term investment horizon allows for strategic planning and enduring client relationships.
Incorporating alternative investments into portfolios enhances protection and creates unique value for high-net-worth clients.
A cohesive and integrated technology stack is essential for operational efficiency and long-term success.
Focusing on personalized client solutions fosters trust and builds lasting relationships in a competitive industry.

Quotes

“If you're not trying to create some synergy with your tech stack, with your operations, you simply bog down and you can't be successful.” ~ Brad Ball

“ We're really focusing on building products that have protections built in that give [clients] less of a binary outcome and more of a disproportionate up to down.” ~ Brad Ball

“ There is no question the market has voted firmly that aggregators are going down in value, and integrators are going up in value.” ~ Brad Ball

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How to Attract Ultra-High-Net-Worth Clients with Jonathan Foster

Tue, 10 Dec 2024 08:00:00 -0000

Episode 071: Building a thriving business is about playing the long game—prioritizing sustainable value creation over fleeting, short-term wins. Organic growth strategies lie at the heart of this approach, leveraging the power of client referrals, collaborative partnerships, and the ability to craft compelling stories that resonate with clients. For advisors aiming to attract ultra-high-net-worth clients, focus on telling, not selling, and offer genuine value without the pressure of asking for referrals.

In this episode, Kyle Van Pelt talks with Jonathan Foster, President adn CEO of Angeles Wealth Management. Jonathan is a senior leadership executive with experience in all three major wealth management channels: wirehouse, registered investment advisory, and independent representative marketplaces.

Kyle and Jonathan discuss the strategies and philosophies that drive long-term success in the RIA space. Jonathan shares the three ways to grow organically, how to attract ultra-high-net-worth clients, and the importance of long-term value creation. He also dives into the key factors driving RIA's valuation and the challenges of democratizing alternative investments.

In this episode:

[02:34] - Jonathan's money moment
[03:54] - Founding Angeles Wealth Management
[12:27] - Three ways to grow organically
[15:44] - How to attract ultra-high-net-worth clients
[18:19] - The importance of long-term value creation
[22:31] - Leadership's role in nurturing team members' well-being and growth
[26:06] - The challenges and rewards of entrepreneurship
[27:47] - Key factors that drive the valuation of an RIA
[30:38] - Flexibility and adaptability in business planning
[36:16] - The future of the financial services industry
[36:29] - Democratizing access to high-quality private investment
[40:57] - John's Milemarker Minute

Key Takeaways

Building a successful business prioritizes long-term value creation over short-term gains.
Organic growth strategies include referrals from happy clients, collaboration with colleagues, and hiring skilled storytellers.
When attracting ultra-high-net-worth clients, it's important to "tell, don't sell" and focus on providing value rather than asking for referrals.

Quotes

[12:57] - "There are three ways that we've identified that could organically grow the business. The first is getting referrals from happy clients. The second one is being a good colleague with our sister company. The third way is hiring a good storyteller." ~Jonathan Foster

[26:12] - "People always talk about the wins. They don't talk about the ones that didn't work. What you don't want to do is spend five or 10 years of your life on a bad idea." ~ Jonathan Foster

[28:30] - "What makes a business valuable to own or valuable to sell is organic growth, high-quality people, and a high-quality process." ~ Jonathan Foster

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Succession Planning and Growth Strategies with Thomas Carroll

Tue, 03 Dec 2024 08:00:00 -0000

Episode 070: Succession planning and growth strategies are critical considerations for RIAs seeking long-term sustainability. As firms evolve and leadership transitions occur, a well-defined succession plan ensures smooth handover and business continuity. Succession plans, coupled with strategic growth initiatives and investing in the right technology, allow RIAs to deliver better client service, attract top talent and potential leaders, and provide more sophisticated services.

In this episode, Kyle Van Pelt talks with Thomas Carroll, CEO & President of Homrich Berg. Thomas has an extensive background in wealth management, both as an advisor to clients and as a leader of client service organizations.

Kyle and Thomas discuss the importance of a well-defined succession plan and growth strategies, how RIAs can effectively plan succession, and how investing in technology improves client and advisor experiences. Thomas also talks about the trend of advisors and clients migrating to RIAs and the value of maintaining a culture and service model while scaling.

In this episode:

[02:05] - Thomas' money moment
[07:05] - Homrich Berg's 12-year succession plan
[10:07] - How RIAs plan for succession
[13:39] - The emotional aspects of leadership transition
[16:03] - Why advisors and clients migrate to RIAs
[19:38] - The "Goldilocks" size for RIAs
[21:59] - Maintaining the "Goldilocks" phase while scaling
[25:10] - Technology investments at Homrich Berg
[28:35] - Homrich Berg's philosophy for growth
[30:20] - Trends in wealth management
[34:05] - Thomas' Milemarker Minute

Key Takeaways

A well-defined succession plan is important for a smooth leadership and equity transition in RIAs.
Clients are becoming more sophisticated and seeking fee-only advisors who prioritize their best interests—a trend that’s driving growth for independent RIAs.
The "Goldilocks" size for RIAs balances scale and client service. It is big enough to offer scale, resources, and technology investments, yet nimble and client-centric.
Strategic growth can enhance client experience when combined with technology investments.
Optimizing core technology systems is more effective than acquiring multiple-point solutions.

Quotes

[17:08] - "The only revenue we make as a firm is providing advice to our clients. They're paying us for advice. And you're going to see more and more clients gravitate to that business model because it's inherently unconflicted. We do whatever is in the client's best interest." ~ Thomas Carroll

[22:50] - "We're here to provide a comprehensive fiduciary wealth management experience in a fee-only way on a chassis of service, not a chassis of sales." ~ Thomas Carroll

[28:35] - "Our goal was not to get bigger for bigger's sake. Our goal was to continue to deliver the client experience that we are committed to delivering in a fee-only construct with a service-oriented approach." ~ Thomas Carroll

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Financial Therapy with Emily Millsap

Tue, 19 Nov 2024 08:00:00 -0000

Episode 69: Our relationship with money is often influenced by personal experiences, cultural upbringing, and deeply rooted beliefs. These invisible drivers shape our financial habits, decision-making, and overall well-being. Financial therapists understand that money decisions aren't just about numbers and logic—they're about people. By recognizing clients' emotional and psychological responses to money, financial therapists create holistic plans that align with each person's values and goals.

In this episode, Kyle Van Pelt talks with Emily Millsap, Manager of Financial Planning at Avantax Wealth Management. Early in her financial services career, Emily discovered her passion for behavioral finance and how our core money beliefs are deeply rooted in our generational wealth stories and personal experiences.

Kyle and Emily talk about financial therapy and its role in holistic planning. They discuss the key differences between traditional financial advice and financial therapy and how a holistic approach can lead to more effective and sustainable outcomes. Emily also shares the process of managing a centralized planning desk and future trends in the industry.

In this episode:

[02:41] - Emily's money moment
[05:10] - What is financial therapy?
[08:09] - Differences between financial therapy and financial advice
[11:37] - What it takes to run a successful centralized planning desk
[13:35] - Bringing together financial therapy and holistic planning
[19:41] - Integrating tax planning into financial therapy
[22:52] - Keeping up-to-date with holistic planning
[24:47] - Future trends in financial planning
[27:23] - Milemarker Minute

Key Takeaways

Financial therapy is a holistic approach to financial planning that considers both the emotional and logical aspects of money management.
Understanding clients' emotional responses to financial decisions is essential for providing effective advice.
A centralized planning desk streamlines the process for advisors and clients, allowing for a more efficient and effective approach.
Emerging trends in the industry include the growing importance of holistic planning, the increasing role of women in wealth management, and the need to navigate the growing availability of financial information.

Quotes

[08:18] - "Most of us in this industry are problem solvers and solution bringers. But I think we have to get to a point where we humanize financial planning in many ways. And it's not just about getting to the solution but answering the question for the client." ~ Emily Millsap

[23:27] - "If we continue to silo our financial lives, which is a very important part of our lives, how do we know the different pieces are working together and that we've got the best pieces in place? I would love to get to a point where this doesn't have to be a question anymore because everyone is doing holistic [planning]." ~ Emily Millsap

[24:28] - "If we stay as a team and keep learning as a foundational part of our culture and what we do together, then we will be better positioned to stay on top and continue building an environment where it's okay for any one team member to not know something at any point." ~ Emily Millsap

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Strategic Marketing Techniques for Financial Advisors with Samantha Russell

Tue, 12 Nov 2024 08:00:00 -0000

Episode 068: Marketing is about providing value, building relationships, and earning trust. Financial advisors who want to stand out focus less on selling and more on serving. One of the most effective ways to do this is by creating content people want to engage with, whether blog posts, newsletters, social posts, podcasts, or videos.

In this episode, Kyle Van Pelt talks with Samantha Russell, Chief Evangelist at FMG Suite. Samantha teaches financial advisors how to utilize digital marketing strategies to produce exponential growth through website development, content marketing, SEO, social media, and video. Her cutting-edge thought leadership is recognized throughout the financial services industry and led to her being named to Investment News 40 Under 40, ThinkAdvisor "Luminary" and Wealth Management Top Ten to Watch.

Kyle and Samantha talk about strategic marketing techniques for financial advisors. They discuss the power of content marketing, the importance of consistency in the marketing process, and the impact of providing value beyond financial advice.

In this episode:

[03:10] - Samantha's money moment
[05:47] - Samantha's transition from sales to marketing
[08:24] - How marketing tactics have changed over time
[11:34] - How new RIAs can stand out
[16:02] - How to scale marketing efforts
[20:07] - Choosing the right CRM
[22:22] - Effective marketing strategies
[25:25] - The power of in-person events
[28:02] - Samantha's outlook on the future of the industry
[35:21] - Milemarker Minute

Key Takeaways

An effective marketing strategy offers value first before asking for anything in return.
Marketing takes time and consistent effort, but when done right, it can lead to a steady stream of qualified leads.
Content marketing is a powerful tool for attracting and nurturing prospects.
Hosting in-person events that offer value creates meaningful connections on a personal level.

Quotes

[06:39] - "One of the biggest ways any firm can become a trusted source, where someone will take the phone call or the sales meeting first, is to give something of value away before you ask. I always say give, give, give, then ask." ~ Samantha Russell

[09:45] - "AI has completely changed the game of how people get information. SEO is probably the thing that's Wild West the most, more than anything else." ~ Samantha Russell

[28:33] - "Content is going to become even crazier, and the tools that we use to service clients are going to become so hyper-productive. We are going to go back to thinking about experiences because so many other things are going to become commodities, and the experiences are going to become crucial." ~ Samantha Russell

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Overcoming Cultural Shifts and Communication Barriers with Paula Nangle

Tue, 05 Nov 2024 08:00:00 -0000

Episode 067: Effective communication is the bridge that connects financial experts with clients who may feel overwhelmed by financial jargon. Translating financial concepts into clear, relatable language closes the gap between technical knowledge and client understanding, laying the groundwork for successful partnerships and empowering clients to make better financial decisions.

This week, Kyle Van Pelt talks with Paula Nangle, President and Senior Wealth Advisor at Marshall Financial. Paula focuses on instilling the values that have guided Marshall Financial for more than 40 years. She talks with Kyle about how she transitioned from pharmaceuticals to financial services, and her experiences navigating cultural shifts, overcoming communication barriers, and building meaningful client connections. Paula also dives into her passion for teaching financial planning concepts, and shares her take on the industry's future.

In this episode:

[02:42] - Paula's money moment
[05:37] - From pharmaceuticals to financial services
[09:18] - Teaching financial concepts
[10:49] - Qualities to look for in financial advisors
[14:05] - The gap between academic knowledge and practical experience
[16:14] - Using data to make strategic decisions
[20:30] - Providing career transition services to clients
[24:57] - What it takes to grow a financial advisory firm
[27:36] - Paula's Milemarker Minute

Key Takeaways

Effective communication, free from industry jargon, is essential for building trust and helping clients make smart decisions.
Data and analytics are essential for running a successful financial advisory firm and making informed strategic decisions.
Providing personalized financial advice and addressing clients' unique needs is a key differentiator for financial advisors.
AI is a whole new ballgame in the future of financial services. Advisors need to leverage technology to enhance client experiences and improve efficiency.

Quotes

[12:55] - "The RIA has evolved where there are more enterprise firms. So, not everyone needs to be a salesman to be successful as a financial advisor." ~ Paula Nangle

[16:40] - "Every year, we get a valuation of our company to know what it's worth. So, it's very data-driven, and it comes from a lot of different sources. Milemarker helps clients pull all that complex data together." ~ Paula Nangle

[25:47] - "AI is a whole new ballgame. I don't think we're going to see the obsolescence of human financial advisors. I think clients are going to crave human connection even more, and I believe these tools will allow us to deliver a more personalized experience." ~ Paula Nangle

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Transforming Wealth Management through Alternatives with Dick Pfister

Tue, 29 Oct 2024 07:00:00 -0000

Episode 066: Traditional wealth management often focuses on stocks and bonds, potentially leaving investors vulnerable during market downturns. AlphaCore believes there's a better way. By marrying alternative investments and traditional asset classes, advisors can bridge the gap between traditional wealth planning and the world of alternatives. Breaking down barriers to alternative investments allows investors to diversify and build more resilient portfolios, enhance returns, and mitigate risks.

In this episode, Kyle Van Pelt talks with Dick Pfister, CEO and Founder of AlphaCore Wealth Advisory. Dick has more than 25 years of experience in diversifying traditional portfolios with alternative strategies.

Kyle and Dick talk about alternative investments and how AlphaCore democratizes access to these strategies. Dick also discusses the categories of alternative investments, the role of education in driving accessibility and adoption, upcoming trends in wealth management, and the importance of technology and artificial intelligence in the development of the industry.

In this episode:

[02:04] - Dick's money moment
[06:39] - AlphaCore's mission
[10:35] - The categories of alternative investments
[13:45] - AlphaCore's organic growth strategies
[16:37] - Business development and team structure
[20:43] - Prioritizing culture fit during acquisitions
[24:20] - Technology's role in scaling businesses
[26:59] - Future trends in wealth management
[29:29] - Future trends for alternative investments
[31:26] - Dick’s Milemarker Minute

Key Takeaways

AlphaCore aims to democratize access to alternative investments to enable retail investors to build diversified and more resilient portfolios.
Alternative investment adoption in retail wealth management is still in the early stages. Education for both advisors and clients is crucial for broader acceptance.
The future of wealth management will likely see alternative investment become mainstream, and artificial intelligence will play a crucial role in their adoption.

Quotes

[09:34] - "Coming from the world of alternative strategies, I thought you should have stocks and bonds. But you should have this other instrument called alternatives. Let's make that the third leg of the stool, and that will give you the diversification needed to make it not only in bull markets but in bear markets when you don't have those opportunities in equities." ~ Dick Pfister

[14:33] - "The number one value is, 'do what's right for the client.' And when you do what's right for the client, even if it's more expensive for you as a wealth advisor, more difficult, or operationally inefficient, you're going to get good organic growth because you're putting their interests first." ~ Dick Pfister

[27:57] - "You have to make sure you're embracing artificial intelligence in a way you can utilize to help scale and be more efficient. That's going to become more and more a part of what we do. Not to replace but to enhance what we do." ~ Dick Pfister

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Building Relationships: The Role of COI Networks in Organic Growth with Seth Merrill

Tue, 22 Oct 2024 07:00:00 -0000

Episode 065: In this episode, Kyle Van Pelt talks with Seth Merrill, Partner at The Norden Group. They discuss the challenges and strategies involved in scaling a financial advisory firm, the importance of building strong COI relationships, and the evolving landscape of the advisory industry. Seth shares his unique path into the industry, insights on building study groups with CPAs and attorneys, and the growth trajectory of The Norden Group, including onboarding 11 advisors and managing a team of 22 employees. They also explore the role of technology in managing growth, the balance between personal practice and firm management, and Seth's vision for the future of financial advisory.

In this episode:

[02:03] - Seth's money moment
[06:47] - How Seth develops relationships with COIs
[09:27] - The Norden Group's organic growth strategies
[14:32] - The Norden Group's advisor acquisition
[17:50] - What sets The Norden Group apart from other firms
[21:24] - The Norden Group's recruitment and talent development practices
[25:53] - The challenges of balancing client service with firm management
[28:29] - The Norden Group's tech stack
[31:17] - Seth's take on the future of the industry
[35:11] - Seth's Milemarker Minute

Key Takeaways

Building strong relationships with COIs is a strategic organic growth channel for financial advisors.
The Norden Group has focused on building deep relationships with COIs, like CPAs and legal teams, through study groups and collaborative efforts.
Creating study groups as a platform for knowledge sharing, relationship building, and generating referrals is an effective growth strategy.
Managing a growing firm is complex. It needs to balance client service with operational demands.

Quotes

[13:30] - "Our firm is really based on education, and we need to be better. We feel you can help us improve through the study group format." ~ Seth Merrill

[31:34] - "At this point, one-man shops are going to be really difficult to continue to operate. So, it's going to become more paramount that you surround yourself with a team of competent people." ~ Seth Merrill

[34:23] - "I truly feel we are in the relationship business, and that is our number one job. Most of the time, we are managing emotions and people. That's why we feel it's super important to treat the relationship and bring the party to the initial consultation." ~ Seth Merrill

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Delivering Reliable Value in Financial Services with Mark Weiskind

Tue, 15 Oct 2024 07:00:00 -0000

Episode 064: Traditionally, value propositions are centered on beating the market and outperforming benchmarks. However, these factors often fail to deliver consistent and reliable results for investors. To address this challenge, Fairway Wealth Management aims to provide reliable results by focusing on factors investors can control. These include tax efficiency, cost management, and behavioral guidance.

This week, Kyle talks with Mark Weiskind, Founding Partner and President at Fairway Wealth Management. Mark helped found the firm in 2002 to provide clients with world-class, high-touch, completely independent, and objective advice. Kyle and Mark discuss delivering reliable value, how smaller firms can provide comprehensive financial planning without joining big platforms or consolidators, and how technology is essential in streamlining processes and enhancing client experience.

In this episode:

[03:03] - Mark's money moment
[07:02] - How Mark defines reliable value
[10:20] - Tax alpha
[16:11] - Fees and holistic advisory services
[19:39] - How Fairway provides comprehensive service without joining big platforms
[25:24] - The challenges of small boutique firms
[31:55] - Mark's thoughts on the future of the RIA industry
[35:29] - Mark's Milemarker Minute

Key Takeaways

Reliable value is built on factors that are controllable and consistent, such as tax efficiency, cost reduction, and behavioral guidance.
Tax optimization is a key area where advisors can provide significant client value.
Technology is a valuable tool but should be used strategically to enhance efficiency and client experience.
Smaller firms can compete with big names in the industry by offering personalized service, building strong relationships, and investing in employee development.

Quotes

[07:07] - "For most firms in our industry, the value proposition is based on aspirational concepts and predictions and things investors and advisors don't have any control over. We focus on things that are controllable, where the value is reliable and consistent." ~ Mark Weiskind

[21:16] - "I think the way to succeed is by being hands-on and really just serving the heck out of your clients. As a small boutique firm, if you can do that in an exceptional way, you can truly differentiate yourself as an advisor." ~ Mark Weiskind

[26:04] - "One of the challenges of being a smaller firm is that we don't always spend enough time or don't have the resources to really focus on that tech stack. As more and more technologies emerge, it's hard to keep up." ~ Mark Weiskind

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Multi-Channel Growth Strategies with Robert Conzo and Eric Diton

Tue, 08 Oct 2024 07:00:00 -0000

Episode 063: This week, Kyle talks with Robert Conzo and Eric Diton from The Wealth Alliance. Robert is the CEO and Managing Director, and Eric is the President and Managing Director.

They discuss their journey in wealth management, from large wirehouses to establishing an independent firm. They explore growth strategies through M&A, organic client acquisition, and building strong centers of influence. The conversation explores the importance of technology, AI, and the role of social media and PR in building a successful brand. They also discuss their firm's culture, charitable initiatives like “Songs of Love”, and vision for becoming a super regional RIA.

In this episode:

[02:30] - Money moments
[08:28] - The early days of The Wealth Alliance
[10:52] - Strategies for organic growth
[16:20] - Building referral relationships
[20:05] - The power of social media and PR
[26:48] - A multichannel marketing strategy
[28:58] - Navigating record growth and building a strong team
[31:35] - The future of RIAs
[35:41] - Embracing technology and AI in wealth management
[42:22] - Milemarker Minute

Key Takeaways

The Wealth Alliance's approach to organic growth includes building relationships with referral sources, leveraging social media and PR, and providing exceptional client service.
Building strong relationships with CPAs and attorneys is crucial for generating referrals and expanding your client base.
Technology is important in streamlining operations, improving client service, and staying ahead of industry trends.
The Wealth Alliance envisions a future where super-regional RIAs play a dominant role in the industry.

Quotes

[12:18] - "The bottom line is, as we all know, we are in a service business. Client contact is paramount." ~ Eric Diton

[29:06] - "We have built a family here. It sounds cliché, but our success comes from the love and respect within our team. Everyone is willing to work really hard because they love where they work and what we're building." ~ Eric Diton

[31:35] - "The independent industry is consolidating. All these little RIAs are starting to come together, and I believe the future of this industry is a super-regional RIA firm controlling a region." ~ Rob Conzo

[36:42] - "The beauty of the independent industry is that these platforms have become more and more sophisticated. The benefactor of this technology will be the RIA, the client, and everybody else surrounded by the firm." ~ Rob Conzo

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Buddy System with Gary Russell

Tue, 01 Oct 2024 07:00:00 -0000

Episode 062: At Helium Advisors, the buddy system isn't just a strategy—it's a core component of their wealth management approach. By pairing advisors with shared goals and similar skill sets, they provide clients with more comprehensive and personalized solutions.

In this episode, Kyle Van Pelt talks with Gary Russell, Partner and Co-Founder at Helium Advisors, about Helium's buddy system, how it works, and the benefits it provides. They also discuss holistic planning and how using the right technology creates a unique client experience.

In this episode:

[01:49] - Gary's money moment
[03:37] - What inspired Gary to become a financial advisor
[05:34] - What influenced Helium's culture
[07:39] - Helium's buddy system
[13:22] - Holistic planning defined
[18:19] - Leveraging technology for better client service
[23:40] - Technology in holistic planning
[26:02] - Gary's outlook on the future of the industry
[27:53] - Gary's Milemarker Minute

Key Takeaways

Helium's buddy system pairs advisors together to leverage their skill sets and provide more comprehensive advice to clients.
Holistic planning considers all aspects of a client's financial life, including taxes, estate, and business planning.
Technology is a critical part of financial planning. Advisors need to be selective about which technologies to adopt.
The future of financial planning involves more consolidation and integration of AI.

Quotes

[24:30] -"If you look at where other industries have gone before us, we don't want to be in the front one percent of that technology. But we want to be in that first five or 10 percent, right? We don't want to be the testers, but we want to be the early adopters for sure." ~ Gary Russell

[26:50] - "There's no way AI will seamlessly wipe us all out. You'll have a real human working in a buddy system with a few advisors and understanding what AI can do to help." ~ Gary Russell

[31:22] - "The integration of the decisions that you make and how you bring them to your team really matters. We have learned that by doing it poorly and failing our way up." ~ Gary Russell

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Financial Planning for Wealth Creators with Craig Robson

Tue, 17 Sep 2024 07:00:00 -0000

Episode 061: Wealth creators understand that financial planning isn't solely about maximizing returns. It’s also about building a lasting legacy. By involving the next generation in family wealth discussions, advisors can help beneficiaries develop a solid financial understanding. This ensures a smoother wealth transfer and empowers future generations to manage their financial affairs effectively.

In this episode, Kyle talks with Craig Robson, Founding Principal and Managing Director at Regent Peak Wealth Advisors. In his role, Craig sets the firm's overall vision and strategy. The creation of Regent Peak Wealth Advisors is a direct result of Craig's desire to provide all relationships with objective advice free from the conflicts of interest that might come from large institutions.

Craig and Kyle break down what financial planning for wealth creators looks like. They discuss the importance of using a tech stack that best suits the firm's needs rather than the one-size-fits-all approach, the flexibility of being an independent advisor, and Craig’s unique approach to solving complex financial scenarios for wealth creators and their successors.

In this episode:

[01:24] - Craig's hockey story
[02:56] - Craig's money moment
[08:56] - Why Craig left one of the world's largest wirehouses
[15:06] - Why Craig chooses to serve wealth creators
[17:32] - How Craig's consulting experience has helped him to grow his company
[22:01] - Craig's thoughts on being a fiduciary
[26:54] - Why Craig is passionate about helping the next generation of investors
[31:28] - How Craig succeeds in managing generational wealth
[36:21] - Craig's strategy for growing organically
[42:21] - Craig's Milemarker Minute

Key Takeaways

Choosing technology solutions that best fit the firm's needs, rather than being restricted by a one-size-fits-all approach, differentiates independent advisors from those tied to larger firms.
Involving the next generation in family wealth discussions ensures a smooth and sustainable wealth transfer and can guard against common pitfalls.
A successful financial advisory practice goes beyond asset management, incorporating life coaching and consulting services to provide holistic support to clients.

Quotes

[11:42] - "If you're going to take the professional risk to start your own business, don't forget why you did it." ~ Craig Robson

[16:14] - "As I started to have deeper, broader conversations with clients about what was most important to them and what they wanted to accomplish in their lifetime, I realized that the more complex one situation is, the more we can help them." ~ Craig Robson

[23:55] - "In our industry, it's an art and a science. The science is the actual plan itself. The art is communicating it and deciding the prioritization of what you want to follow through on." ~ Craig Robson

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How Technology Boosts Operational Efficiency with Chrissy Lee

Tue, 10 Sep 2024 07:00:00 -0000

Episode 060: Operations is the cornerstone of any organization, and technology is integral to successful business operations. Their integration revolutionizes any organization, and wealth management is no exception. By automating tasks, streamlining workflows, and connecting disparate systems, technology has become an indispensable tool for improving operational efficiency. This increased efficiency empowers advisors to focus more on what they do best: serving their clients, building lasting relationships, and providing personalized financial guidance.

In this episode, Kyle talks with Chrissy Lee, Chief Operating Officer of Merit Financial Advisors. Chrissy is responsible for the day-to-day operations of the firm, working within the executive leadership team and each department within the organization to create efficiencies and streamline the client service experience. She is also responsible for operational strategy, driving strategic growth through mergers and acquisitions, and overseeing onboarding processes, business development, and technology implementations to create a best-in-class experience for the Merit community.

Kyle talks with Chrissy about the importance of operational efficiency in wealth and asset management. She discusses the challenges of integrating technology, the significance of human relationships in wealth management, and how technology should enhance, rather than replace, these relationships.

In this episode:

[02:32] - Chrissy's money moment
[06:15] - What it takes to be a great operator
[10:16] - What Merit Connect is all about
[13:03] - Chrissy's thoughts on building a client portal
[15:16] - What makes Merit Financial the right partner for firms
[19:55] - Areas of operation with technology challenges
[23:26] - The challenge of connecting advisor-facing and operations-facing technology
[25:36] - Chrissy's thoughts about the future of the industry
[30:32] - Chrissy's Milemarker Minute

Key Takeaways

Operations and technology go hand in hand. Operations is at the heart of any organization. And technology is an integral component of successful operations.
Integrating operations with advanced technology can streamline processes and enhance client interactions.
Operational efficiency, meticulous planning, and client-focused strategies are crucial for consolidation and acquisition firms.
Technology automates and streamlines processes, allowing advisors to focus on serving their clients.

Quotes

[15:27] - "One of the things that really takes away from advisors is productivity. Why not allow advisors to stay in their "hot zone," which is to serve their clients and have that relationship with the clients?" ~ Chrissy Lee

[20:11] - "Operations and technology go hand in hand. Operations is at the heart of an organization because you have the relationships. And if we don't have the right technology or if it's limited, it is difficult because it becomes a manual process." ~ Chrissy Lee

[27:46] - "People are not numbers. You can only send so much data and analysis to someone, you know? They want someone who cares, who is listening, and who is hearing their story." ~ Chrissy Lee

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Diversifying Wealth Management With Property and Casualty Insurance with Jeff Casey

Tue, 03 Sep 2024 07:00:00 -0000

Episode 059: CG Financial's expansion into property and casualty insurance is a unique strategy in the advisory space. While many firms focus on core expertise, CG Financial has ventured into new territories, taking advantage of its internal expertise. Its proactive use of EOS (Entrepreneurial Operating System), diversification into new business lines, and commitment to technological excellence set the bar for strategic growth and leadership.

In this episode, Kyle talks with Jeff Casey, President and Partner at CG Financial Services. As a Founding Partner and Senior Financial Advisor, Jeff has been a pillar of CG Financial's foundation, specializing in comprehensive wealth management, executive compensation, and corporate retirement plans. He works to build and implement business strategies across the four divisions of CG Financial Services: Individual Wealth Management, Business Services, CG Advisor Network, and CG Insurance Agency.

Jeff talks with Kyle about the strategic expansion and innovation driving CG Financial's success. He shares CG Financial's transition to implementing EOS, its integration of property and casualty insurance into its service offering, and the importance of technology in enhancing business capabilities.

In this episode:

[01:45] - Jeff's money moment
[03:40] - Why Jeff chose a career in finance
[06:10] - Implementing EOS
[09:53] - Expansion into property and casualty insurance
[15:21] - How CG Financial's insurance business works
[18:06] - Personal growth and development
[23:15] - Innovative data management and core processes
[30:31] - The qualities of a good leader
[33:03] - Jeff's thoughts about the future of RIAs
[35:34] - Jeff's Milemarker Minute

Key Takeaways

Integrating EOS (Entrepreneurial Operating System) and strategic use of technology has revolutionized CG Financial's operations, offering greater visibility and efficiency.
Diversification into property and casualty insurance demonstrates a unique approach to enhancing client value within a financial advisory firm.
Effective leadership and investing in young talent are critical for sustainable growth and maintaining a competitive edge.
Fostering a culture of continuous improvement and strategic geographic expansion has been vital to CG Financial's sustained growth and success.

Quotes

[23:42] - "Technology is so important in the evolution of our business. We want to make sure that we can stay at the cutting edge of providing the best resources and solutions for our clients in any line of business that we offer." ~ Jeff Casey

[24:41] - "Data warehouse is a way for us to store data securely, organize that data, and have it in a fashion that allows your team to adapt should you decide to change things in the future." ~ Jeff Casey

[31:46] - "Every business owner has to look internally at what makes you good, what makes you great, and try to find those same qualities in the people that you're hiring and the people that you're developing." ~ Jeff Casey

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Creating an Internal Culture of Growth with Patrick Sweeny

Tue, 27 Aug 2024 07:00:00 -0000

Episode 058: Financial advisory firms always look for innovative ways to create a culture of growth. Internal promotions and residency programs are some unique and great strategies. By nurturing talent and creating opportunities for advancement, specializing in a specific niche, and the strategic integration of technology, firms can cultivate seasoned advisors who understand the company's core values and philosophy and offer comprehensive planning solutions that truly resonate with clients.

In this episode, Kyle talks with Patrick Sweeny, Chairman and CEO of Apella Wealth and Co-founder of Symmetry Partners. Patrick focuses on investor education and the strategic growth of the firm. He is a recognized speaker on asset-class investing and transforming advisor businesses into more efficient models.

Patrick and Kyle discuss how to create a culture of growth through internal promotions and residency programs, the advantages of focusing on a specific niche, and the importance of technology in providing comprehensive planning services.

In this episode:

[01:31] - Patrick's money moment
[03:36] - The difference between institutional and retail clients
[04:24] - The evolution of Apella Partners
[08:52] - Finding executive talent from within
[13:09] - How Apella's residency program works
[17:28] - Manging acquired companies
[20:00] - How Apella successfully delivers comprehensive planning services
[24:24] - Apella's tech stack
[29:19] - Organic growth
[33:48] - Apella's strategy for collecting and leveraging data
[36:09] - Patrick's outlook on the future of the industry
[38:33] - Patrick's Milemarker Minute

Key Takeaways

Financial advisors can differentiate themselves from the industry by delivering services that are important to clients.
A residency program is a unique and great way to onboard people who can provide meaningful advice, act as real advisors on real accounts, and do real planning.
The most successful advisors have a niche. They understand their niche and can train their clients for success.
Having internal employees promoted to C-level positions helps maintain the company's culture, core values, and philosophy.

Quotes

[18:35] - "We always talk in this business about how you differentiate yourself. You don't need to think long and hard about it. You differentiate yourself by delivering more services that are important to clients." ~ Patrick Sweeny

[21:08] - "The most successful advisors have a niche. They understand their niche, and when the prospect sits in front of them, they quickly realize, this is my person. This is my advisor because they know everything there is to know about me already."~ Patrick Sweeny

[28:07] - "This is still a relationship business. People want a relationship in place with someone they trust. And technology is there for us to leverage and use to make us more effective at what we do." ~ Patrick Sweeny

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Noble Pursuit: Financial Planning with Scott Hanson

Tue, 20 Aug 2024 07:00:00 -0000

Episode 057: Financial advisors often go beyond the confines of business to become trusted guides in their client's financial lives. More than crafting investment strategies and managing portfolios, advisors offer support and expertise to individuals and families through various life stages and financial challenges.

In this episode, Kyle talks with Scott Hanson, Co-Founder and Vice Chair at Allworth Financial. A nationally recognized financial expert, Scott has been named to Barron's list of the Top 100 Independent Wealth Advisors in America numerous times and has been listed as one of the 25 most influential people in the financial services industry nationwide. For more than 29 years, Scott has co-hosted Money Matters, a financial radio program and podcast, making it one of the longest-running shows of its kind in America.

Scott talks with Kyle about what makes financial advisory a noble profession. He discusses his early experiences in the industry and the shift toward a more inclusive and diverse approach to financial advising. Scott also shares Allworth Financial's successful consolidation strategy, the importance of marketing as a business development tool, and why they're a sought-after partner for firms.

In this episode:

[01:36] - Scott's money moment
[02:41] - Scott’s early career in financial services
[07:06] - Allworth Financial’s approach
[09:24] - The driving force behind Allworth's growth
[13:03] - Why organic growth is difficult for some firms
[15:50] - How radio and podcasting has impacted Allworth’s growth
[20:11] - Stepping down from leadership
[28:05] - Scott's outlook on the future of the industry
[35:21] - What good planning looks like
[36:22] - Scott's Milemarker Minute

Key Takeaways

What makes financial advice a noble pursuit is guiding clients through life's diverse challenges, embodying a role far beyond asset management.
Marketing is one of the most effective ways to grow organically. A proactive approach to marketing and client development is critical.
Embracing a blend of data-driven decision-making and a client-centric approach is pivotal to the industry's growth and success.

Quotes

[06:14] - "The longer I'm in this industry, the more noble I believe it is. I've personally held clients' hands through lots of different things, whether financial markets going crazy or their personal lives going crazy. Navigating the clients through all those different seasons is tremendously valuable to them." ~ Scott Hanson

[33:35] - "If someone's at Allworth, they're going to be well served. One of the reasons I'm passionate about continuing to grow the organization is there are a lot of people out there who need good financial advice, and I would love to be able to provide it to them." ~ Scott Hanson

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Revolutionizing Wealth Management for Advisors and Credit Unions with Mike Prior

Tue, 13 Aug 2024 07:00:00 -0000

Episode 056: Partnering with a platform that prioritizes service over growth offers valuable opportunities for advisors and financial institutions. This strategic approach, combined with the power of technology and data analytics, streamlines operations and fosters deeper client connections. Priority Financial Group's approach to wealth management, rooted in flexibility, control, freedom, and technology, is a blueprint for success in the financial services industry.

In this episode, Kyle talks with Mike Prior, CEO of Priority Financial Group. With more than 25 years of experience in the securities industry, Mike helps advisors and financial institutions reach their unique goals. He is a recognized industry expert and sought-after speaker who helps financial institutions adopt and implement a best practices approach to building successful investment services programs.

Kyle and Mike discuss revolutionizing wealth management for advisors and credit unions, and the importance of data and technology in achieving clients’ goals.

In this episode:

[02:27] - Mike's money moment
[05:01] - What inspired Mike to start Priority Financial Group (PFG)
[09:25] - Why Idaho Central Credit Union partnered with Priority Financial Group
[10:52] - Why credit unions prefer the RIA model over traditional brokers-dealers
[12:41] - Partnering with the University of Southern California
[17:21] - Consolidation in the credit union space
[19:03] - Mike's outlook on the future of credit unions
[21:56] - How PFG helps credit unions capitalize on their data
[24:30] - How PFG delivers its robo-advisor platform
[26:43] - Mike's Milemarker minute

Key Takeaways

Priority Financial Group's innovative approach to wealth management services for advisors and financial institutions sets a new standard in the industry, driving innovation and success in a competitive market.
Providing options to RIAs and financial institutions enables them to tailor their services to meet the specific needs of their clients.
The integration of technology and data analytics drives growth, streamlines operations, and enhances client relationships.

Quotes

[07:00] - "About 10 years ago, when we formed the RIA, it was to come up with a different idea, an alternative that was RIA-forward and RIA-focused. We are an RIA platform for advisors and financial institutions." ~ Mike Prior

[08:31] - "I've seen a lot of really neat things happening in the fintech space. But when financial institution people see what we have related to our core platforms, they're pretty impressed." ~ Mike Prior

[11:37] - "We care about every single advisor, every single client. That matters to us. Every institution is a client, a friend, and a partner. We don't have crazy growth goals; we have crazy service goals." ~ Mike Prior

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

A Tech-Driven Approach to Empowering Independent Advisors with Shannon Spotswood

Tue, 06 Aug 2024 07:00:00 -0000

Episode 055: In this episode, Kyle talks with Shannon Spotswood, CEO at RFG Advisory, about empowering independent advisors through technology. Shannon discusses the importance of a tech-forward approach to delivering services and optimizing internal processes and what it takes to become the RIA of the future. She also shares the foundational pillars of RFG 2.0 and offers a glimpse into the future with RFG 3.0 and the strategic initiatives driving the platform's growth.

In this episode:

[03:23] - Shannon's money moment
[07:39] - Shannon's first experience with wealth management
[09:16] - Why Shannon left her career in wealth management
[11:01] - How Shannon got back into the industry
[15:15] - The beginnings of RFG 2.0
[19:04] - How Shannon helped RFG grow more than twice the industry average
[24:20] - How RFG helps advisors succeed
[32:22] - What RFG 3.0 is and how it works
[39:02] - What it's like to lead a successful wealth management firm
[45:32] - Shannon's Milemarker Minute

Key Takeaways

Technology allows advisors to build enterprise value and deliver a frictionless advisor experience. It empowers them to operationalize and professionalize their business.
Advisors deserve high-touch service, advanced technology, and comprehensive support to deliver exceptional client experiences.
RFG Advisory's data-driven approach and focus on operational efficiency provides advisors with the tools and resources needed to become the RIA of the future.
Becoming the RIA of the future means serving multi-generational clients wherever they are in their financial lifecycle and doing it profitably.
The client of the future needs a financial life advisor. They want to live richly, not just die rich.

Quotes

[17:33] - "My obligation and duty in the industry is not only to be a mentor and a champion for innovation but also for RFG to be a testimony that if you link arms with talented people, you're aligned on your mission, and you're willing to walk through that trench and that valley, you can build something reflective of these big dreams." ~ Shannon Spotswood

[29:15] - "Advisors deserve more. They deserve a tech stack that is as frictionless as possible. They deserve centralized operations. They deserve a team that is wrapped around them, highly trained, motivated, and force multipliers for their clients and their growth. They deserve marketing and coaching resources anchored around the business they want to build." ~ Shannon Spotswood

[37:45] - "We are builders. We are servants. We like to build something bigger than ourselves. That ‘service above self’ unites us all and drives us to get out of bed in the morning." ~ Shannon Spotswood

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Building Client Trust Through Core Values with Ted Bovard

Tue, 30 Jul 2024 07:00:00 -0000

Episode 54: In this episode of The Connected Advisor, Kyle Van Pelt talks with Ted Bovard, Principal at Fort Pitt Capital Group. Ted shares his unconventional path to wealth management and the pivotal moments that shaped his career. Emphasizing the importance of long-term planning over chasing returns, Ted discusses Fort Pitt's client-first approach, the firm's five-step onboarding process, and how they leverage teamwork and technology to enhance their services. Kyle and Ted also explore the importance of strong core values, and the impact of AI and technology on the future of financial services.

How Breakaway Advisors Achieve True Independence with Jason Barber

Tue, 23 Jul 2024 07:00:00 -0000

Episode 053: For many advisors, transitioning from wirehouse firms to independent practices is not just about autonomy—it's about building a business that aligns with their vision and values. However, true independence comes with its own set of challenges. To thrive, advisors need the right technology. When chosen strategically, technology becomes a key partner in building strong client relationships and delivering meaningful financial planning.

In this episode of The Connected Advisor, Kyle talks with Jason Barber, CEO and Co-Founder of Uptick Partners. Jason helps advisors and investors achieve independence. He is also the CEO and Co-Founder of Holistic Planning, where he delivers high-quality, comprehensive, and unbiased financial advice to individuals and families.

Jason talks with Kyle about how breakaway advisors achieve true independence. He shares why he left a large wirehouse, the challenges and opportunities of establishing an independent advisory firm, and the importance of aligning personal values with professional goals.

In this episode:

[02:01] - Jason's money moment
[08:12] - What Jason learned from his time at Cutco
[11:06] - The similarities between selling a product and selling services
[13:17] - What made Jason leave wirehouse firms and start an independent RIA
[22:58] - Jason's concept for launching an independent RIA
[26:57] - The challenges of selecting the right tech stack
[32:55] - Jason's Milemarker Minute

Key Takeaways

Having the right tech stack can help advisors avoid wasting time and resources. By prioritizing simplicity, functionality, and technology aligned with the firm's values, advisors can enhance client service, simplify operations, and avoid unnecessary complications.
The shift toward independence allows advisors to create a tailored and impactful advisory practice, focused on client relationships and meaningful financial planning.
Entrepreneurs in the financial advisory space have to be able to navigate challenges, make informed decisions, and maintain a client-centric approach.

Quotes

[23:06] - "We want to provide you with the things you have to have and nothing more. As for the things you must have, we'll do a great job." ~ Jason Barber

[24:39] - "There's a big opportunity to help people, and people want what we do because we actually do it and have done it ourselves." ~ Jason Barber

[31:37] - "Most advisors want to log into one thing in the morning. They want to have a CRM and a portfolio management tool, they want to be able to do their billing, they want to have a built-in TAMP, and they want to have it all in one place. And that's what we've got with Advyzon." ~ Jason Barber

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Resilience, Mentorship, and the Power of Persistence with Lori Van Dusen

Tue, 16 Jul 2024 07:00:00 -0000

Episode 052: Successful advisory firms recognize that having the right people is an investment in the organization's future. But it's more than simply filling seats. It's about cultivating a team that is passionate about the industry, thrives in a collaborative environment, and is genuinely enthusiastic about contributing to its success.

In this episode, Kyle talks with Lori Van Dusen, Founder and CEO of LVW Advisors. An advocate of client-focused strategies, Lori provides comprehensive, integrated solutions to a fragmented financial services industry. She is the author of the Wall Street Journal bestselling book Running with Grace: A Wall Street Insider's Path to True Leadership, a Purposeful Life, and Joy in the Face of Adversity.

Lori talks with Kyle about what it takes to build a successful advisory firm. She discusses the importance of mentorship, succession planning, and investing in the right people. Lori also shares insights from her book, highlighting resilience and overcoming adversity.

In this episode:

[03:06] - Lori's money moment
[06:06] - Lori's thoughts on going independent
[10:12] - What motivated Lori to start her advisory firm
[12:16] - What it takes to build a successful firm
[16:50] - Why failure isn't a threat
[18:39] - The inspiration behind Lori's book, Running with Grace
[22:31] - Key takeaways from Running with Grace
[25:16] - How technology plays a role in running a business
[28:12] - Lori's outlook about the future of the industry
[30:02] - Why many people fail to plan for succession
[33:18] - Lori's Milemarker Minute

Key Takeaways

Investing in people is investing in the future of the organization. Great people, a great team, and a mindset dedicated to giving back to the industry drive business success.
Building a successful advisory firm begins with building a strong and culture-focused team.
Succession planning and strategic business development ensure long-term sustainability and growth.
Similarly to stress testing a portfolio, stress testing a business allows businesses to operate seamlessly.

Quotes

[14:10] - "You have to study each client base that you're serving and say, 'What is it that they need that's not out there?' Then you have to find people you can partner with so it is seamless to solve problems." ~ Lori Van Dusen

[13:04] - "Our whole business is based on understanding the client's unique situation, the problems they're having, and the implications of those problems, and then solving for that." ~ Lori Van Dusen

[15:38] - "The rankings or recognitions we've got simply come back to having great people, a great team, and the mindset that you're not only wanting to solve problems for clients but also giving back to the industry." ~ Lori Van Dusen

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

A People-Centric Approach to Wealth Management with Lisa Crafford

Tue, 09 Jul 2024 07:00:00 -0000

Episode 51: In this episode, Kyle talks with Lisa Crafford, Managing Director & Head of Advisory at Constellation Wealth Capital. Throughout her career, Lisa has worked for small family-owned businesses, large retail franchises, non-profits, and Fortune 500 companies across Australia and the U.S. At Constellation Wealth Capital, Lisa leads the advisory team and works alongside partner firms to help them grow and strengthen their business.

Lisa talks with Kyle about the importance of people in the wealth management industry. She highlights the value of internships and the need for firms to invest in their employees. Lisa also discusses the impact of technology, data, and professionalization in shaping the future of the financial industry.

In this episode

[01:57] - Lisa's money moment
[05:25] - What netball is and how it works
[07:58] - What makes Constellation different from other capital partners
[12:40] - Why the wealth management industry has become a target for investors
[16:04] - Why financial planning extends far beyond retirement planning
[19:08] - The impact of data on RIA valuation
[23:40] - The industry's trend toward professionalization
[27:38] - Why many firms struggle to answer the growth question
[32:24] - The value of internships
[39:23] - Lisa's Milemarker Minute

Key Takeaways

Wealth management is fundamentally a people's business. It is important to focus on client relationships and people across all roles, including advisors, operations, technology, marketing, and compliance.
Constellation Wealth Capital provides tailored capital solutions for large and rapidly growing advisory firms, emphasizing simplicity and effectiveness in their investment approach.
Technology is more than just having the latest tools. It is also about ensuring that existing technology is utilized effectively to drive firm growth and integration.
Financial planning goes beyond retirement planning. It includes comprehensive wealth management that addresses clients' overall well-being, including psychological and behavioral aspects related to money.
Internship programs are a great way for advisory firms to invest in the future. The financial industry provides a lot of opportunities, and it's a great place to be.

Quotes

[14:49] - "Our work makes a difference in people's lives. It's not just about making rich people richer. It's really about helping people understand their wealth, share and create a legacy with their wealth, and make the world a better place through what they've created with their money." ~ Lisa Crafford

[21:01] - "Having the data and technology is really important. But what are you actually doing with that data? How are you using it to give your clients a better experience? There's having data, and there's using data. There's having tech and actually using it properly." ~ Lisa Crafford

[30:06] - "If the employees of your firm feel connected to the mission and feel like they can contribute to that, that's a game changer in culture and morale and how the firm operates on a day-to-day basis." ~ Lisa Crafford

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How Compliance Fuels Sustainable Growth with April Turch

Tue, 02 Jul 2024 07:00:00 -0000

Episode 050: In this episode of The Connected Advisor, Kyle talks with April Turch, Chief Compliance Officer at Wolf Group Capital Advisors. April has more than 20 years of experience specializing in financial planning and wealth management operations. She manages and oversees firm-level projects that impact the firm's success, team performance, and overall client experience. April is also responsible for helping the firm scale its operations through technology, processes, systems, and people.

April talks with Kyle about compliance and growth in wealth management. They discuss why compliance should not hinder growth, how advisors can leverage compliance to build a world-class company, the role of technology in reshaping the industry, and the regulatory challenges that AI and cryptocurrency present.

In this episode:

[01:58] - April's money moment.
[07:19] - What makes a great operator.
[08:39] - What it takes to build a great team.
[10:14] - Attracting the best people.
[12:38] - Helping clients plan their wealth.
[14:15] - Creating valuable content.
[17:21] - Why compliance should not slow growth.
[19:32] - April's thoughts about the future of the industry.
[20:41] - Compliance challenges with AI.
[25:03] - April's Milemarker Minute.

Quotes

[08:58] - "When your firm has a great culture, a great vision, and a great purpose, you naturally attract the people you want to hire. I think it's a combination of seeking and being found." ~ April Turch

[12:56] - "We really take a lot of time getting to know the client and understanding what makes them tick, their thought processes, their values, their challenges, and what they are trying to achieve. Taking that time allows us to customize the things they need to get on their journey." ~ April Turch

[17:46] - "We want to do what's in the client's best interest, whatever that may be. And so I help people have a compliance mindset when making those decisions on the front end so that it's not so scary on the back end." ~ April Turch

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Disclosure

The Connected Advisor and Wolf Group Capital Advisors are not affiliated entities.

The views expressed on this program are not necessarily the views of Wolf Group Capital Advisors. All content presented is for educational purposes only and should not be construed as an endorsement of any third party or such third party’s views, or as a solicitation or offer to sell securities or provide investment, tax, legal, or consulting services, and should not be acted upon without obtaining specific advice from a qualified professional. We believe the information presented to be reliable but is not guaranteed as to its accuracy or completeness. All examples are hypothetical and for illustrative purposes only. Any opinions or statements by third parties are their own and may not be representative of the experience of others or indicative of future investment performance or success. No compensation has been exchanged for any testimonials, endorsements, and/or recognition Past performance is not a guarantee of future results. (edited)

The Rise of Independent Advisors with Rob Mooney

Tue, 25 Jun 2024 07:00:00 -0000

Episode 049: In this episode of The Connected Advisor, Kyle talks with Rob Mooney, Managing Partner and CEO of Snowden Lane Partners. Rob spent more than 22 years at Merrill Lynch in New York, Singapore, Hong Kong, and London. He was the General Counsel and Chief Business Risk Officer of Global Wealth Management and a member of the GWM Executive and Operating Committees.

Rob talks with Kyle about why Snowden Lane Partners has consistently been on the top RIA lists, the increasing trend of advisors leaving wirehouses to join independent firms, and the evolving landscape of the financial industry. Rob also discusses the role of technology in enhancing advisor capabilities and the future trends and growth potential for independent RIAs.

In this episode:

[02:19] - Rob's money moment.
[07:03] - Different models of the independent marketplace.
[07:58] - Rob's favorite country to work in.
[09:50] - Why Snowden Lane is one of the leading RIA firms.
[11:41] - What Rob finds exciting about independent RIAs.
[14:14] - Rob's thoughts about the future of the industry.
[15:36] - Snowden Lane’s tech stack.
[17:54] - Rob's favorite period of American history.
[19:30] - Rob's Milemarker Minute

Key Takeaways

Financial advisors are increasingly seeking independence from the bureaucracy of large firms, giving rise to independent RIAs.
The industry is shifting toward customized services to better meet client needs and expectations.
Technology plays a crucial role in empowering advisors to provide efficient, personalized, and innovative solutions to clients.
Future trends for RIAs include consolidation, scale, and delivering value through client-centered approaches.

Quotes

"What gets me excited is the enormous growth potential of the independent industry. We're at a point where we're seeing consolidation in the industry. We're seeing scale grow in the industry. But there is still enormous room for boutique firms to flourish like ours." ~ Rob Mooney

"We offer advisors freedom and flexibility. All of our advisors who come to Snowden Lane take equity as part of their transition in our firm, and we find that empowering and a great alignment of interests." ~ Rob Mooney

"The industry is becoming increasingly personalized, customized, and efficient. On the macro front, some very large firms are emerging in the independent marketplace. But there are still opportunities for boutiques to flourish." ~ Rob Mooney

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Powering Growth with Technology

Tue, 18 Jun 2024 07:00:00 -0000

Episode 48: In this episode of The Connected Advisor, Kyle Van Pelt brings together some of the best clips discussing the role of technology in the growth of RIAs. Featuring James Bogart, Sammy Azzouz, Melissa Bouchillon, and Justin Steitz, this episode dives into how technology aids in organic growth, client onboarding, building a tech stack around client needs, and managing with limited resources. Learn how these industry leaders leverage technology to provide value and stay competitive in the wealth management space.

In this episode:

[01:47] - James Bogart on the impact of digitization on lead flow and client referrals.
[06:11] - Sammy Azzouz on the tech stack that supports advisors and helps them grow.
[09:54] - Melissa Bouchillon on the role of technology in building Sound View Wealth Advisors.
[13:44] - Justin Steitz on why credit unions are lagging behind in digital adoption.

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Building a Collaborative Workforce in Financial Services with Gerald Goldberg

Tue, 11 Jun 2024 07:00:00 -0000

Episode 047: One key element differentiating high-performing advisory firms is their ability to attract, develop, and retain the best people. This translates into a workforce that is genuinely passionate about their work, leading to increased productivity and overall company success. While technology and investment strategies are critical for modern-day advisors, building a community within the organization is a strategic investment in the future.

In this episode of The Connected Advisor, Kyle talks with Gerald Goldberg, CEO and Co-Founder at GYL Financial Synergies. In his role, Gerald provides the vision required to move the firm forward and the leadership necessary to deliver on GYL's core promise: to be a firm with a conscience that puts the client's interests first. Gerald provides advice on investment policy, asset allocation, investment selection, and wealth advisory services to corporations, municipalities, self-insurance funds, non-profit organizations, and high-net-worth private clients.

Gerald talks with Kyle about the importance of value propositions, community engagement, and technology integration in financial firms. He shares insights into the industry's current and future state and presents strategies for successful organic growth and client service.

In this episode:

[01:34] - Gerald's money moment.
[05:45] - Why attorneys are great wealth advisors.
[08:02] - How GYL serves clients.
[13:14] - The importance of empowering employees toward philanthropy.
[18:47] - How GYL grows organically.
[25:07] - Technology’s role in modern-day advisory firms.
[30:40] - Why technology integration is important at GYL.
[34:06] - How GYL values partnerships.
[38:26] - Gerald's thoughts about the future of the industry.
[40:35] - What aging life care services are about.
[46:50] - Gerald's Milemarker Minute: best place to eat in Connecticut, travel destination, the most fulfilling part of teaching, and possible career outside advisory services.

Key Takeaways

Building a community and engaging in philanthropic activities can enhance team morale, client satisfaction, and overall success.
Investing in technology integration and continually improving operational systems are crucial for scaling businesses, improving efficiency, and delivering exceptional client experiences.
Providing aging life care services and tailored family office solutions for clients with medium-sized wealth can address growing complexities in wealth management and ensure a holistic approach to financial planning.
Collaborating with industry peers, learning from best practices, and adapting to industry trends are key factors for success.

Quotes

[08:47] - "Let our family take care of your family. The foundation for what we do starts with three pillars: our clients, our team members, and our community." ~ Gerald Goldberg

[13:42] - "One of the key elements that will separate those who will be successful versus those who will not be is the ability to attract, develop, and retain the very best people. It's important to create a community where they're excited about getting up in the morning and being there." ~ Gerald Goldberg

[25:22] - "Technology is a critical building block for the modern-day advisor and advisory firm. You're not getting out of the dugout without having some effective tech stack that puts all the pieces together." ~ Gerald Goldberg

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Strategies for Sustainable Growth in Wealth Management with Sammy Azzouz

Tue, 04 Jun 2024 07:00:00 -0000

Episode 046: In this episode of The Connected Advisor, Kyle talks with Sammy Azzouz, President and CEO of Heritage Financial Services. In his role, Sammy leads a dynamic organization that provides meticulous wealth management services to clients. He keeps the firm at the cutting edge of the wealth management industry by charting a long-term strategic course and driving the execution of the firm’s strategic initiatives. Sammy is also the author of Beyond the Basics: Maximizing, Allocating, and Protecting Your Capital, and the host of Heritage Financial's podcast, Wealthy Behavior.

Sammy talks with Kyle about his journey from law school to wealth management and the importance of providing comprehensive financial services to clients. He emphasizes the value of breaking down silos and having holistic conversations about money. Sammy also shares insights on the industry's future, the role of technology in supporting advisors and enhancing the client experience, and the need for firms to focus on organic growth.

In this episode:

[02:20] - The money moment that led Sammy into financial services.
[06:18] - Sammy's thoughts about innovations in estate and tax planning.
[10:05] - Sammy's career path at Heritage Financial Services.
[15:21] - How Heritage grows organically.
[18:35] - The tech stack that supports advisors and helps them grow.
[20:01] - The importance of analytics in business growth.
[22:26] - Sammy’s thoughts on the future of wealth management.
[27:24] - The role of AI in the future of financial services.
[30:13] - Sammy's Milemarker Minute: favorite books, potential career outside financial services, and bucket list travel destination.

Key Takeaways

Breaking down silos and providing comprehensive financial services is crucial to staying competitive in the industry.
Employee ownership can contribute to a positive company culture and long-term success.
Dedicated resources should be allocated to train and develop advisors in business development.
The future of the industry may involve increased collaboration among RIAs and custodians to offer integrated solutions to clients.
Technology, such as AI and analytics, can enhance the client experience and improve operational efficiency.

Quotes

[03:20] - "Money is probably the most stressful thing that people deal with. If you can help people with it, you can have a huge impact on their lives." ~ Sammy Azzouz

[09:09] - "As you grow, you have more resources to reinvest into the client experience and your team. You want to start thinking strategically about those additional services to add value to the client and dig deeper into a pathway you've already set for yourself." ~ Sammy Azzouz

[13:58] - "Employee ownership is important. It's important for multiple people to think day in and day out like business owners. Owners are definitely better than renters in a company, and it's something important and helpful in our industry." ~ Sammy Azzouz

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

A Nine-Step System for Managing Money and Building Wealth with Brian Preston

Tue, 28 May 2024 07:00:00 -0000

Episode 045: In this episode of The Connected Advisor, Kyle is joined by Brian Preston, Managing Partner at Abound Wealth Management and the Founder and Host of The Money Guy Show. Brian is a third-generation educator, and this desire to create educated clients led to the award-winning YouTube channel and podcast, The Money Guy Show. The Money Guy Show has been broadcasting for more than 15 years, and Brian has appeared on the Fox Business Channel and US News.

Brian talks with Kyle about his book, Millionaire Mission, and discusses the financial order of operations, a nine-step system for managing money and building transformative wealth. An award-winning content creator and managing partner of a fast-growing RIA in Tennessee, Brian also shares the secrets to creating great content and the key to building wealth.

In this episode:

[02:31] - Brian's money moment.
[06:52] - Brian's early years of creating content.
[07:44] - The secret to success in content creation.
[10:07] - Brian's inspiration for writing Millionaire Mission.
[12:50] - A 9-step system for managing money and building wealth.
[16:59] - The three key ingredients to wealth creation.
[18:10] - Brian's favorite step in the financial order of operations.
[19:47] - The difference between creating digital content and writing a book.
[22:00] - Other features the Millionaire Mission has to offer.
[25:09] - What it takes to manage a fast-growing firm.
[28:46] - Challenges and considerations when adopting new technology.
[30:59] - The future of the financial planning industry.
[34:45] - How Brian complies with regulations in his social media content.
[37:36] - Milemarker minute: the period Brian wants to go back to, hardback book vs. Kindle, and favorite football player.

Key Takeaways

The Financial Order of Operations is a nine-step system for managing money and building wealth.
Discipline, money, and time are the three key ingredients to wealth creation. It is important to develop the discipline to save and live below your means, put your money to work through investments, and give it time to grow.
Building a successful advisory firm requires a long-term mindset and a focus on providing value to clients. Invest in technology and systems that will support the growth of the firm and stay up-to-date with industry trends.

Quotes

"Anytime I meet a young person, I try to tell them about the wonderful world of personal finance. I think this is the greatest profession. You can make a great living for your family and employees. You also go to sleep at night, knowing you added a lot of value to everybody." ~ Brian Preston

"There's a new breed of influencers and people out there in the financial space who are telling you that financial advisors are not what you need. So, you better make sure that you can tell people what and how you add value, and then you also need to make sure you're doing the things that you're telling people." ~ Brian Preston

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How Collaboration and Alignment Drive Organic Growth with Scott Colangelo

Tue, 21 May 2024 07:00:00 -0000

Episode 44: In this episode of The Connected Advisor, Kyle talks with Scott Colangelo, Chairman and Managing Partner at Prime Capital Investment Advisors (PCIA) and Managing Director of Qualified Plan Advisors (QPA). Scott has earned several industry awards and recognition for his vision, leadership, and innovation. He leverages his industry knowledge and expertise to create customized solutions that help clients achieve their financial goals and objectives. Scott is also passionate about empowering clients with education, guidance, and tools that enhance their financial well-being and security.

Scott talks with Kyle about the collaborative nature of local wealth management firms in Overland Park, Kansas. He also discusses the four pillars of a healthy firm: wealth, retirement, education, and production. Scott believes that clients will continue valuing education and personalized guidance and that technology will free up advisors' time to build relationships. Scott shares his optimism about the industry's future, emphasizing the importance of technology and AI in enhancing client relationships.

In this episode:

[01:15] - Why Overland Park is a hotbed for wealth management firms.
[03:50] - Collaboration among asset management firms.
[10:17] - How Prime Capital practices intelligent flexibility.
[14:26] - Scott's money moment that led him to a career in wealth management.
[16:40] - The promise Scott made to his advisors.
[21:03] - Revolutionizing company culture through equitable ownership.
[22:11] - Cultivating an ego-free workplace culture.
[24:26] - How Scott came up with the four components of a healthy firm.
[27:56] - The characteristic shared by fast-growing companies.
[32:34] - Scott's take on the future of the industry.
[34:46] - Scott's Milemarker minute: potential career outside finance, bucket list travel destination, favorite books, hobbies, and favorite restaurant outside Greater Kansas City.

Key Takeaways

The industry is trending toward a more holistic approach, with firms offering comprehensive services in wealth management, retirement planning, education, and product production.
Alignment is crucial in a firm, and Prime Capital Advisors has implemented an ownership structure that aligns the interests of advisors and the firm.
Education and wellness programs are essential in helping participants reduce stress and improve their financial well-being.
Technology and AI will enhance the wealth management industry by streamlining processes and allowing advisors to focus more on building personal relationships with clients.

Quotes

"There are simple ways for us to grow this industry, grow our practices, get more efficient, and scale better, and you can still be just as good of a fiduciary." ~ Scott Colangelo

"Alignment is everything. If we're all rowing at 100% and one person is rowing at 99%, we'll eventually go a big circle and end up back where we started." ~ Scott Colangelo

"If you get somebody in a good financial spot, their kids learn from that, their grandkids learn from that. They're happier in retirement. This is real impact stuff, and you're going to make more money because you're going to end up getting all their business whenever they have needs." ~ Scott Colangelo

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How Credit Unions Democratize Financial Wellness with Justin Steitz

Tue, 14 May 2024 07:00:00 -0000

Episode 043: In this episode, Kyle talks with Justin Steitz, President at Copper Financial. In his role, he leads sales, investment operations, compliance, and audits for the CommunityAmerica advisor channel and the broker-dealer business unit. Justin is dedicated to the credit union mantra of "people helping people" and focuses on giving back to the community. With a strong background in compliance, he is well-versed in the highly regulated wealth management industry. Before joining the Copper Financial team, Justin served as Chief Compliance Officer for Ausdal Financial Partners, Inc., where he led the effort to build an in-house broker-dealer.

Justin talks with Kyle about the unique challenges and opportunities of serving the credit union space. He highlights the importance of philanthropy and community in the credit union industry and how Copper Financial is dedicated to helping credit union members invest and improve their financial well-being.

Join us as we discuss:

[01:47] - Copper Financial's philanthropic activities.
[03:35] - Justin's money moment that led him to a career in wealth management.
[06:40] - How Copper Financial creates investment programs for clients of all sizes.
[11:42] - Why credit unions are lagging behind in digital adoption.
[14:14] - What differentiates Copper Financial from other investment firms.
[18:28] - The competitive advantages of credit unions over wealth management firms and private banks.
[24:01] - The challenges and benefits of AI in the industry.
[29:08] - Justin's thoughts on the future of wealth management and credit unions.
[32:32] - Milemarker minute: must-see places in Kansas City, Chiefs' game vs Royals' game, and bucket list travel destination.

Key Takeaways

Copper Financial provides investment programs for credit unions and is driven by the credit union mantra of "people helping people."
The credit union industry is community-focused and emphasizes giving back to members and the community through philanthropy and financial literacy programs.
Technology, including robo-advisors and self-directed trading, is driving the evolution of credit union wealth management.
Credit unions have historically been slower to adopt digital technologies due to resource constraints. There is a growing need to compete with fintech companies and provide members with digital investment options.

Quotes

"It doesn't matter if it's $500 or $5 million, we're going to work with them. And that was my moment of 'I'm all in.' I build products and services for credit union members to invest in. I love to help people. And it went into that mantra of people helping people. Now, I get to do it in the industry I love and help change people's lives." ~ Justin Steitz

"We can be the entry point, not only digitally, and get you to start investing. Then, we have the financial advisors to grow and morph into. It's a one-stop shop." ~ Justin Steitz

"It comes down to survival of the fittest with the amount of technology that's in the space. You've got to be spending money on technology in order to compete, or a customer or a member is going to go somewhere else where they have that." ~ Justin Steitz

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Building a Wealth Management Powerhouse with Jason Gordo

Tue, 07 May 2024 07:00:00 -0000

Episode 042: In this episode of The Connected Advisor, Kyle talks with Jason Gordo, Co-founder and President of Modern Wealth Management. Jason is an accomplished wealth management executive with a diverse background in business strategy, execution, and mergers and acquisitions. He is known for his expertise in integrating tax planning into the financial planning process, helping clients optimize their financial strategies, and minimizing tax liabilities. Before joining Modern Wealth's founding team, Jason was a Managing Director at Goldman Sachs Personal Financial Management.

Jason and Kyle discuss Modern Wealth's unique approach to managing wealth, mergers and acquisitions, and client retention. He shares insights into their M&A strategy and how they identify firms that align with their culture and business model. Their conversation highlights the importance of building strong relationships and providing exceptional client service.

In this episode:

[02:49] - The money moment that sparked Jason’s interest in investing.
[07:50] - How Jason has helped others with their investments.
[09:51] - What inspired Jason to start Modern Wealth Management.
[12:13] - What sets Modern Wealth apart from other advisory firms.
[18:00] - How Modern Wealth attracts and retains clients.
[20:03] - What Modern Wealth looks for when buying firms.
[21:23] - How Modern Wealth acquires firms.
[24:11] - Jason's future goals.
[26:14] - How interest rates and capital market changes impact Modern Wealth's acquisition process.
[28:16] - How Modern Wealth integrates technology in its acquisitions.
[29:51] - Milemarker minute: March Madness, golf course pick, travel destination bucket list, and the best book Jason read in 2023.

Key Takeaways

Modern Wealth Management integrates financial planning, investment management, and tax planning to provide clients with comprehensive solutions.
Modern Wealth's acquisition strategy prioritizes cultural fit, business model alignment, and the potential for long-term partnerships.
Technology integration is crucial in Modern Wealth's growth and acquisition process, ensuring a seamless transition for new partners.
Modern Wealth Management focuses on building a great company with exceptional partners and delivering value to clients.

Quotes

"I want to positively impact the people around me and the lives of the clients who have trusted me with their finances. We're giving CPAs in our business that same opportunity. We're trying to make it fun, engaging, and rewarding so that they're able to truly impact people's lives." ~ Jason Gordo

"Anytime I talk to a potential partner, I talk about three different buckets: cultural fit, business model fit, and the currency makeup of a transaction." ~ Jason Gordo

"Our focus every week is simple: find exceptional people who we believe would be great partners, who we believe would have a lot of fun together, and build a great company." ~ Jason Gordo

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

A Philanthropic Approach to Growing Wealth Advisory Firms with Melissa Bouchillon

Tue, 30 Apr 2024 07:00:00 -0000

Episode 041: In this episode of The Connected Advisor, Kyle talks with Melissa Bouchillon, Managing Partner at Sound View Wealth Advisors. With a background in psychology and education, Melissa brings a different perspective to the financial advisory industry. In addition to her passion for helping her clients, Melissa is on the board of organizations near and dear to her heart, including the Landings Military Relief Fund, Marshes of Skidaway Island, and the Savannah Music Festival.

Melissa talks with Kyle about her unique approach to marketing in financial advisory. She shares how her background in psychology and education has helped her as a financial advisor. Melissa highlights the significance of simplifying complex financial concepts for clients and the role of technology in driving efficiency and enhancing client experiences.

In this episode:

[01:29] - Melissa's unique marketing approach.
[05:10] - The money moment that led Melissa into financial advisory.
[08:15] - How Melissa's background in psychology and education has helped her as a financial advisor.
[10:23] - How Melissa simplifies complex financial concepts for clients.
[12:38] - Why Melissa chose to open an office in Bluffton, South Carolina.
[14:19] - Why Melissa rotates staff between different office locations.
[17:08] - What it takes to onboard and make employees successful.
[20:02] - The role of technology in building Sound View Wealth Advisors.
[23:54] - Melissa's view of the future of the RIA industry.
[26:06] - Milemarker minute: longest race Melissa has ever run, her bucket list travel destination, potential career outside teaching, best book read.

Key Takeaways

Building a successful wealth management firm involves understanding clients' needs and driving impact in the community.
Simplifying complex financial concepts is crucial for effective communication and client understanding.
Building trust and rapport with clients requires active listening and understanding their unique goals and experiences.
Using technology can enhance client experiences and improve decision-making.
The future of the RIA industry lies in driving efficiencies, focusing on what matters, and maintaining a human-centered approach.

Quotes

"A really great sign of understanding material and a subject matter is being able to explain it in a way that's not fancy and uses all the jargon but simply allows people to take action." ~ Melissa Bouchillon

"Most of our decision-making is all around doing what's best for our clients first and foremost and then what's best to support the people working with us so that they really are giving our clients their best work." ~ Melissa Bouchillon

"Taking the role of mentoring seriously and making sure you have people within your firm who are willing to provide guidance to the new hires and the folks working at the firm is mission-critical." ~ Melissa Bouchillon

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Becoming a Renegade Entrepreneur with Benj Miller

Tue, 23 Apr 2024 07:00:00 -0000

Episode 040: The traditional path to building a business is often painted as a clear roadmap, following established blueprints and pre-defined steps. But, some founders follow a different playbook — one that focuses on the human element of business, fostering an environment that becomes a breeding ground for personal and professional growth.

In this episode, Kyle talks with Benj Miller, Co-Founder & CEO of System & Soul. Benj is a proven entrepreneur who values character, culture, and innovation. In 2021, he co-founded System & Soul, a business operating framework that teaches leadership teams how to find unity, get healthy, and be more effective. Benj has also founded other marketing and software businesses, authored The Clarity Field Guide, and co-hosted the System & Soul Podcast.

Benj talks with Kyle about the importance of having a renegade spirit in business. He explains how System & Soul differs from other operating systems and why businesses should focus on people development and business growth. Benj also provides insights into leadership development and offers practical advice for RIAs looking to build successful and fulfilling businesses.

Join us as we discuss:

[02:52] - How System & Soul came to be.
[05:58] - The unique challenges facing RIAs in building a business.
[08:37] - Benj's advice on building an RIA.
[09:53] - What makes System & Soul different from other operating systems.
[13:49] - Qualities that make a great leader.
[17:44] - What it means to be a renegade entrepreneur.
[22:47] - Benj's practical advice for business owners.
[24:55] - The transition from renegade founder to renegade leader.
[27:23] - How Benj helps people define their goals and find clarity.
[30:31] - Milemarker minute: Benj's basketball team, bucket list travel destination, and dream car.

Key Takeaways

Building a successful business requires a renegade spirit willing to take risks and go against the odds.
Leadership development is crucial for RIAs to become effective leaders who can create a positive and energizing work environment.
RIAs face unique challenges in building their businesses, including the need to transition from being solely focused on managing clients to building the business itself.
Transitioning from a renegade founder to a renegade leader does not necessarily mean becoming the CEO. It is about finding the role that aligns with your strengths and passions.

Quotes

"If you're building an RIA, don't be afraid to look outside your industry to bring in the best talent you need who are business builders. We need business builders, or else we'll just be stuck with plateauing or very linear growth based on individual books of business." ~ Benj Miller

"Logically, it's just dumb to start a business. But there's something in a renegade that has to do it. The risk of regret is worse than the risk of failure." ~ Benj Miller

“The world needs your renegade spirit, your renegade energy. There are some things the business might need to do to grow and you might have to do some things to shift from a renegade founder to a renegade leader. But please, please, please don't lose that renegade spirit.” ~ Benj Miller

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How RIAs Are Redefining Financial Advice with Aaron White

Tue, 16 Apr 2024 07:00:00 -0000

Episode 039: The wealth management industry is moving beyond asset allocation and investment management. Clients require a broader suite of services, encompassing areas like tax planning, estate planning, and retirement accounts. Adero Partners recognizes these trends and is expanding its service scope to cater to its clients' evolving needs, signifying the firm's focus on providing a more comprehensive wealth management experience, and acting as the central advisor or family CFO for their clients.

In this episode of The Connected Advisor, Kyle Van Pelt talks with Aaron White, Chief Growth Officer at Adero Partners. Aaron brings years of experience to the conversation in pre-liquidity planning, wealth transfer, private investments, and tax strategy. Before joining Adero, he worked as a business valuation and litigation consultant for a regional accounting firm. In his current role, Aaron focuses on providing comprehensive wealth management services to clients, with expertise in tax planning, estate planning, and alternative investments.

Aaron talks with Kyle about the evolving landscape of the financial advice industry and how Adero is adapting to meet clients' changing needs. He shares how Adero provides comprehensive planning services, including tax planning, estate planning, and 401(k) assistance. Aaron also discusses the firm's use of technology, such as AI and LLMs, to enhance client experiences and improve efficiency.

Join us as we discuss:

[04:02] - The money moment that led Aaron to the financial industry.
[05:30] - Adero’s biggest driver of growth.
[06:24] - Adero's content strategies.
[07:40] - Why Adero focuses on consulting clients on QSBS (qualified small business stock).
[08:52] - How Adero helps people make the most of QSBS.
[11:40] - How Adero has adapted to remote work.
[14:32] - Adero's growth trajectory.
[16:26] - How Adero uses 401(k)s as a competitive advantage.
[17:58] - Adero's estate planning services.
[21:18] - Aaron's outlook on the future of financial advisory.
[24:56] - Aaron's background in hockey and coaching.
[27:10] - Milemarker minute: favorite sports car, bucket list travel destination, and potential careers outside financial advice.

Key Takeaways

The wealth management industry is evolving to provide more comprehensive services beyond asset allocation and investment management.
Alternative investments are becoming more accessible and offer opportunities for diversification outside of the public markets.
AI and LLMs have the potential to enhance efficiency and provide quick access to information, but caution is needed around data privacy.

Quotes

"The qualified small business stock exclusion is one of the most significant potential tax savings opportunities. The maximum exclusion is $10 million for capital gains. If you're in a state that conforms to federal QSBS, you can save another 10% plus for some high-tax states. That's a pretty significant savings." ~ Aaron White

"Our role with our clients is to be the family CFO or the central advisor that they look to to coordinate and execute on all their tax planning and financial strategy." - Aaron White

"Oftentimes, we find that an estate plan was done and signed, but they didn't actually follow through on it. And so that's something that we can help with and make sure that you actually benefit from all the money you spent and the documents you created." ~ Aaron White

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How to Bring Rainmakers Back to Financial Services with John Barrows

Tue, 09 Apr 2024 07:00:00 -0000

Episode 038: In this episode of The Connected Advisor, Kyle Van Pelt is joined by John Barrows, Founder and CEO of JB Sales. John has a wealth of experience in all aspects of business and sales, from making 400 dials a week to leading a self-funded team from startup through acquisition, starting his own business, and now working with some of the world's fastest-growing and most dynamic companies. He believes that, when done right, sales is one of the greatest professions in the world, but when done wrong, it's one of the worst.

John talks with Kyle about bringing rainmakers back to the financial services industry. They delve into the challenges sales professionals face and the need for a strong work ethic to succeed. John emphasizes the value of having a plan, working hard, and consistently adding value to clients. He also shares practical tips on how to cut through the noise, build a personal brand, and leverage AI in sales and marketing.

Join us as we discuss:

[02:12] - What stops people from being rainmakers.
[07:10] - What hard work means in today's day and age.
[11:42] - Utilizing networking groups for lead generation.
[14:28] - How salespeople can cut through the noise and get recognized.
[16:36] - A story about how providing value makes a difference in financial services.
[22:44] - Tactical tips on adding value to clients.
[30:31] - What it takes to build a brand.
[33:03] - How to avoid repeating the same message in sales.
[37:12] - John's book recommendation about sales.
[40:04] - How John leverages AI.
[44:45] - Milemarker minute: John's potential career outside sales, the NFL draft, his bucket list of travel destinations, and book recommendations.
[47:56] - Where to find John's content.

Key Takeaways

In sales, having a strong work ethic is crucial for success. Sales professionals need to put in the effort and have a clear plan to achieve their goals.
Building a personal brand requires consistently adding value to your audience.
To cut through the noise, sales professionals should have a reason for every client interaction.
AI can be a valuable tool in sales and marketing, but it should augment the advisor's role rather than replace it. Sales professionals can leverage AI to curate content, stay updated on industry trends, and provide personalized insights to clients.

Quotes

"Touching base and checking in should be erased from every sales rep's and producer's vocabulary. They should start every conversation with, 'The reason for my call is.' If you cannot finish that sentence, you should not make the phone call. And it better be something better than, 'I'm going to sell you something.'" ~ John Barrows

"Most people don't build their brands because there are no short-term results and no short-term gratification to it. A brand is a long-term play, but especially in this world of AI, if you are not working on your brand, AI is going to take over your brand." ~ John Barrows

"There's always somebody one step ahead of you, and there's always somebody one step behind you. Follow the people who are one step ahead of you, consume their content, and then translate it down to the people who are one step behind you." ~ John Barrows

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Evolution of Personalized Wealth Management with Mark DeLotto

Tue, 02 Apr 2024 07:00:00 -0000

Episode 037: The pace of technological change is rapid, to say the least. But change often brings with it exciting opportunities. Technology innovation presents nearly endless possibilities and potential to improve how firms and advisors operate and serve their clients.

In this episode of The Connected Advisor, Kyle Van Pelt talks with Mark Delato, Managing Partner and COO at Simon Quick Advisors. Mark plays a significant role in providing comprehensive financial advice to high-net-worth individuals and families, and he brings years of experience to the discussion of rapidly changing technology.

In this wide-ranging conversation, Kyle and Mark talk about the transformative effects of AI and technological innovation on wealth management. They also discuss the challenges of integrating family office services within an RIA framework, focusing on the importance of multi-generational teams, goal-based financial planning, and maintaining a high-quality customer experience while scaling personalized advisory services. Mark emphasizes the need for a cohesive technology platform to support operational efficiency and to meet the evolving demands of clientele, while also reflecting on his personal motivations in finance, inspired by his grandfather's financial wisdom.

Join us as we discuss:

[02:04] - Mark's money moment
[03:42] - Balancing saving and enjoying wealth
[07:34] - Simon Quick Advisors’ unique positioning
[12:09] - The challenges of offering family office services at scale
[18:54] - The importance of exceptional service for financial advisors
[24:12] - Leveraging technology in wealth management
[28:53] - Mark's commitment to nonprofit work
[31:34] - Milemarker minute: lightning round

Key Takeaways

Embrace technology and AI in financial planning to enhance efficiency and improve data usage, as it is rapidly changing the financial industry and offering new possibilities for better service delivery.
Recognize the importance of goal-based financial planning, and don’t shy away from important conversations about legacy.
Consider a multi-generational team approach to cater to the diverse needs of different generations within client families. This helps ensure long-term client relationship satisfaction.
Excellence in service is non-negotiable; it requires a culture of continuous improvement and a mindset of ownership.

Quotes

“The independent advisor community certainly has been more in tune, I think, with the goals-based planning approach for many, many years now. Having those kinds of deeper meaning conversations, whether it's philanthropic giving or whether it's providing the next generation and beyond with wealth. Those softer conversations are what's leading the charge to get people to actually enjoy their wealth.” ~ Mark DeLotto

“The service standard, simply put, is just excellence. And it permeates from the top. You have to treat every client like they're all the only client.” ~ Mark DeLotto

“To me, it all comes down right now, at this point, to data — data quality, single source of truth, where is everything and how can we get it. And it's still a challenge for us, and what I've been focused on the last three to four months is, how can we improve on that?” ~ Mark DeLotto

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Helping Athletes Create Multi-Generational Wealth with Brandon Averill

Tue, 26 Mar 2024 07:00:00 -0000

Episode 036: Athletes are often stereotyped as prone to making poor financial decisions. While this perception is unfair, the real problem lies in a lack of financial education. This gap can leave them susceptible to mismanagement and potentially risky financial ventures. Fortunately, with the right tools and support, professional and college athletes can overcome these obstacles and build a legacy of wealth far beyond the playing field.

In this episode of The Connected Advisor, Kyle is joined by Brandon Averill, Partner at AWM Capital and former professional baseball player. They discuss the unique challenges and opportunities in serving professional athletes and their families. He emphasizes the importance of education in managing finances, shares insights on the complexities of athlete taxation, and highlights the impact of the recent NIL legislation on college athletes.

Join us as we discuss:

[01:55] - Brandon's money moment that led him to the financial advisory industry.
[04:17] - How athletes can create multi-generational wealth.
[07:28] - The importance of financial education for athletes.
[09:53] - The emergence of NIL deals in college baseball.
[11:01] - Athletes' income and tax allocation.
[14:28] - The impact of content creation on business growth.
[18:00] - The regenerative nature of the sports market.
[19:54] - The challenges of finding and retaining talent.
[22:00] - People, technology, and systems integration at AWM Capital.
[24:13] - Brandon's outlook on the future of the industry.
[26:12] - Brandon's Milemarker minute: best baseball park in America, favorite wine, travel destination, and the best part of being a financial advisor.

Key Takeaways

AWM Capital focuses on serving athletes and their families, providing a human-centered family office approach to create multi-generational wealth and financial success.
Athletes face unique financial challenges and stereotypes due to a lack of financial education and guidance. It is crucial to provide education and support to help them make informed financial decisions.
The recent NIL compensation for college athletes has created new opportunities and challenges in managing their wealth.

Quotes

"The athlete gets this bad rap like we're this uneducated, blowing money-type situation. We do a terrible job as a country of educating athletes on finances. So, to us, it wasn't an athlete problem. It's an education problem." ~ Brandon Averill

"Money is just a tool. So, you always want to focus on making sure that you're doing the proper things to maximize your wealth, which could ultimately impact your family or the causes you care about." ~ Brandon Averill

"It's unfortunate that most of the wealth, even in sports, is still controlled by brokers in wirehouses. We felt like that wasn't the best way to do it." ~ Brandon Averill

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Developing the Next Generation of Highly Successful Advisors with Alex Goss

Tue, 19 Mar 2024 07:00:00 -0000

Episode 035: The conventional route to becoming a financial advisor is no longer the only path to success. The industry is evolving, demanding a more holistic and strategic approach to developing elite, successful, and growing advisors. The future now lies in joining established practices, where guidance from experienced advisors, exposure to their expertise, and participation in a well-defined succession plan can make all the difference.

In this episode of The Connected Advisor, Kyle talks with Alex Goss, Managing Partner at NewEdge Capital Group and CEO & Co-Founder at NewEdge Advisors. Before serving at NewEdge Advisors, Alex built his father's advisory practice into an $8 billion RIA. In his current role, Alex is fully dedicated to understanding what successful advisors need. His mission is to provide advisors with the tools and flexibility they require to better serve their clients without the limitations wirehouses and big banks force on advisors.

Alex talks with Kyle about his journey in the wealth management industry and his passion for mentorship. He explains how NewEdge Advisors is creating a home for successful, growing practices by providing resources, better pricing, and technology integration. Alex also provides his insights on the industry's future, where technology and the emergence of regional culture-first firms offer advisors more choices and opportunities for growth.

Join us as we discuss:

[02:07] - The money moment that inspired Alex to start a financial advisory business.
[06:14] - Why Alex is passionate about mentoring.
[09:32] - Building career paths and opportunities in wealth management.
[13:37] - How people at NewEdge Capital grow and succeed.
[17:56] - How NewEdge integrates technology into its practice.
[21:20] - Alex's outlook on the financial planning industry.
[27:06] - Milemarker minute: favorite restaurant, LSU Tiger prediction, golf course bucket list, favorite holiday.

Key Takeaways

Financial advisors are business owners. They have the potential to build successful small businesses by taking care of their clients and building strong relationships.
The wealth management industry is experiencing a shift towards a more entrepreneurial model, where financial advisors are seen as business owners rather than employees.
Mentorship and exposure to successful individuals are crucial in inspiring and empowering young people to realize their potential and pursue careers in the industry.
New Edge Advisors focuses on supporting established, successful practices by providing resources, better pricing, and technology integration. The firm aims to create a home for these practices and help them grow and scale.

Quotes

"Our country's number one asset is our youth. Once a kid realizes they have everything they need to do anything and everything that anybody else can, it's amazing how transformative that can be in their life." ~ Alex Goss

"It takes associateship, mentorship, and time to become a really successful advisor. Opportunity comes through exposure, mentorship, seeing other people you can aspire to become like or accomplish what they've accomplished." ~ Alex Goss

"The traditional path is dead. The future now is more often joining an established practice and becoming part of the succession." ~ Alex Goss

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Turning Clients into Raving Fans with Anand Sheth

Tue, 12 Mar 2024 07:00:00 -0000

Episode 034: Providing excellent client service is more than just answering phone calls and replying to emails promptly. It means cultivating a loyal client base of raving fans. Achieving this requires building deep connections with clients and knowing them personally. Given the demands of advisor schedules and the complex nature of the industry, how can advisors deliver this level of personalized service?

In this episode of The Connected Advisor, Kyle talks with Anand Sheth, CEO and Co-Founder of Pulse360. As a long-standing practice manager in the advisory industry, Anand recognized the inability to create professional, customized, and timely meeting documentation. He created Pulse360 to help financial advisors automate and streamline creating client deliverables, including meeting prep agendas, follow-ups, client tasks, and annual summaries. Anand aims to get advisors back to advising versus doing administrative work.

Anand joins Kyle to discuss how to turn clients into raving fans. He emphasizes the need for advisors to go beyond the basics of client service and provide a personalized and exceptional experience. Anand also introduces Pulse360 and shares how the software helps advisors streamline their operations, capture valuable client data, and tell the story of the value they provide.

Join us as we discuss:

[01:38] - The money moment that led Anand to the wealth management industry.
[02:49] - Anand's transition from working directly with clients to stepping into a compliance-focused role.
[04:24] - The challenges of being the COO of a growing RIA.
[07:20] - How advisors can create raving fans out of their clients.
[14:49] - The value proposition of Pulse360.
[18:10] - How Pulse360 organizes big data.
[20:39] - The impact of AI on the industry and beyond.
[27:06] - How Anand uses photography to help underprivileged people.
[29:59] - Milemarker minute: Nikon vs. Canon, place to travel, favorite conference.

Key Takeaways

Providing exceptional client service goes beyond answering phone calls and replying to emails within 24 hours. Advisors can turn clients into raving fans by personalizing their interactions and anticipating their needs.
Data fragmentation and the lack of tools that communicate with each other are operational challenges for advisors.
Pulse360 aims to provide a systematic way for advisors to enter and access client data, communicate with clients, and streamline their operations. It allows advisors to stay informed and showcase their expertise and personalized service.

Quotes

"I was lucky enough that the different advisors I worked with were always high-performing. And one of the things that makes them successful is their eye for detail and how they want to provide an amazing client experience." ~ Anand Seth

"I built Pulse360 to create a systematic way where it's easy for folks to enter their data, communicate with clients, and create raving fans out of their clients." ~ Anand Sheth

"I built Pulse360 because I wanted the advisor and the team to create raving fans because those create referrals which grow your practice." ~ Anand Sheth

Links

Connect with our hosts

Subscribe and stay in touch

Promos

Produce game-changing content with Turncast

Forging Strategic Partnerships In Financial Services with Rachel Cameron

Tue, 05 Mar 2024 08:00:00 -0000

Episode 033: The financial world thrives on relationships, not just with individual clients but with strategic partners who can supercharge offerings and take the business to new levels. However, forging successful partnerships takes more than a handshake. It requires alignment from sales teams, product experts, and executives united by a shared vision of mutual benefit.

In this episode of The Connected Advisor, Kyle is joined by Rachel Cameron, Director of Strategic Partnerships at DPL Financial Partners. Having spent most of her career in wealth management, Rachel has created integrated technology solutions and solved problems for independent wealth advisors. At DPL, she brings focused expertise in technology integrations, operational efficiency, and company growth strategies.

Rachel talks with Kyle about building successful partnerships and providing great financial services. She discusses the different types of partnerships and the need to define the relationship clearly. Rachel also highlights the value of a crawl, walk, run strategy and the importance of aligning sales teams, product teams, and executives. In the end, Rachel draws parallels between leading a Girl Scout troop and organizational leadership, emphasizing the need for organization, communication, and building confidence, courage, and character.

Join us as we discuss:

[02:03] - The money moment that led Rachel to wealth management.
[04:04] - What makes great client service.
[08:26] - What a partnership between technology companies looks like.
[10:59] - Different types of partnerships.
[14:20] - How RIAs can build better partnerships.
[16:18] - How to measure the success of partnerships.
[19:03] - An example of a great partnership strategy.
[22:35] - The parallels between leading a Girl Scout troop and organizational leadership.
[28:01] - Rachel's thoughts on the future of the wealth technology industry.
[32:41] - Milemarker minute: Best restaurant, best book, favorite industry conference.

Key Takeaways

Successful partnerships require alignment and excitement from sales teams, product teams, and executives.
Tailoring messages and making things easy for others is crucial in providing great service.
Defining clear goals is crucial to the success of a partnership.
The crawl, walk, run strategy allows partnerships to grow and evolve over time.

Quotes

"When I think of a really good partnership, there are things happening that fire on all cylinders. There's got to be a buzz and excitement around what you're doing." ~ Rachel Cameron

"If you really want partners that you're running with, you have to be okay with the slow burn of a crawl, walk, run, and really building to get to that place where you're in lockstep with the partner and you're truly winning together." ~ Rachel Cameron

"The best partnership is one that is well-educated. Start slow and be very intentional to sign the right partner who is excited about doing what you're doing." ~ Rachel Cameron

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Future of Finance: Building Trust and Embracing Fiduciary Standards with Lyle Wolberg

Tue, 27 Feb 2024 08:00:00 -0000

Episode 032: In this episode of The Connected Advisor, Kyle Van Pelt is joined by Lyle Wolberg, CEO, Senior Financial Life Advisor & Partner at Telemus. They discuss the importance of trust and how Telemus differentiates itself from other firms. Lyle also talks about the challenges and opportunities in hiring and developing talent. He shares his insights on technology investment and the future of the RIA industry, emphasizing the need for firms to offer additional services and create a one-stop solution for clients.

Forbes Best-in-State Wealth Advisors (2023)*

*Awards and recognitions by unaffiliated publications should not be construed by a client or prospective client as a guarantee that the client will experience a certain level of results if Telemus Capital, LLC (“Telemus”) is engaged, or continues to be engaged, to provide investment advisory services, nor should they be construed as a current or past endorsement of Telemus or its representatives by any of its clients. Rankings published by magazines and others are generally based on information prepared and/or submitted by the recognized adviser. The Forbes ranking of Best-In-State Wealth Advisors, developed by SHOOK Research, is based on an algorithm of qualitative criteria, gained through telephone, virtual and in-person due diligence interviews, and quantitative data. The algorithm weighs factors like revenue trends, assets under management, compliance records, industry experience and those that encompass best practices in their approach to working with clients. Portfolio performance is not a criterion due to varying client objectives and lack of audited data. Data provided by SHOOK® Research, LLC — Data as of 6/30/22. Neither Forbes nor SHOOK receive a fee in exchange for rankings. Requirements to be considered eligible include: at least seven years as an advisor, minimum 1 year at current firm, advisor must be recommended and nominated by their firm, completion of an online survey, over 50% of revenue/production must be with individuals, and acceptable compliance record. Click here for a more in depth look at SHOOK’s methodology.

Barron’s Top 1200 Advisors (2023)*

*Awards and recognitions by unaffiliated publications should not be construed by a client or prospective client as a guarantee that the client will experience a certain level of results if Telemus Capital, LLC (“Telemus”) is engaged, or continues to be engaged, to provide investment advisory services, nor should they be construed as a current or past endorsement of Telemus or its representatives by any of its clients. Rankings published by magazines and others are generally based on information prepared and/or submitted by the recognized adviser. Data as of 9/30/22. Barron’s rankings are based on a 102-question survey filled out by advisory firms. Barron’s verifies that data with the advisors’ firms and with regulatory databases and then apply their rankings formula to the data to generate a ranking. The formula features three major categories of calculations: (1) Assets (2) Revenue (3) Quality of practice. In each of those categories we do multiple subcalculations. For instance, Barron’s take into account not just the amount of assets an advisor manages, but also the type of assets—are they private-wealth assets or institutional? If they’re institutional, are they for a foundation or an endowment, or are they corporate assets? Barron’s measures the growth of advisors’ practices and their client retention. Barron’s also consider a wide range of qualitative factors, including the advisors’ experience, their advanced degrees and industry designations, the size, shape, and diversity of their teams, their charitable and philanthropic work and, of course, their compliance records. Investment returns are not a component of the rankings. Telemus did not pay a fee for inclusion on this list.

The Wealth Management Growth Formula with Brett Bernstein

Tue, 20 Feb 2024 08:00:00 -0000

Episode 031: The future of wealth management is about a strategic balance between people, technology, compliance, and marketing. Investing in skilled professionals, robust tech platforms, stringent compliance measures, and effective marketing strategies will be crucial to capture new opportunities and attract the attention and loyalty of the next generation of clients.

In this episode of The Connected Advisor, Kyle talks with Brett Bernstein, CEO & Co-Founder at XML Financial Group. Brett is an active financial advisor assisting clients with his holistic approach to goal-setting and problem-solving. He manages the operations of the firm, including its M&A strategy. His experiences working at Merrill Lynch, LPL, and as an RIA gave him a comprehensive understanding of the industry from different angles. Brett is also involved in various nonprofit organizations, including So What Else, a grassroots charity that supports at-risk youth.

Brett talks with Kyle about the importance of technology and innovation in wealth management and the need for firms to invest in people, compliance, and marketing. Brett shares his insights on the industry's future, including the consolidation trends and the shift toward growth. He also emphasizes the value that financial advisors bring to clients and the need for firms to adapt to the preferences of younger generations.

Join us as we discuss:

[03:04] - The money moment that led Brett to financial services.
[05:14] - The analogy between a doctor and a financial advisor.
[06:40] - The greatest attribution to XML's growth.
[09:15] - How Brett allocates capital to turbocharge XML's growth.
[12:05] - Technology investment vs headcount investment in scaling businesses.
[14:25] - The value of hiring a Chief Technology Officer (CTO).
[18:30] - Brett's thoughts on the future of financial services.
[23:49] - The need for specialization in M&A planning.
[26:13] - What it takes to build an M&A specialization.
[29:40] - Brett's involvement with So What Else.
[32:32] - One place Brett would love to travel.
[33:15] - The best pitch Brett has ever heard from a kid's Shark Tank competition.

Key Takeaways

Wealth management firms need to invest in technology and innovation to meet the expectations of younger clients.
Mergers and acquisitions will continue to be prevalent in the industry, driven by the aging advisor population and the need for succession planning.
The future of the wealth management industry will require firms to invest in people, technology, compliance, and marketing to stay competitive and capture new opportunities.

Quotes

"Other people want to turbocharge their growth but don't have the entrepreneurial spirit, the backing, or the desire to do it on their own. So if they can plug into something already set up, having the technology stack, the marketing stack, and the operational team, they get to where they want to get faster." ~ Brett Bernstein

"It's okay to say, 'That's not something I focus on. Let me bring in someone else who does.' I think people have to have a little humility and get over their egos and say, 'What’s right for my firm so I don't put my firm at risk? What’s right for the client so the client has the best experience?" ~ Brett Bernstein

Links

Connect with our hosts

Subscribe and stay in touch

Promos

Produce game-changing content with Turncast

Building an Employee-Owned Wealth Management Firm with Peter Raimondi

Tue, 13 Feb 2024 08:00:00 -0000

Episode 030: In this episode of The Connected Advisor, Kyle is joined by Peter Raimondi, Founder & CEO at Dakota Wealth Management. With more than 40 years of experience in the industry, Peter has built multiple successful companies, including Banyan Partners and The Colony Group. He is known for his expertise in options trading and has written a thesis on insider trading in the options market. Peter is passionate about creating an employee-owned company and prioritizes caring for his team and clients.

Peter joins Kyle to share his journey into the wealth management industry, starting with his fascination with options trading during law school. He discusses his approach to building Dakota Wealth as an employee-owned company and the benefits of this model. Peter also highlights the role of technology in wealth management, particularly cybersecurity, and the need for firms to stay updated with modern technology.

Join us as we discuss:

[01:34] - Money moment that led Peter to the wealth management industry.
[04:36] - The journey from law school to wealth management.
[06:01] - The role options trading played in Peter's career.
[09:09] - Why don’t all firms offer options trading?
[11:36] - Peter's motivation for creating Dakota Wealth Management.
[15:23] - Peter's advice for managing firms enjoyably.
[17:27] - Putting employees first to benefit clients.
[22:00] - Factors that make Dakota stand out in the market.
[25:40] - Dakota Wealth Management's tech strategy.
[29:37] - Peter's choice of business outside of wealth management.
[30:22] - Peter's interests outside of work.
[31:58] - Why Peter loves muscle cars.

Key Takeaways

Options trading can be a valuable strategy for wealth management. However, its time-sensitive nature requires a unique skill set and constant attention.
Acquiring firms with an entrepreneurial spirit and a willingness to grow can catalyze success.
Dakota Wealth stands out by offering a sustainable equity partnership and involving the founders in shaping the company's future.
Employee ownership is a key driver of wealth management firms' success. Prioritizing employees' well-being and ownership can create a sense of unity and purpose that translates into exceptional client service.
Investing in technology, particularly cybersecurity, is crucial in today's digital landscape.

Quotes

"It's my job and my obligation to do whatever it takes to make sure I'm taking care of the company, the people, the shareholders, and the clients." ~ Peter Raimondi

"We don't put our clients first. We put our employees first. If I put my employees first and take care of them first and foremost, they will be the best they can be for my clients. And therefore, my clients will get the best from them." ~ Peter Raimondi

"Cybersecurity is probably the biggest threat we have in our industry. So, look at your tech stack as the weapons that you're fighting a battle with. You can't possibly use old weaponry from two wars ago and expect to beat the enemy." ~ Peter Raimondi

Links

Connect with our hosts

Subscribe and stay in touch

Promos

Produce game-changing content with Turncast

From Practice to Enterprise with James Bogart

Tue, 06 Feb 2024 08:00:00 -0000

Episode 029: Educating clients and creating value are pillars of success in the financial advisory industry. Bogart Wealth's explosive growth is a testament to the effectiveness of providing valuable content and actionable steps to clients. The firm has built strong relationships and attracted new business by empowering investors and helping them understand the “why” behind their financial decisions.

In this episode of The Connected Advisor, Kyle is joined by James Bogart, CEO & President at Bogart Wealth. In his role, James focuses on maintaining the highest level of customer service and attention to detail available in the industry, and on delivering the best technology, reporting tools, and analysis to every Bogart Wealth client. His practice spans wealth plan design, investment management, estate planning, family legacy planning, business succession, charitable giving, asset protection, and retirement concerns, with a special insight and focus on multi-generational strategies.

James talks with Kyle about how education and value creation have fueled Bogart Wealth's explosive growth. With valuable content and actionable steps, Bogart Wealth gains clients' trust and attracts new clients. James also shares how transitioning to digital platforms helped grow his practice, the challenges of rapid expansion, and the importance of a strong team and culture.

Join us as we discuss:

[01:59] - James' money moment.
[03:37] - The importance of providing valuable and in-depth content.
[07:55] - Educating investors and involving them in the planning process.
[09:53] - The integration of value-added activities in client relationships.
[12:27] - Bogart Wealth's path to success.
[14:42] - The success of digital events in expanding the firm's reach.
[17:28] - The impact of digitization on lead flow and client referrals.
[22:01] - How to get people to attend webinars.
[25:25] - What great content can do for your business.
[28:07] - Challenges associated with fast-growing companies.
[34:12] - How to get the best talent on your team.
[37:05] - James’ involvement with philanthropy.
[39:11] - James' personal reasons for being in the wealth management industry.
[43:30] - James' favorite book from 2023.

Key Takeaways

Educated investors are powerful investors.
Providing valuable content and actionable steps builds trust and attracts clients.
The shift to digital events during the pandemic opened up new opportunities for growth and reach.
Growth requires a strong team, delegation, and a culture of collaboration.

Quotes

"People want good content. They want reliable content and things that would translate what had meaning or impact for them into their situation." ~ James Bogart

"People want integration. But more importantly, they want to know that the person they're trusting with that integration knows what they're talking about and can ultimately apply it to their situation." ~ James Bogart

"An educated investor is a very powerful investor." ~ James Bogart

"If you create great content and have a great value proposition, you won't have to sell anything." ~ James Bogart

Links

Connect with our hosts

Subscribe and stay in touch

Promos

Produce game-changing content with Turncast

Modernizing Your Firm's Reporting to Simplify Your Client Experience with Scott Klaassen

Tue, 23 Jan 2024 08:00:00 -0000

Episode 028: In this episode of The Connected Advisor, Jud Mackrill is joined by Scott Klaassen, Managing Director at Milemarker to discuss the critical role of reporting in advisory services. Together, they explore the challenges of ensuring accurate, transparent reporting and the complexities involved with alternative investments and multiple custodians. They also cover the importance of data management alignment within firms, the non-profitability of many client relationships, the potential of AI tools to enhance data insights, and an overview of Milemarker's managed back-office solution aimed at optimizing technology for advisors and clients.

Jud and Scott discuss:

[01:42] - Intro to Scott Klaassen.

[03:15] - Why is reporting important?

[05:25] - What measures can be implemented to improve the accuracy of financial transactions?

[08:56] - Are there specific patterns or common issues that lead to transaction inaccuracies?

[12:17] - What are the implications of having multiple custodians?

[14:23] - What is the best way to solve for Household returns with Alternatives (IRR) and Traditional (TWR)?

[16:22] - Is it possible to extract relevant performance and asset allocation data from Orion but then present it as we wish in our portal?

[17:45] - What percentage of firms report on a client's full balance sheet?

[19:39] - How do I get the entire firm aligned on data management?

[23:04] - How should I go about getting the entire firm aligned on data management?

[23:23] - What AI (Artificial Intelligence) tools would you suggest to give better insights into our data?

[24:42] - What are your favorite reporting systems and why?

[26:13] - How do you decide if a specific reporting system is better for one advisor vs another?

[29:39] - What are people doing with asset classes these days?

Quotes

“Reporting is important because that is how we are communicating the value we bring to our clients. It's our report card to them of how we're doing as an advisor.” ~ Scott Klaassen

“When everything is getting more commoditized, it makes our value seem less on the wealth management side, so reporting is a great opportunity for us to uniquely tell the story that actually matters to your client.” ~ Jud Mackrill

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How User Experience Reshapes the Future of Wealth Management with Clifton Schaller

Tue, 02 Jan 2024 08:00:00 -0000

Episode 027: In wealth management, data is paramount. But it's not just about the data itself. It's about how people present, digest, and ultimately act upon it. That's where the user experience (UX) revolution in wealth management takes center stage. Today's investors, from seasoned veterans to tech-savvy millennials, demand clarity, personalization, and a seamless digital journey. They want information that's visually appealing, readily digestible, and actionable.

In this episode of The Connected Advisor, Kyle talks with Clifton Schaller, Chief Growth Officer at FutureVault. Clifton has a passion for customer-driven insights, striving to identify the biggest trends, pain points, and opportunities for innovation across the entire financial services ecosystem and then looking for people or technology best positioned to address them. With a corporate development, product management, and strategic partnerships background, Clifton drives the intersection of top-line growth and product strategy.

Clifton talks with Kyle about the importance of user experience (UX) in the wealth management industry. He emphasizes the importance of UX design and how it can impact client retention and acquisition. Clifton also shares his insights on retirement readiness, access to private markets, generational wealth transfer, and the changing preferences of millennials and Gen Z. He believes that the industry is well-positioned to address these challenges and adapt to clients' changing needs.

Join us as we discuss:

[03:13] - Clifton's money moment.
[07:18] - What Clifton's experience as a UX designer at Morningstar looked like.
[10:36] - What it takes to have a great user experience.
[13:21] - Clifton's motivation to choose UX design.
[17:07] - Clifton's outlook on the future of the industry.
[25:33] - The role of FutureVault in wealth technology.
[32:04] - Clifton's five insights for professional growth.
[38:53] - Clifton’s favorite book from 2023.
[39:13] - What firms looking for growth should focus on in 2024.

Key Takeaways

User experience (UX) design is crucial to client retention and acquisition.
The industry needs to help clients navigate the sea of investment products, and tailor portfolios to their specific needs.
Access to private markets is becoming more democratized, providing personalized opportunities for investors to participate in high-growth investments.
Understanding the needs of the next generation will significantly impact the overall economy.

Quotes

"People process information in different ways, but they process it very quickly. If you're showing something that looks crisp, easy to process and go through, you have a higher likelihood of retaining or gaining a client." ~ Clifton Schaller

"Our industry will be well-positioned for those who transform and change to meet the needs of the next generation. This is going to have an impact not just on individuals but on our economy macro-wise as well." ~ Clifton Schaller

"People who are willing to roll up their sleeves — it inspires people. Knowing how to lead from the front, lead from the rear, and lead from the field —people are able to inspire others through selfless leadership." ~ Clifton Schaller

Links

Connect with our hosts

Subscribe and stay in touch

Promos

Produce game-changing content with Turncast

Delivering World-Class Integrated Advice Profitably and Effectively with Spenser Segal

Tue, 26 Dec 2023 08:00:00 -0000

Episode 026: Delivering world-class integrated advice lies in a harmonious blend of human expertise and digital efficiency. It's a tightrope walk between leveraging the knowledge and intuition of seasoned professionals and harnessing the power of data-driven insights and streamlined processes. The challenge lies in ensuring these forces coexist, cooperate, amplify, and elevate each other.

In this episode of The Connected Advisor, Kyle talks with Spenser Segal, CEO of ActiFi. They discuss how to deliver world-class integrated advice more effectively and profitably. Spencer highlights the need for professional management in scaling a wealth management firm and the importance of optimizing processes and technology to support growth. He also emphasizes the potential for AI to automate non-high human value-added activities while allowing advisors to focus on providing personalized and valuable advice to clients.

Join us as we discuss:

[01:38] - How Spenser got into the wealth management industry.

[02:54] - What world-class advice looks like.

[05:05] - What inspired Spenser to create a world-class integrated advice.

[07:01] - What it takes to deliver a world-class integrated advice.

[11:10] - How ActiFi provides better tools for wealth management.

[15:05] - Spenser's take on what's happening in advisor technology today.

[19:24] - How to structure technology for more centralized operations.

[23:03] - Spenser's thoughts on AI in wealth management.

[24:56] - What makes AI a transformative technology in wealth management?

[30:20] - The best book Spenser read in 2023.

[30:35] - The single most important metric firms should be tracking.

[30:56] - The best part about the Twin Cities.

Key Takeaways

The scariest resource in the industry is professional management, and firms need experienced managers who can optimize processes and leverage technology effectively.
People trump process. Process trumps technology, and technology is critical to building a scalable and efficient practice.
AI can potentially reduce the cost of non-human value-added activities by over 90% and can significantly increase value and margins for advisors.
Full automation is not desirable or effective in delivering world-class integrated advice. Clients prefer working with experts who can explain the rationale behind their decisions.
Implementing AI requires a well-defined process and a cohesive data strategy to ensure clean and consolidated data that can be used to train AI models.

Quotes

"What clients really want is to maximize the probability of achieving their goals and the after-tax cash flow that can be allocated to those goals in alignment with what they truly value." ~ Spenser Segal

"There’s so many different capabilities, so many specialized vendors that are exploding. There's no better time in advisor technology than now. The trick, though, is to adapt your processes to take advantage of that." ~ Spenser Segal

"AI will be the most transformational technology in the history of the wealth management industry, and it will likely be 10 times more impactful than the internet." ~ Spenser Segal

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Navigating Alternative Investments as a Strategy for Growth with Victoria Bills

Tue, 19 Dec 2023 08:00:00 -0000

Episode 025: In this episode of The Connected Advisor, Jud Mackrill is joined by Victoria Bills, Chief Investment Strategist at Banrion Capital Management, and Steve Zushin, Chief Revenue Officer at Mammoth Technology. Together, they dive into the world of alternative investments for business growth and retirement strategies. They also discuss the complexities of incorporating alternative investments into business strategies, positioning them for clients, and overcoming challenges. They touch on the importance of building a positive client experience and tailoring investment strategies for retired clients.

Join us as we discuss:

[01:22] - Intro to Victoria Bills and Steve Zuschin.

[05:10] - How do advisors know if alternative investments are right for their clients?

[10:50] - How should advisors be positioning alternative investments to their clients?

[14:55] - What’s the biggest challenge most advisors face in starting to use alternatives?

[21:08] - Best structure for sub docs process?

[24:41] - What factors are considered in building alts allocation?

[26:29] - How do advisors build client experience?

[30:38] - What are advisors doing to satisfy due diligence when they don’t claim to be experts in underwriting one fund from the next?

[33:02] - Why should financial advisors advocate for allocating a specific percentage of a HNW client’s portfolio to hedge funds, given their potential to mitigate risk and generate alpha in volatile markets?

[34:14] - In what ways can financial advisors tailor alternative investment strategies to align with the income generation goals of retired clients with a moderate risk tolerance?

[35:13] - How can financial advisors tactically implement private equity and real estate investments to enhance diversification within a client’s portfolio?

[36:20] - How do you evaluate the solidarity of an alt fund?

[37:55] - Any warnings on alt environment, specifically private equity or opportunity zones due to interest rates?

[39:34] - What is Mammoth Technology’s business model?

[42:02] - How does Mammoth’s platform integrate with other platforms an advisor is already using?

[43:32] - Can you white-label Mammoth’s platform?

[43:39] - Does Mammoth’s platform include fund listings and descriptions, subscription process and fund reporting?

[43:56] - Is Mammoth’s platform just for advisors or L.P.’s as well?

Quotes

“We don’t get paid to put products on our platform. We don’t get paid if you invest. We get paid for the fact that we continue to work as an advocate for the funds that are on our platform, but most importantly, keeping the financial advisor in mind.” ~ Victoria Bills

“Ultimately, that's why Mammoth exists, is to try and reduce some of those challenges and to make alternatives easier for you to approach, but also easier for you to provide excellent service to your clients when they do allocate to these different types of products on the private market." ~ Steve Zuschin

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Power of Authenticity in Building High-Growth Wealth Management Firms with Tony Stich

Tue, 12 Dec 2023 08:00:00 -0000

Episode 024: When it comes to wealth management, building a high-growth firm requires more than just providing financial advice. It requires a deep understanding of who you are as a brand and the ability to authentically connect with your clients.

In this episode of The Connected Advisor, Kyle talks with Tony Stich. Tony has spent most of his career in the wealthtech industry – currently serving as the chief revenue officer for Entrustody. He is a thought leader in the fintech space, providing invaluable statistics and perspective.

Tony talks to Kyle about building a high-growth wealth management firm, emphasizing the importance of authenticity and embracing a unique brand. He also shares his insights on how advisors can leverage their authentic selves to attract the right clients and provide better advice. Knowing the barriers that hinder advisors from providing clients with optimal service, Tony provides an overview of Entrustody and its mission to disrupt the industry by offering a frictionless and transparent custodial experience.

Join us as we discuss:

[01:18] - What it's like to be at a startup.
[03:22] - How Tony got into the financial services industry.
[08:04] - What it takes to build a high-growth wealth management firm.
[12:43] - How to create a brand that people can understand and associate with.
[18:35] - Overcoming the fear of rejection and embracing authenticity.
[21:31] - About Entrustody.
[24:11] - The ideal customer for Entrustody.
[26:48] - The best book Tony read this year.
[27:55] - Tony's thoughts about marketing and sales.
[28:35] - Tony's favorite conference location.

Key Takeaways

Embrace your authentic self and love yourself to attract clients who resonate with your message.
Get your house in order by defining your brand archetype and messaging before expanding your team.
Differentiate yourself by creating a memorable brand that resonates with your target audience.
Don't be afraid of rejection. Attract clients who appreciate your authenticity and trust you.
Entrustody is a modern digital custodian focused on providing a frictionless and delightful experience for advisors and their clients with transparent fees.

Quotes

"The moment the advisor embraces and accepts that your authentic self will drive in the people you want to provide good advice for, that's when the rubber hits the road." ~ Tony Stich

"When you think about your authentic self, you must love yourself for who you are. You must be proud of your profession. You must be proud of your family because the moment you do that, you can love your clients more. And in doing so, you provide better advice." ~ Tony Stich

"We're building a modern technological experience that is frictionless and delightful to use with transparent fees." ~ Tony Stich

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Building, Managing, and Retaining High-Performance Wealth Management Teams with Carolyn Armitage

Tue, 05 Dec 2023 08:00:00 -0000

Episode 023: The heartbeat of any organization lies within its workforce — the collective sum of individual talent, skills, and aspirations. Understanding the intricate connection between building and leading a team, nurturing authenticity, and embracing shifting workforce dynamics is important for firms aspiring for growth.

In this episode of The Connected Advisor, Kyle is joined by Carolyn Armitage, CEO of True Circle Organization. Carolyn shares her journey of starting a nonprofit organization while working in the wealth management industry. She emphasizes the significance of building and leading teams in the wealth management industry, highlighting the changing dynamics of the workforce, particularly with the rise of millennials and Gen Z, who prioritize work-life balance and seek fulfillment beyond financial compensation.

A serial builder of independent wealth management firms, Carolyn provides insights into the challenges and opportunities facing firms that want to grow. She discusses the need for firms to create an environment that allows employees to show up as their authentic selves and provides opportunities for growth and development to attract and retain top talent.

Join us as we discuss:

[01:39] - Why Carolyn founded True Circle Organization.
[06:14] - What motivated Carolyn to help the homeless?
[09:48] - The importance of hiring and retaining the right people.
[12:11] - Building and leading teams in a changing workplace culture.
[17:42] - The role of technology in the modern workplace.
[20:35] - Building an enticing environment for the next generation.
[25:13] - Promoting the wealth management industry as a good career path.
[29:16] - Creating an environment that supports employee success.
[34:25] - Carolyn's thoughts on wealth management in the future.
[39:36] - The need for both boutique RIA firms and big brands in the marketplace.
[44:02] - The best place to find new talent.
[44:24] - The best book for developing leadership skills.
[44:46] - The most important piece of technology in an advisory firm.

Key Takeaways

Hiring the right people is a key element for success in wealth management, as is building and leading teams.
Managing employees is a skill set that may require outside help.
The workforce is changing, and organizations need to adapt to the needs and expectations of millennials and Gen Z employees.
Providing a flexible and inclusive work environment is important for attracting and retaining talent.

Quotes

"Without hiring the right people, retaining them and getting their full involvement, and allowing their whole self to show up for work, you'll be less successful than others who are fully embracing their workforce." ~ Carolyn Armitage

"In order for an organization to grow, they have to know why they want to grow. What's the purpose? And if it's just to put more money in your pocket, you're going to fail. You need some type of compelling distinction that will put you ahead of the competitor just down the street." ~ Carolyn Armitage

"A team can only go as far as your weakest link. And usually, the weakest link within the team is the lack of communication." ~ Carolyn Armitage

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Onboarding New Clients Made Easy with Lacey Shrum

Tue, 28 Nov 2023 08:00:00 -0000

Episode 022: The financial advisory industry has always been known for its meticulous attention to detail and dedication to providing a seamless client experience. However, the traditional approaches to managing fees and contracts have presented challenges, requiring a revolution in processes to elevate the onboarding experience for clients.

In this episode of The Connected Advisor, Kyle is joined by Lacey Shrum, Founder of Smart Kx. They discuss the challenges of fee schedules and billing in the wealth management industry. With a background in law, Lacey saw the need for better automation and efficiency in the fee and contract processes for financial advisors. Lacey explains how Smart Kx streamlines the client onboarding process, optimizes fee schedules, and ensures accurate billing. She also touches on the importance of providing a seamless client experience and how automation can help advisors grow organically.

Join us as we discuss:

[02:09] - Why Lacey prefers Kindle over physical books.
[04:05] - The problem Smart Kx solves.
[07:15] - The importance of digitizing fee schedules.
[11:00] - The benefits of using Smart Kx to streamline billing processes.
[12:50] - What inspired Lacey to create Smart Kx?
[14:52] - How Lacey's background as a lawyer is beneficial in running an advisor technology firm.
[20:33] - Simplifying and automating client contracts to streamline the onboarding process.
[24:18] - Ways to improve the client onboarding experience.
[27:49] - Lacey's best investment.
[31:12] - Mile Marker Minute: Tip for organic growth in wealth management.
[31:21] - Mile Marker Minute: Favorite brand in advisor technology.
[31:50] - Mile Marker Minute: Tip for growing on LinkedIn.

Key Takeaways

Smart Kx helps financial advisors optimize client onboarding, draft fee schedules, and automate the billing process.
Customizable fee schedules are a common challenge for advisors, and Smart Kx ensures that the fees in the contract match the fees calculated in the system.
Automating the client onboarding process and reducing friction can help advisors grow organically and provide a better client experience.

Quotes

"If you look at the fee problem, you have these client contracts on one hand and the processing system on the other hand. Now, we've built all these systems to hold them together." ~ Lacey Shrum

"From a business standpoint, when you have a prospect that says yes, this advisor needs to get that prospect on immediately. They don't need to give them a bunch of homework." ~ Lacey Shrum

"You're sitting at the table with a prospect, and they say, 'Yes, I want to come on board.' What if you could take that 'yes' and instantly click through our system and say, 'Great, I've already sent you the documents.’" ~ Lacey Shrum

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Blueprint for Growing a Wealth Management Firm with Matt Reiner

Tue, 21 Nov 2023 08:00:00 -0000

Episode 021: The growth of a wealth management firm is about cultivating a culture that thrives on innovation, effective delegation, and a deep understanding of the intrinsic value of financial advisors. It's about embracing change, optimizing resources, and staying true to the firm's purpose—helping clients achieve a successful financial future while evolving to meet the demands of the changing marketplace.

In this episode of Connected, Kyle talks with Matt Reiner, Managing Partner at Capital Investment Advisors and CEO at Wela Strategies. They discuss how delegation, innovation, and recognition of financial advisors' unique value drive growth in wealth management. A thought leader in practice management for advisors, Matt shares his insights on the importance of self-awareness and mindfulness in becoming a better business owner. He also emphasizes the value of human financial advisors and the need for advisors to focus on their unique value to serve clients better.

Finally, Matt shares his thoughts on the role of innovation and technology in improving efficiency and client experience.

Join us as we discuss:

[02:10] - Matt's approach to juggling multiple responsibilities.
[03:44] - Practical steps to effectively delegate tasks.
[07:24] - Balancing delegation and follow-up for effective outcomes.
[09:36] - Why delegating tasks can be time-consuming in the beginning.
[13:13] - The challenges of growing an RIA.
[18:51] - Why business owners should separate ownership from management.
[23:59] - The value of human financial advisors.
[26:20] - Innovation as a mindset, not just technology.
[32:51] - The importance of behavioral coaching and emotional connection with clients.
[36:44] - Matt's top advice for a company that wants to achieve organic growth.
[36:52] - The most important piece in the technology stack for an RIA.
[37:04] - What it takes for a company to integrate with technology successfully.

Key Takeaways

Delegation is a skill that requires self-awareness and the ability to let go of perfectionism.
Innovation is not just about technology, but it's also about mindset, process, and technology.
The true value of financial advisors extends far beyond investment management.
Good integration with technology requires close collaboration with providers and custodians.

Quotes

"When it comes to delegation, you have to be okay with accepting that things aren't going to be done your way. And I have always been a perfectionist, and my way is always the best way. But I've realized that my way is not always the right way." ~ Matt Reiner

"Ultimately, if we focus on us, then we can serve more. There is so much potential. And then, over time, the world will see the value we provide, which is more than just investment management." ~ Matt Reiner

"Innovation is not just technology. It's mindset, process, and technology." ~ Matt Reiner

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Finding Success in Organic Growth for Your Firm in 2024 with John Wernz

Tue, 14 Nov 2023 08:00:00 -0000

Episode 020: In this episode of Connected, we’re sharing a conversation between Milemarker Co-Founder Jud Mackrill and Great Hill Partners Executive in Residence John Wernz, about finding success through organic growth for your firm.

John, an expert in digital marketing and strategic growth, has joined us to provide some game-changing insights. We explore how to convert leads into clients, the role technology can play in streamlining your business, and how vital a documented, goal-driven plan can be for your firm's organic growth. Also, we're touching on trends in the industry, like the surprising effectiveness of podcasting as a marketing channel, and strategies to increase your organic ranking.

But that's not all. We're diving deep into the need for experimentation, creativity in budget planning, and looking into more innovative marketing and business development strategies. We discuss why understanding your firm's maturation cycle when assigning business development roles is key, the underestimated importance of technology in communication and scheduling, as well as the impact of aftermarket and direct-response media advertising.

Join us as we discuss:

[02:07] - Intro to John Wernz

[02:53] - Intro to Jud Mackrill

[03:42] - Are webinars trending down? What key topics drive engagement?

[06:13] - We currently show up on Google for "retirement planning near me" but not high enough. What are the best practices to increase ranking organically for certain key phrases?

[08:59] - What's the typical lead-to-client conversion timeline?

[11:28] - What percentage of top-line revenue should firms spend on lead generation or organic marketing services?

[15:16] - How should advisors be thinking about podcasting as a marketing channel?

[18:29] - How are you thinking about AI in terms of supporting organic growth?

[21:48] - How do we best enable our tech stack? How can this help prompt growth within the firm?

[27:05] - Is it more effective to have dedicated business developers rather than assigning business development responsibilities to advisors?

[31:01] - How many clients should an advisor work with and still have time for business development activities? How should the time break down?

[33:46] - What results do you need to see to show that you have a successful organic growth strategy?

[40:03] - How much time should you give a strategy to see if it is working before adjusting or terminating?

[43:17] - What new or seldom used strategies are worth considering or researching?

[45:56] - What are three things advisors can do right away to improve and accelerate their organic growth?

Quotes

“The question to me is not can you get those leads? It's can you actually create a funnel to convert them? Can you get those leads to appointments and clients? To me, that is the larger question for most RIAs thinking about doing organic.” ~ John Wernz

“You have to be continually experimenting with what you're doing and have the margin to do that. You have to have truly creative people you work with that are willing to pivot and willing to ask questions, willing to be accountable." ~ Jud Mackrill

“I'm pretty biased toward just creating unique content. I think that's the thing that's missing in our industry — we've been leaning on these marketing companies that are mostly built for broker-dealers and it doesn't really work. You have to have unique, consistent content." ~ Jud Mackrill

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Delivering Strategic Wealth Planning Services for High-Net-Worth Clients with Frazer Rice

Tue, 07 Nov 2023 08:00:00 -0000

Episode 019: For high-net-worth families, wealth is more than just numbers on a balance sheet. It represents a legacy, a responsibility, and a means to achieve their unique aspirations. Managing the intricacies of wealth preservation, succession planning, philanthropy, and lifestyle management for these families is no easy task. It requires a tailored and holistic approach that takes into account their financial objectives, deeply held values, and unique needs.

In this episode of Connected, Kyle is joined by Frazer Rice, Director of Family Office Services at Next Capital Management. Frazer talks about the role of family office services in managing the wealth and lifestyle of high-net-worth individuals and families. Frazer emphasizes the importance of communication and conflict resolution in preserving wealth across generations.

Join us as we discuss:

[01:52] - Duke's football victory.
[04:28] - Frazer's love for film and horror genre.
[06:51] - Frazer's experience acting in a horror movie.
[09:06] - How Frazer got into wealth management.
[14:34] - Multidisciplinary approach in solving problems for ultra-high net worth clients.
[17:37] - Challenges of raising kids in wealthy families.
[20:59] - Why Next Capital decided to start family office services.
[26:12] - When it makes sense to employ a family office.
[29:59] - What RIAs need to consider when offering family office services.
[32:02] - What the future looks like for the ultra-high net worth segment.
[36:46] - The three best golf courses Frazer has played on and his top three bucket list courses.

Key Takeaways

The wealth management industry requires a multidisciplinary approach to problem-solving, combining expertise in law, finance, and other domains.
Communication is the biggest challenge in preserving wealth across generations, and conflict resolution is crucial in avoiding destructive situations.
The ultra-high net worth space requires independent advice and a focus on minimizing conflicts of interest.
Technology can enable advisors to better serve clients, but manual labor and personal relationships will continue to play a significant role.

Quotes

"When you start moving up the wealth chain, and people start understanding that they have enough to spend during their lifetime and their legacy going forward is what's important to them, that's when you start getting into a different level of discussion and framework-building." ~ Frazer Rice

"The biggest threat to wealth isn't bad tax planning or investments. The ecosystem of smart people to solve those problems is broad and wide. But the biggest issue is communication. And it's amongst in between the generations." ~ Frazer Rice

"It's really my job and the job of the firm to help the families identify the different issues that are out there, look around corners, and look for opportunities, either for tax savings or structuring to further their goals." ~ Frazer Rice

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Advisor-Driven Estate Planning Solutions with Matt Morris

Tue, 31 Oct 2023 07:00:00 -0000

Episode 018: The traditional approach to estate planning involves working with an attorney. However, clients often procrastinate or delay creating an estate plan due to the discomfort of discussing end-of-life decisions with a stranger. While technology has significantly transformed and simplified the estate planning process, this alone has not solved the problem.

In this episode of Connected, Kyle is joined by Matt Morris, CEO of EncorEstate Plans. They discuss the importance of estate planning and the challenges people face in getting it done. Matt explores the options available for estate planning, including DIY, working with an attorney, and the advisor-driven approach. The conversation highlights the role of technology, such as AI, in making estate planning more efficient and accessible. Lastly, Kyle and Matt discuss the future of wealth management and the importance of advisors in providing comprehensive services to clients.

Join us as we discuss:

[02:23] - Matt's background and journey to starting EncorEstate Plans.
[06:24] - The challenge of comparing oneself to other CEOs.
[11:20] - The importance of vulnerability and connection in leadership.
[12:35] - Insights Matt gained from his sabbatical.
[18:36] - Why estate planning is gaining popularity at the moment.
[22:27] - The benefits of integrating financial advisors into the estate planning process.
[25:42] - Do it yourself vs. advisor-driven planning.
[30:30] - Why advisors are the quarterbacks of wealth management in the future.
[31:49] - The role of AI.
[33:31] - Matt's experience with e-biking and its benefits.

Key Takeaways

Estate planning is a critical but often overlooked aspect of financial planning, with many people not having a plan in place.
Technology has made estate planning more accessible, but many people still prefer to work with a trusted advisor who can guide them through the process.
Financial advisors have a unique opportunity to integrate estate planning into their services and provide a comprehensive client experience.
The future of the wealth management industry lies in advisors acting as quarterbacks, leveraging technology to provide a full range of services to their clients.

Quotes

"When we have a worthwhile project that is interesting and compelling, and people can do it with people they enjoy, the rest of it kind of takes care of itself." ~ Matt Morris

"We believe that financial advisors should be integrated into the state planning process without practicing law. And if they can help drive the client experience within the balance of the law, then they can control the experience. The client wins, and the advisor is going to win in so many ways." ~ Matt Morris

"The future of financial advice isn't going to be asset management alone. As AI is helping us accomplish where that is going, just that one piece is just not going to be enough. And to be relevant in the future, it's going to have to be comprehensive." ~ Matt Morris

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Owning Your Advisory Practice Without CEO Responsibilities with Penny Phillips

Tue, 24 Oct 2023 07:00:00 -0000

Episode 017: The journey to success starts with letting advisors be great advisors. Outsourcing offers a solution for advisors who want to maximize their efficiency and scale their businesses without the burden of running day-to-day operations. By leveraging the support and resources available to them, advisors can build successful businesses, maximize valuation, and ultimately provide the best possible service to their clients.

In this episode of Connected, Kyle talks with Penny Phillips, President and Co-Founder of Journey Strategic Wealth. They discuss the need to stop encouraging advisors to be CEOs and instead allow them to focus on being great in their roles. Penny explains that many advisors don't enjoy running the business side of things. She believes advisors can outsource the running of their firms while still owning the business. That allows advisors to maximize their valuation and focus on what they love – providing great advice and building genuine, long-term client relationships.

Join us as we discuss:

[01:48] - Penny's point about advisors not being encouraged to become CEOs.
[04:39] - How to spark young people's interest in becoming financial advisors.
[09:01] - Why rainmaker-style advisors are declining.
[12:06] - How independent advisors grow their businesses.
[14:18] - The benefits of outsourcing the entire business process.
[19:59] - How advisors define independence.
[21:48] - What sets Journey Strategic Wealth apart from other aggregators.
[29:11] - Journey's proactive approach to consulting and coaching advisors.
[30:25] - Penny's experience studying in London.
[31:34] - What Penny likes best about London.
[32:19] - Penny's top destination on her bucket list.

Key Takeaways

Rather than acting as CEOs, advisors should focus on being great advisors.
The industry needs more quality advisors, and models like Journey Strategic Wealth can help retain and attract advisors by providing support in running their businesses.
The rainmaker advisor is becoming a dying breed, and firms need to find new ways to grow and develop business.
Outsourcing and institutionalizing various aspects of the business can help advisors focus on what they do best and maximize their profitability.
Independence should mean owning your data, book of business, and client relationships, not necessarily running every aspect of the business.

Quotes

"Over the course of my consulting, I found that so many advisors or entrepreneurs, if they're building within a firm, happen to be very good at building a business and inspiring others. But they don't really love running the business." ~ Penny Phillips

"We need more advisors. We need quality advisors. We need advisors to stay advising. And so I just love this idea of giving advisors permission to not be the CEO." ~ Penny Phillips

"We believe that it's our responsibility not just to offer a core infrastructure, it's to constantly be evolving and updating that infrastructure and getting feedback from our advisors on how it should evolve." ~ Penny Phillips

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Keys to Successful M&A in Wealth Management with Matt Brinker

Tue, 17 Oct 2023 07:00:00 -0000

Episode 016: The success of M&A in the wealth management industry depends on a combination of qualitative and quantitative factors. Firms that can differentiate themselves through a compelling client experience, deliberate growth strategies, and effective use of technology will be well-positioned for organic growth and increased enterprise value.

In this episode of Connected, Kyle is joined by Matt Brinker, Managing Partner at Merchant Investment Management. An expert in M&A in the wealth management industry, Matt discusses the key variables that make a great firm. He emphasizes the importance of building a differentiated client experience and investing in organic growth. Matt also delves into the challenges of succession planning and attracting young talent in the industry. Finally, Matt shares insights on the emotional challenges that can arise during the transaction process and the need for clear expectations and integration plans.

Join us as we discuss:

[01:35] - The key variables that make a great firm.
[04:09] - The challenges of succession planning and attracting young talent in the industry.
[07:12] - What organic growth means for career development and the success of a firm.
[09:42] - Matt's tips for growing a firm organically.
[13:29] - Creating a unique client experience.
[19:15] - What sets wealth management firms apart from their competitors?
[22:00] - What drove Matt to invest in building the FinLife platform?
[24:32] - Potential pitfalls to watch out for during the buying process.
[28:31] - How Merchant Investment Management operates.
[34:22] - The importance of investing in technology in wealth management.
[39:56] - Matt's hobbies and interests outside of work.

Key Takeaways

The qualitative aspects of a wealth management firm, such as the client experience and infrastructure, are just as important as the quantitative aspects like financials and growth rates.
Building a destination firm for clients, with a consistent and differentiated client experience, is crucial for attracting and retaining talent.
Organic growth is not just about making more money but also about creating career growth opportunities within the firm.
Before investing in marketing and digital strategies, firms should ensure they have a strong and differentiated client experience worth promoting.
The wealth transfer between baby boomers and the next generation presents a significant organic growth opportunity for firms that can engage and serve the next generation effectively.

Quotes

"What really informs the financials, client retention, and organic growth rates is the underlying infrastructure of the business. That means operating scale, effective use of technology, consistent client experience, systematic growth, and defined branding and strategy." ~ Matt Brinker

"When it comes to organic growth, systems and processes, and onboarding the next generation of employees, there's a certain ilk of firms that know how to do that and will continue to win when it comes to attracting, developing, and keeping talent." ~ Matt Brinker

"You can't have a personalized customer experience if you don't have a personal relationship or personalized data on the client." ~ Matt Brinker

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Managing Technology in an RIA with Kyle Wesley

Tue, 10 Oct 2023 07:00:00 -0000

Episode 015: One of the biggest challenges in managing a wealth management firm is integrating various systems and platforms to create a seamless workflow. This challenge can often feel like trying to piece together a complex puzzle where every component must fit perfectly to maintain a technological edge in the industry. In such a rapidly evolving field, providing a comprehensive infrastructure for advisors is essential, as it allows them to concentrate their efforts on what truly matters: exceptional client service and sustainable growth.

In this episode of Connected, Kyle talks with Kyle Wesley, Chief Digital Officer at Bleakley Financial Group. They discuss the challenges of managing a firm, the importance of integration in the technology stack, and the future of the industry. Kyle also shares insights on how Bleakley supports its advisors and leverages technology to provide a seamless experience. He highlights the role of technology and artificial intelligence in driving growth and efficiency.

Join us as we discuss:

[02:10] - Being a Penn State Nittany Lion fan.

[03:38] - The role of a chief digital officer in an RIA.

[05:49] - How to stay on top of technology changes in the industry.

[07:03] - Bleakley's predefined technology stack.

[08:30] - Bleakley's criteria for integrating its core systems.

[10:23] - Advisors' support system at Bleakley.

[14:46] - The challenges of managing a platform.

[17:38] - What it takes to implement technology in a platform.

[21:58] - The challenge of integrating multiple platforms.

[26:09] - The use of Power BI for data analysis.

[30:11] - Kyle's thoughts on the future of the financial advisory industry.

[35:23] - Kyle's favorite thing to do outside of work.

Key Takeaways

Providing a comprehensive infrastructure for advisors allows them to focus on client service and growth.
Integration is a key challenge in managing a technology stack, and Bleakley prioritizes seamless integration between platforms.
The future of the industry lies in a centralized data warehouse and a user interface that brings together all the necessary tools and information.
AI has the potential to revolutionize the industry by automating processes and providing personalized insights for advisors.

Quotes

"In everything we do, we pilot with a small user group. We get more feedback before we roll it out slowly to a broader group until it is fully rolled out to all advisors and staff." ~ Kyle Wesley

"The challenging part of any integration is if you have different platforms, it's never going to be completely seamless. So that's definitely the challenge because you have to teach everyone where you need to go for which thing, and it's not going to be one spot." ~ Kyle Wesley

"Cybersecurity, in general, is probably the biggest threat to our business. But if you're able to normalize the data because you have it from so many sources, that's where AI becomes more meaningful." ~ Kyle Wesley

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Regulation, Education, and Adoption of Crypto in Financial Advisory with Tyrone Ross

Tue, 03 Oct 2023 07:00:00 -0000

Episode 014: The role of cryptocurrency in financial advisory has been a topic of increasing interest and debate. Digital currencies, their potential to reshape the financial landscape, credibility crises, and the urgent need for a clear regulatory framework have all contributed to this conversation. While crypto has its share of trials, it has the potential to revolutionize the financial advisory industry. And the key lies in embracing this transformative technology responsibly, along with comprehensive education and regulatory clarity.

In this episode of Connected, Kyle talks with Tyrone Ross, CEO and Co-Founder of Turnqey Labs and President and Founder of 401 Financial. They discuss how cryptocurrency can play a role in the financial advisory industry. As one of the go-to voices for all things crypto, Tyrone discusses his work in cryptocurrency and why financial professionals need to embrace blockchain technology and cryptocurrencies as part of the evolving financial landscape. Tyron also highlights how Turnqey Labs and 401 Financial help advisors provide informed advice to clients regarding their crypto holdings.

Finally, Tyrone emphasizes the value of understanding and helping others by getting close to their experiences, highlighting society's need for empathy and compassion. His experience helping homeless individuals reminds us that humanity and compassion should be integral to financial professionals' work.

Join us as we discuss:

[02:04] - How Tyrone's meeting with the SEC about crypto turned out.
[05:23] - What people think about crypto at the moment.
[10:18] - A comparison between the rise of AI and the rise of crypto.
[13:46] - Why "crypto winter" looms in the industry at present.
[18:48] - The value Turnqey brings to advisors.
[24:21] - Tyrone's second venture, 401 Financial, and what its mission is about.
[27:10] - What 401 Financial's reverse referral program is about.
[29:00] - Building a unique tech stack for 401 to cater to specific client needs.
[35:00] - Get proximate: what it means and how it works.
[41:56] - Humanity and compassion in a divided world.
[43:16] - Tyrone's weekly cupcake tradition and its significance.

Key Takeaways

The importance of education and regulatory clarity in the crypto space.
The transformative potential of cryptocurrencies in providing financial access to underserved communities.
The growing role of blockchain technology and cryptocurrencies in the financial industry.
Turnqey Labs aims to simplify the crypto space for financial advisors, making it easy for them to provide informed advice to clients regarding their crypto holdings.

Quotes

“Everything crypto is going through now is self-inflicted wounds. We've anointed the wrong people to be the face of the space." ~ Tyrone Ross

"I think the approach to educating advisors has been wrong, which is why, between Turnqey and 401, we're trying to turn that upside down to give advisors everything they need." ~ Tyrone Ross

"The main thing with 401 is I wanted to provide financial planning to people that have never had it before. I wanted to provide financial planning services in your pocket to get people who have never used an advisor, to get them into it." ~ Tyrone Ross

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How Behavioral Finance Transforms Wealth Management with Dr. Daniel Crosby

Tue, 26 Sep 2023 07:00:00 -0000

Episode 013: Behavioral finance has been gaining traction in the wealth management industry as more advisors recognize its potential to provide better advice and improve client outcomes. The enthusiasm for its adoption has grown, and the value it brings to clients is undeniable. As technology continues to advance, embedding behavioral finance into an advisor's workflow will become increasingly important.

In today's episode of Connected, Kyle talks with Dr. Daniel Crosby, Chief Behavioral Officer at Orion Advisor Solutions. They discuss the importance of behavioral finance in the wealth management industry. A psychologist and behavioral finance expert who helps organizations understand the intersection of mind and markets, Dr. Crosby shares his insights on adopting behavioral finance by advisors and the value it adds to their practices.

Dr. Crosby also shares his favorite books, his writing process, and his thoughts on the nicest cities for people, food, art, and sports and the importance of experiencing a city through the eyes of someone who loves it.

Join us as we discuss:

[03:26] - How Dr. Crosby became a fan of the Cardinals.
[07:31] - The adoption of behavioral finance in the advisor community.
[10:39] - The increase in enthusiasm for behavioral finance.
[14:32] - Behavioral finance as a competitive advantage for advisors.
[19:25] - The most popular books authored by Dr. Crosby.
[21:58] - Dr. Crosby's thought process when writing a book.
[29:19] - Dr. Crosby's picks for the best cities for food, sports, people, and arts.

Key Takeaways

Behavioral finance is gaining momentum in the wealth management industry, but adoption has been uneven.
Research shows that advisors who incorporate behavioral finance practices have higher wallet share capture from clients.
Behavioral coaching is an essential value-add for advisors, even though clients may not explicitly recognize its importance.
Technology excels at speed and precision, but behavioral finance requires human connection and empathy.
Every city has unique and worthwhile aspects, and finding someone who loves their city can help you discover its best parts.

Quotes

"The enthusiasm for behavioral finance has never been greater. But to take it to the next level, we need tools and technology that can exist on an advisor's desktop." ~ Dr. Daniel Crosby

"People who intentionally and explicitly used behavioral finance in their practices last year had three times the wallet share capture of those who didn't. So they got three times more assets from existing clients than people who didn't." ~ Dr. Daniel Crosby

"Behavior is the last stand of the advisor. If you look at what tech does well, it does speed and precision stuff well. What it doesn't do well is selling and connecting and empathizing." ~ Dr. Daniel Crosby

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Strategic Role of Managed Service Providers in Wealth Management with Stephen Simons

Tue, 19 Sep 2023 07:00:00 -0000

Episode 012: Managed Service Providers (MSPs) are becoming important as the world of finance undergoes a rapid digital transformation. They specialize in compliance, security, and support, ensuring that the firm's technology aligns with regulatory requirements while providing a seamless user experience. As the changing regulatory environment presents challenges and opportunities for firms to enhance their cybersecurity and compliance practices, partnering with the right MSP helps firms build a more secure, fully supported, and highly scalable industry.

In this episode of Connected, Kyle is joined by Stephen Simons, Chief Executive Officer at Restyn. They discuss how an MSP (Managed Service Provider) can help wealth management firms with IT, security, and compliance. An entrepreneur with strong strategic planning, critical thinking, and technology solution delivery skills, Stephen emphasizes the need for a strategic approach to IT. He highlights the benefits of using an MSP, such as access to expertise, scalability, and cost-effectiveness. Stephen also shares the recent changes in the regulatory environment for cybersecurity and the importance of adopting the Zero Trust model.

Join us as we discuss:

[01:42] - How Stephen got into the field of IT, security, and compliance.
[05:00] - What MSP stands for.
[06:23] - What an MSP company does.
[09:09] - How to identify a good MSP.
[12:25] - MSP vs. in-house IT staff.
[15:35] - The Zero Trust approach to cybersecurity.
[20:19] - Balancing security and user experience in authentication.
[23:31] - Preventing fires rather than constantly fighting them.
[28:37] - The benefits of using Snowflake.
[34:03] - Stephen's Eagle Scout experience.
[36:25] - Why Stephen painted his fingernails blue.

Key Takeaways

MSPs provide comprehensive IT support, including compliance, security, and support, allowing firms to focus on their core business.
The regulatory environment for cybersecurity is constantly evolving, and it is crucial for firms to stay up-to-date and implement the necessary measures.
Zero Trust is a security approach that focuses on verifying and validating every user and device, providing a more secure and convenient user experience.
Snowflake is a powerful tool that allows firms to integrate data from different vendors and create a unified view of their business, improving decision-making and efficiency.

Quotes

"Rather than getting caught up in just the technology, unmitigated by the human story around it, I like to see the human impact and understand how people are using technology and how they are trying to get an advantage for themselves, their businesses, and their enterprises using it." ~ Stephen Simons

"Helping folks realize that there's a huge competitive advantage waiting for them in those most mundane decisions and helping them set up a stack and an infrastructure that's stable, scalable, secure, and the competitive advantage for their businesses is a lot of fun for us." ~ Stephen Simons

"Imagine not being married to a vendor because of the data they hold over your head. Instead, being able to choose the vendors you want as your needs change because your data is intact throughout whatever transition you choose is an incredibly empowering thing." ~ Stephen Simons

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How to Lead a Rapidly Growing Organization with Aaron Jasper

Tue, 12 Sep 2023 07:00:00 -0000

Episode 011: As an organization surges forward, it navigates a path filled with complexities, intricacies, and diverse dynamics. Regulatory developments, technological advancements, and shifting investor expectations all play a role in transforming wealth management and financial services.

In this episode of Connected, Kyle Van Pelt is joined by Aaron Jasper, CEO of Mutual Group. They discuss how Mutual Group, a combination of an RIA and an independent broker-dealer, achieved its current success. Aaron attributes their impressive growth to their passionate team and mission of powering the success of financial advisors. He emphasizes the importance of being a good partner to financial advisors and the value of personalized service.

Aaron talks to Kyle about the challenges of scalability and regulatory change associated with running a dual organization.

Join us as we discuss:

[01:53] - Aaron's background and how he got into the financial services industry.

[04:06] - Factors contributing to Mutual Group's impressive growth.

[05:46] - Mutual Group's philosophy on partnering with advisors.

[09:13] - The companies from which Mutual Group draws inspiration.

[13:39] - The complexities of running a dual organization.

[19:41] - How compliance and service converge.

[23:20] - Balancing intentional plans with rapid growth.

[28:01] - Aaron's thoughts on the future of the financial industry.

[33:17] - Aaron's personal adventures outside of work.

Key Takeaways

Mutual Group's impressive growth can be attributed to its passionate team and commitment to serving financial advisors.

Being a good partner to advisors requires active listening, collaboration, and transparency.

Scaling service in a complex organization requires flexibility and customization.

The future of the industry will see more specialization, technological innovation, and increased regulation.

The needs of investors for personalized, relationship-oriented financial advice will not change.

Quotes

"How do you serve others well? First and foremost, I think it comes down to being a really good listener and not coming at it from the point of view that says, 'We know better.' Being just incredibly collaborative." ~ Aaron Jasper

"What's good service today isn't necessarily going to be good service tomorrow. I think the bar always needs to be raised. That's a good thing and a worthy challenge to pursue." ~ Aaron Jasper

"Financial advice being delivered by financial advisors is going to be still a very human kind of flesh-to-flesh, heart-to-heart, and face-to-face interaction. The industry, though, will continue to see lots of new enhancements and changes, but that's just been inevitable." ~ Aaron Jasper

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Comprehensive Wealth Management Made Simple with Dave Alison

Tue, 05 Sep 2023 07:00:00 -0000

Episode 010: People seeking wealth management advice want clarity, not confusion. As individuals seek sound advice to navigate the intricate landscape of their financial futures, the focus is no longer on bombarding them with jargon or overwhelming them with exhaustive financial plan reports. Instead, it is forging a connection, understanding individual aspirations, and simplifying the process of achieving their financial goals.

In this episode of Connected, Kyle is joined by Dave Alison, Founding Partner and President of C2P Enterprises and the Founder and CEO of Alison Wealth Management. Dave shares his journey into the wealth management industry and discusses the importance of differentiation when recruiting advisors. He highlights the 'three uniques' of C2P — the holistic approach to advising, the tax trilogy, and the advisor career path.

Dave also dives into the bucket plan, a simplified approach to holistic financial planning, and how C2P has elevated it with a four-step process. The conversation concludes with a discussion on the virtual nature of the business and the success of serving clients remotely.

Join us as we discuss:

[01:34] - How Dave got started in the wealth management industry.

[07:20] - The 'three uniques' that C2P utilizes to attract experienced advisors.

[13:48] - How advisors can effectively manage a growing business.

[16:25] - The three ways to incorporate tax preparation into a wealth management business.

[20:46] - How C2P simplifies holistic financial planning.

[24:27] - The five core pillars of holistic wealth management.

[26:50] - The bucket plan and its four-step process.

[34:24] - The secret sauce to high growth in the financial industry.

[36:16] - How virtual meetings helped Dave build a successful financial planning practice.

[40:58] - Dave's approach to managing high-concentrated taxes.

[45:50] - What it's like to teach young people about economics.

[48:54] - Dave's best fishing story.

Key Takeaways

Advisors should align with a firm that offers a value proposition that resonates with their goals and clients.
The 'three uniques' of C2P Enterprises are the holistic approach to advising, the tax trilogy, and the advisor career path.
The bucket plan provides a simple and understandable framework for clients to organize their assets based on time horizons.
Tax preparation services can be offered through building, borrowing, or buying a tax business.
Customization is key in wealth management, tailoring strategies and solutions to individual client needs.

Quotes

"For an advisor, if they're looking for a true home and a true partner, it's all about alignment. At the end of the day, you have to align with the firm that can do things you want to do and provide the resources you need for your clients and your business." ~ Dave Alison

"The wealth management business is continuing to become more and more competitive and more and more commoditized. And advisors need to have a strong value proposition to remain relevant and stay ahead." ~ Dave Alison

"When we're sitting down with clients, the more jargon we use and the more 200-page financial plan reports we use, the more confused the consumer is. Simplicity is the ultimate sophistication." ~ Dave Alison

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How an Intentional Real Estate and Networking Strategy Can Ignite Your RIA’s Growth with Charlie Harrison

Tue, 29 Aug 2023 07:00:00 -0000

Episode 009: Real estate is not just about properties, it's about people. It's fostering meaningful connections that enrich your journey and your clients. From sparking interest through authentic engagement to crafting workplaces that inspire, the path to success in commercial real estate is lined with the ability to build better connections, the discipline of prospecting, and the commitment to growth.

In this episode of Connected, Kyle talks with Charlie Harrison, Senior Vice President at Capital Real Estate Group. They talk about building better connections and growing a real estate business. Charlie shares his insights on building rapport and connecting with others, emphasizing the importance of being authentic and asking meaningful questions. He also discusses the current trends in office space and the return to the office. He highlights the value of location, amenities, and flexible space design. Furthermore, Charlie shares his disciplined approach to prospecting and the importance of consistent outreach.

Join us as we discuss:

[01:01] - Charlie's personal and professional background.

[02:24] - Charlie's advice for people who want to build better connections with others.

[04:45] - How Charlie developed his ability to connect with others.

[07:25] - How Charlie creates a network that can significantly improve his business' growth.

[09:17] - The similarity between Charlie's role as a commercial real estate broker and a financial advisor.

[15:47] - The latest trends in office space.

[20:21] - Designing office environments for better connection and collaboration.

[22:27] - Charlie's advice for finding the right person to help with office space search.

[25:38] - Why cold outreach is still important in the real estate industry.

[30:06] - Overcoming the fear of rejection in cold outreach.

[34:17] - How Charlie manages the various aspects of his business.

[38:54] - Charlie's experience as a professional golfer.

[43:33] - Why Charlie is passionate about the Parkinson's Foundation.

Key Takeaways

Building better connections requires authenticity and asking meaningful questions.
The return to the office is happening, with professional services firms leading the way.
Location, amenities, and flexible space design are important factors in office space selection.
Working with a knowledgeable advisor can help find the right office space and negotiate favorable terms.
Consistent prospecting and outreach are key to growing a business.

Quotes

"People inherently want to talk about what they do and what matters most to them. And if you can find basic ways to get in front of folks and pique their interest, they'll gladly talk to you about what they've done, what they're doing, and what they plan to do." ~ Charlie Harrison

"If you, as an employer, are going to ask or mandate that your employees be back in the office, it helps to honestly give that employee a workplace that is superior to what they feel they have at home." ~ Charlie Harrison

"Real estate is prospecting intentionally. It's like having a boat driving along in the ocean, and you get to determine the number of fishing lines you dangle off the back of the boat." ~ Charlie Harrison

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Achieving Operational Excellence in Wealth Management with Matt Sonnen

Tue, 22 Aug 2023 07:00:00 -0000

Episode 008: Technology has opened new possibilities. Advanced tools and digital platforms have empowered wealth managers to streamline processes, enhance client experiences, and optimize portfolio management. However, the heart of wealth management remains in its human touch.

In this episode of Connected, Kyle Van Pelt and Jud Mackrill are joined by Matt Sonnen, Chief Operating Officer at Coldstream Wealth Management. They talk about building better connections and achieving operational excellence in wealth management. Matt also shares his love for classical music and the story between his newborn son and Van Halen.

Also the founder of the COO Society, Matt discusses the challenges and opportunities in the financial services industry, including the impact of consolidation and the need for better technology integration.

At the end of the show, Matt shares a story about his daughter, Layla Paige, and how his experience has led his family to be a part of TrinityKids' philanthropic mission.

Join us as we discuss:

[01:35] - The story between the birth of Matt's son and Alex Van Halen.

[04:02] - How Matt developed a love for classic rock.

[06:21] - Matt's advice for building better connections.

[13:36] - The challenges and importance of operational excellence in firms.

[15:27] - Tips for hiring a COO.

[18:30] - The impact of consolidation on COOs and operations.

[21:57] - Data challenges in the financial services industry.

[24:57] - The role of technology in the lives of advisors.

[27:48] - Key KPIs for COOs.

[34:37] -The shift towards goals-based financial planning.

[44:31] - Matt's story about Layla Paige.

[50:45] - Matt's top advice for a company looking to supercharge its growth.

Key Takeaways

Building connections with others is best achieved through humor, simplicity, and genuine human interaction.
The role of a COO is multifaceted, involving managing technology, human resources, and day-to-day administration.
The challenge of data integration persists in the industry, and the key to solving it lies in finding tools that truly integrate and streamline workflows.
The industry is shifting towards a goals-based approach in financial planning, focusing on helping clients achieve their specific goals and providing personalized service.
Organic growth can be achieved by identifying a niche and providing value beyond investment management, such as specialized expertise and services tailored to specific client needs.

Quotes

"Tech is great. But it has to be used to support the human interactions that we're having with clients and prospects." ~ Matt Sonnen

"If you're solving unique problems for a small subset of the population, you're going to grow exponentially faster than the majority of RIA that just say, we work with individuals and institutions ranging from 5 million to 25 million." ~ Matt Sonnen

"Having a client niche and a focus on who your ideal client is and what you're doing for them is how you supercharge your growth." ~ Matt Sonnen

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Elevating WealthTech Marketing Strategies with Diana Cabrices

Tue, 08 Aug 2023 07:00:00 -0000

Episode 007: In financial services, relationships are everything. The best advisors build deep connections with their clients, understanding their needs and goals. Discover how financial services professionals are shaping a brighter, more client-centric future, from the power of co-creation to innovative marketing techniques.

In this episode of Connected, Kyle is joined by Diana Cabrices, Founder and Fractional Chief Evangelist of Diana Cabrices Consulting. Diana shares her insights on building connections, executing successful succession plans, and creating standout brands in the financial advisory industry. She emphasizes the importance of vulnerability, storytelling, and personalized experiences in connecting with others.

With a background in technology and a passion for supporting financial advisors, Diana also discusses the future of the financial industry, highlighting the need for tech-enabled companies and the growing importance of online reviews.

Join us as we discuss:

[01:17] - Introduction to Diana Cabrices.
[02:50] - Diana's advice on building great connections with others.
[07:07] - Tips for connecting with an audience during presentations.
[10:28] - The role of a chief evangelist.
[16:28] - What it takes to execute a successful succession plan.
[19:36] - Insights on the future of the financial industry.
[22:02] - The importance of reviews in decision-making.
[28:40] - Strategies for building a standout brand as a financial advisor.
[34:46] - Diana's experience teaching English abroad.
[39:57] - Tips on how financial advisory firms can supercharge their growth.
[42:19] - How to get connected with Diana.

Key Takeaways

Building connections requires vulnerability and the willingness to initiate conversations.
Successful succession planning involves starting early, asking the right questions, and focusing on compatibility and overcommunication.
To stand out in the financial advisory industry, firms should invest in marketing, creativity, and personalized experiences.
Online reviews play a crucial role in decision-making for financial services, regardless of whether the service is transactional or long-term.
The financial industry will likely see a cleanup and a shift towards tech-enabled companies prioritizing education and co-creation with clients.

Quotes

"Tech companies want to build better connections with advisors, and they know having great people at the forefront is the best way to do that." ~ Diana Cabrices

"Approach succession planning and M&A as you approach a new relationship on a romantic level. If you truly want to find that good fit, you have to dig deep. Compatibility and over-communication are key to any successful succession plan." ~ Diana Cabrices

"The best advisors that are going to do it right, that are going to be strong in this future industry that we have, they're going be focused on not just giving a client a plan but co-creating through that whole process."~ Diana Cabrices

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Transforming the Wealth Management Landscape Through Doing Business and Doing Life with Brad Johnson

Tue, 01 Aug 2023 07:00:00 -0000

Episode 006: The art of building strong connections in the wealth management industry transcends the conventional boundaries of finance. Building better relationships entails a commitment to understanding the needs and aspirations of others.

In this episode of Connected, we talk with Brad Johnson, Principal and Co-Founder of Triad Partners. Brad shares his insights on building better connections and the future of the insurance industry. He emphasizes the importance of putting others first and seeking to understand their needs.

On the topic of insurance, we focus on the need for financial advisors to have a diverse toolbox of financial tools and connected technology to provide the best service to clients. Brad believes that there is a growing demand for insurance products, particularly among the aging baby boomer population.

Also, Brad talks about his podcast, Do Business. Do Life. The show is about helping financial advisors create unlimited growth and freedom in their life and business and do it faster than ever.

Join us as we discuss:

[01:17] - Introduction to Brad Johnson and how he got into the advisory industry.
[03:52] - Brad's advice on building better connections.
[10:57] - How to build long-lasting connections with high-status people.
[15:11] - What it means to add value to high-status people.
[20:17] - Creating epic experiences for clients.
[23:13] - Building connections and creating great experiences at in-person events.
[30:37] - How advisors should think about insurance.
[36:48] - Future of the insurance industry.
[45:27] - The art of selling.
[51:05] - What hard work looks like in today's era of knowledge work.
[56:12] - What Do Business. Do Life podcast is all about.

Key Takeaways

Building strong connections requires putting others first and seeking to understand their needs.
Advisors can uncover the prospect's goals and dreams by asking thoughtful questions and listening actively. This deeper understanding allows advisors to create personalized financial plans that align with the prospect's values and aspirations.
The key to building deep connections is to go beyond the initial meeting and continue the conversation, show gratitude, and add value to the relationship.
The insurance industry is undergoing a significant transformation, with the aging baby boomer population driving the demand for insurance products.

Quotes

"In business, if you start with the end in mind, whether it's a podcast, how do I serve the listener? Whether it's your business model, how do I serve the end client first? If you help enough other people get what they want, you'll get what you want in life." ~ Brad Johnson

"The core of connection is understanding first. You have to seek to understand." ~ Brad Johnson

"The more you know about people, the more you know what makes them tick, which means you can do special cool things to connect on a different level." ~ Brad Johnson

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Six Rules for Building Better Connections with Shannon Rosic

Tue, 25 Jul 2023 07:00:00 -0000

The future of the wealth management industry lies in the ability to combine technology with the human touch. AI and data analytics provide better insights, but human connection will always be essential.

In this episode of Connected, we talk with Shannon Rosic, Director of WealthStack Content and Solutions for Informa. A pony savant and fintech ambassador, Shannon shares her six rules for building connections.

We then dive into big themes in the wealth management industry. Shannon emphasizes the need for personalization and the shift in the role of advisors from focusing on retirement to helping clients navigate the decumulation phase and the importance of data and AI in the industry. She encourages advisors to think outside the box and find ways to stand out.

Finally, Shannon discusses her involvement with the Leukemia and Lymphoma Society. She shares the connection she has to the cause and the challenges and rewards of fundraising.

Join us as we discuss:

[01:03] - Shannon's profile as an entrepreneur and how she fits into the wealth management industry.
[02:43] - The six rules to building better connections.
[08:35] - Shannon's love for horses and its relation to human connection.
[17:00] - Big themes in the wealth management industry today.
[26:35] - The gadget girl story.
[30:26] - How people can better think outside the box.
[37:24] - Shannon's involvement with the Leukemia and Lymphoma Society.
[40:41] - Shannon's favorite sports team.
[44:41] - Ways to connect with Shannon.

Key Takeaways

Building connections is crucial in the finance industry and can be achieved through remembering names, finding common ground, active listening, asking questions, minding body language, and reserving judgment.
The wealth management industry is experiencing constant changes in the tech stack and digitization of client experience.
Advisors need to shift their focus from retirement to helping clients navigate the decumulation phase and address the challenges of increased longevity and financial care.
Data and AI are becoming increasingly important in the industry.
Authenticity and consistency are keys in branding and marketing.

Quotes

"Building rapport is critical because it's based on trust. It's how humans connect. It develops out of meaningful conversations and a willingness to embrace different points of view." ~ Shannon Rosic

"The role of the advisor is no longer about getting people to retirement, it's about getting them through retirement." ~ Shannon Rosic

"The winners are going to be the ones that lean into human connection but leverage AI and technology to make themselves and their practices better." ~ Shannon Rosic

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

The Human Advantage: Why Technology Alone Can't Replace Wealth Advisors with John Ndege

Tue, 18 Jul 2023 07:00:00 -0000

The wealth management industry recognizes that its purpose extends beyond pursuing financial returns. It stands on the foundations of trust and human connections to help individuals live the lives they envision, achieving their dreams and aspirations. However, as technology advances rapidly, one may wonder if automation and artificial intelligence can replace what human advisors bring to the table.

In this episode of Connected, we talk with John Ndege, a former Facebook employee and founder of Pocket Risk, and currently the Founder of Rapid Reply. John shares his journey from working at Facebook to building risk-tolerance software for financial advisors. We discuss the importance of human connections in the wealth management industry and how technology can enhance the client-advisor relationship.

Having seen a good amount of diversity in his career, John shares his insights about the differences between the US, EU, and UK wealth management industries and the impact of AI on business culture and productivity.

John also talks about his current venture, Rapid Reply, an AI email system that saves business owners time by helping them write emails faster.

Join us as we discuss:

[02:18] - John's experience working at Facebook.
[03:49] - Why John is a big fan of the wealth management industry.
[06:54] - John's journey from Facebook to building Pocket Risk.
[09:19] - Nuances between wealth management in the UK, EU, and US.
[11:40] - The scale and acquisition of Pocket Risk.
[12:29] - The creation of Rapid Reply.
[15:05] - The impact of AI on business culture and productivity.
[16:59] - The most popular AI tools that provide immediate results.
[18:38] - Ways to connect with John and learn more about his work.

Key Takeaways

The wealth management industry is about helping people live the lives they want, not just about financial returns.
Trust and human connections are essential in the wealth management industry and cannot be replaced by technology.
AI can be used to improve productivity and efficiency in business workflows, such as email management and document summarization.
The future of AI lies in enterprise workflows and automating manual, repetitive tasks to make businesses more scalable.

Quotes

"Wealth management is about helping people live the lives they want, not just about financial returns." ~ John Ndege

"Human connections are often a lot more powerful when it comes to getting things done and making progress on our planet than technology." ~ John Ndege

"As AI becomes popular, the edge becomes more and more the human relationship. Your connection with your clients or niche will be even more important." ~ John Ndege

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Harnessing the Power of Technology and Automation with Rich Walker

Tue, 11 Jul 2023 07:00:00 -0000

In this episode of Connected, we talk with Rich Walker, Founder and CEO of Quik!. Rich shares his inspiring career journey and the ups and downs that eventually led him to build Quik!. He talks about what real connection with clients is all about, and his mission to motivate and empower people to be the best versions of themselves.

We also dive into technology, the challenges of standardized data collection, and the importance of automation for financial advisors. In a fragmented industry where a mere 20% of transactions are automated, Rich provides a fresh perspective on how automation can help advisors focus on what is most important.

As a student of communication, Rich also provides insight into the key elements of great connections and how intentional practice can help advisors become better listeners, leading to better outcomes.

Join us as we discuss:

[01:07] - Rich’s background and why great communication is the foundation of great connections.
[10:21] - Rich’s career challenges in the financial industry and what led him to the idea for Quik!.
[18:30] - Why going fully digital is a challenge for many firms.
[24:26] - The importance of technology, data, and automation.
[32:15] - Rich’s passions and interests outside the financial industry.

Key Takeaways

Listen to your clients and truly understand their needs, fears, and goals. This not only results in better connections but also enables financial advisors to provide more personalized services.
Positivity and optimism can be powerful elements in achieving success. Mirror back to people their potential and inspire them to be their best selves.
Don’t underestimate the importance of technology. Data standardization can be a major hurdle for advisors. Look for ways to automate so you can focus on the most important tasks and relationships.
Constantly improve communication skills. Advisors should always be students of communication. Effective communication with clients builds trust and helps advisors understand their clients better.

Quotes

“I’m always going to be a student of communication because it's a skill that we are constantly using throughout our life and we can always build upon.” - Rich Walker

"I believe everybody can do what they set their mind to. I want people to believe in themselves more and do their best. So, I'm always the cheerleader." - Rich Walker

“There are three stages of listening. There's listening for my turn to say what's next. There's listening to understand what you said. And then there's connected listening, active listening, where I'm truly digesting what's important to you.” - Rich Walker

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

How to Build Trust With Clients, and the Challenges of Growing a Financial Services Firm with Adam Holt

Tue, 04 Jul 2023 07:00:00 -0000

Ever wonder how a seventh-grade love for architecture could inform a successful career in finance?

In today's episode of Connected, we talk with Adam Holt, CEO of Asset-Map, about his passion for architecture and how it has influenced his approach to financial planning, as well as insights on connecting with people around shared values and common interests. We talk about the growth of Asset-Map, the highs and lows of building a financial services firm, as well as the world of analytics and the critical role of data aggregation for advisors.

Adam also talks about REBL Dad and the challenge of balancing fatherhood and entrepreneurship.

Join us as we discuss:

[01:16] - Adam’s background and love for architecture.
[05:40] - How visualizing financial data can help build trust between financial advisors and their clients.
[13:16] - The challenges of running an RIA and the growth of Asset-Map.
[17:43] - The importance of equity and building a strong culture in a financial services firm.
[28:36] - Data aggregation and its role in making strategic decisions.
[37:59] - REBL Dads and growing a business with a family.

Key Takeaways

Translating complex financial data into visual representations can build trust with clients and facilitate meaningful financial decisions.
Having a common interest and aligned goals are important in building strong connections, whether it's between advisors and clients or within a team.
A strong company culture and ensuring employees have a vested interest in the company's success are key to building a successful firm.
The balance between family and career is delicate but crucial to finding success.

Quotes

"Some of the things that I've learned and adopted include the idea that everybody has to have equity. Every employee has equity in Asset-Map. They are an owner, they are part of it. Their job is to protect the baby at all costs. Why? Because they have an interest in its protection." - Adam Holt

"The idea of visualization for everything that's going on in your household without judgment is an important aspect. Just like an X-ray doesn't have any feelings, right? They're trying to diagnose your problem. And so we found that by actually creating this process where we could create your X-ray was a better way to really engage and connect in a place where there's not a lot of natural connection currency." - Adam Holt

“What does it take to build connections with people? It takes rapport, common interests, common values, and an alignment of where you want to go in a relationship.” - Adam Holt

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Building Genuine Relationships: The Key to Success in Wealth Management with Steve Zuschin

Tue, 27 Jun 2023 07:00:00 -0000

The power of building genuine relationships in wealth management is significant. But this kind of approach takes time, and many advisors already struggle with a lack of margin. How can advisors create the space to develop meaningful relationships while also delivering the best outcomes for their clients?

In this episode of Connected, we talk with Steve Zuschin, Chief Revenue Officer at Mammoth. Steve shares his insights on how advisors can better prioritize their time and build genuine relationships with their clients. By being more approachable and understanding the unique value they bring to the table, advisors can create a team-based mentality that leads to better outcomes across the board.

We also explore the trend of outsourcing executive roles and the benefits of fractional work for RIAs. Steve emphasizes the importance of integrating behavioral finance expertise and building long-term partnerships with service providers and technology platforms. Additionally, we discuss the challenges faced by advisors managing alternative investments for their clients, from scalability to technology to tax management.

Steve also introduces us to Rally for Rangers, a nonprofit dedicated to empowering park rangers around the world to preserve our most special places.

Join us as we discuss:

[01:28] - Steve’s background in the industry
[04:31] - Building genuine connections with clients
[11:28] - Outsourcing technology and leveraging a fractional org model
[23:20] - Challenges with scaling and alternative investments
[32:02] - Steve’s work with Rally for Rangers

Key Takeaways

Human connection is vital for delivering better financial advice, and technology can help facilitate that connection by making processes more efficient and scalable.
Prioritizing tasks and delegating work to the right team members can help financial advisors focus on building genuine relationships with their clients.
Fractional outsourcing, where advisors outsource executive roles, can be beneficial for RIAs and help them focus on acting in the best interest of clients.
Many advisors are increasingly managing alternative investments, which can be challenging due to scalability and integration issues. Mammoth aims to help advisors manage these investments more efficiently.

Quotes

“We want to start with being genuine about the value that we're going to offer. It's about having a real definition about the value you're bringing to that relationship and a realistic view on what that value is.” - Steve Zuschin

“I think if we get technology out of the way, what really matters is us connecting with other humans.” - Steve Zuschin

“People want a differentiated investment experience. If they want straightforward ETFs and things like that and that's what they're aspiring to, they're going to struggle to find value with you as an advisor.” - Jud Mackrill

“The single biggest point of differentiation is the advisor themselves and what they're doing to work on themselves and what they're doing to connect with their clients, to connect with the industry, to connect with their partners.” - Kyle Van Pelt

Links

Connect with our hosts

Subscribe and stay in touch

Produce game-changing content with Turncast

Introducing: Connected!

Fri, 02 Jun 2023 14:59:00 -0000

Connected is a new podcast from Milemarker about the people and technologies shaping and building the wealth management industry. More people than ever are searching for great financial advice and more firms than ever are trying to figure out how to scale their operations to serve those searching for their advice. We believe that better-connected technology provides the space for better-connected people, leading to better advice.

Join us each week as Milemarker Co-Founder and CEO Kyle Van Pelt talks with leaders and experts who are building some of the fastest-growing firms in the industry!

Our first episode drops in June 2023. Subscribe now, wherever you listen to podcasts.

Links

Grow your firm with Turncast

Connected is brought to you by Turncast — the only full-service podcast agency focused exclusively on the fintech and financial services industry. If you’re a firm trying to execute in the now-critical digital audio channel, book a strategy call at Turncast.com, and find out how podcasting can drive revenue and grow your business.