Financial Advisor Success
387 episodes - English - Latest episode: about 2 months ago - ★★★★★ - 653 ratingsThe Financial Advisor Success podcast brings you real success stories and insights from the most successful financial advisors, and leading industry consultants, about how to take your advisory business to the next level. Get a glimpse of what it's like behind the scenes building a successful advisory business, and how entrepreneurial advisors navigate the inevitable highs, and lows, of growing a firm. Whether you're a new financial advisor trying to get started on the right foot, or an experienced advisor who's hit a wall, we're here to give you the insights and inspiration you need to break through and reach the level of success you want to achieve. Subscribe to the show, and get even more at the leading industry blog Nerd’s Eye View at www.Kitces.com.
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Episodes
Ep 137: The Evolution Of How Financial Advisors Solve Client Problems Across Industry Channels with Lou Tranquilli
August 13, 2019 11:00 - 1 hour - 262 MBLou Tranquilli is the founder of Tranquilli Financial Advisor, an independent full-service financial firm that oversees $100 million in assets under management for 110 clients. Now focused on a niche that has helped triple his firm in under four years, Lou joins the show to discuss how his advisory firm has evolved over more than two and a half decades in business. Listen in as he explains how he is transitioning into the independent RIA channel after having started out as a traditional li...
Ep 136: Leveraging Risk Tolerance And Financial Planning Software Upfront To Deepen Conversations With Prospects with Nina O’Neal
August 06, 2019 11:00 - 1 hour - 156 MBNina O’Neal is a partner and investment advisor with Archer Investment Management, a hybrid advisory firm that oversees nearly $90 million in assets under management. She joins the show today to talk about her advisory firm’s structure and why they have no plans to change it, as they don't view the hybrid model as a way to the independent RIA model. Listen in to hear Nina speak candidly about how she juggles being an advisor, a firm owner, and a parent. You’ll learn how she empowers other ...
Ep 135: Developing The Systematized Business Development And Financial Planning Playbooks To 10X Your Advisory Business with Kathryn Brown
July 30, 2019 11:00 - 1 hour - 244 MBKathryn Brown is the co-founder of Morton Brown Family Wealth, a firm that oversees nearly $110 million of assets under management for 85 affluent households. With her firm now positioned for the potential of 10x growth in the upcoming years, Kathryn has overcome many challenges to get to where she is today. In this episode, she opens up about her inspirational journey, including how she persevered despite learning she had breast cancer and undergoing surgeries while she was preparing to g...
Ep 134: Positioning A Family-Owned Advisory Business For The Next Generation Of Growth with Andrew Altfest
July 23, 2019 11:00 - 1 hour - 76.3 MBAndrew Altfest is the president of Altfest Personal Wealth Management, an independent RIA based in New York City that oversees $1.3 billion for nearly 600 affluent clients. Andrew has become the second-generation leader in his family’s business, which was started by his parents, and he joins the show to discuss the dynamics of a family business and how he is positioning the firm for the future. In this episode, Andrew explains what ultimately changed his mind about pursuing a career at his...
Ep 133: Joining As Sibling Partners To Launch A Joint Advisory And Accounting Firm with Danna Jacobs
July 16, 2019 11:00 - 1 hour - 82.2 MBDanna Jacobs is the co-founder of Legacy Care Wealth, an advisory firm and accounting practice that she launched with her brother. While Danna handles the financial planning side of things, her brother focuses on the accounting and tax planning as they grow their business together. Today she joins the show to discuss how her firm works with next-generation clients and what it’s like running a business with a sibling. Listen in as we talk in depth about their blended fee model, which charge...
Ep 132: Finding The Confidence To Avoid Discounting And Charge The Fee You're Really Worth with Linda Leitz
July 09, 2019 11:00 - 1 hour - 91.7 MBLinda Leitz is the president of Peace of Mind Financial Planning, an independent RIA based in Colorado Springs that provides comprehensive financial planning services on a retainer fee basis to nearly 100 clients. Today Linda joins the show to discuss what she has learned over her 20 years of experience, including key takeaways about pricing her services and why her team of four works with clients for an ongoing retainer fee. She also explains how she has overcome the self-doubt that so many...
Ep 131: The (Nearly) $1B Solo Advisor: Scaling Up Client Focus By Outsourcing Everything Else with Dan Goldie
July 02, 2019 11:00 - 1 hour - 80 MBDan Goldie, the former president of Dan Goldie Financial Services, started out in 1991 with no clients or assets under management. Through focus and drive, he built up his firm to $900 million of assets for 275 affluent clients—all without even a full-time administrative staff member. Today he joins the show to discuss how he structured his advisory business and his approach to customizing everything he does. For show notes and more visit: https://www.kitces.com/131
Ep 130: From Cold-Calling To Cold-Knocking And Growing An Advisory Firm Through Two Maternity Leaves with Ashley Micciche
June 25, 2019 11:00 - 1 hour - 85 MBAshley Micciche is the CEO of True North Retirement Advisors, a firm she founded with her father. Today she joins the show to discuss how she achieved work-life satisfaction while growing a business and starting a family. Ashley will delve deep into the arrangement she made with her father to be the backup advisor for her clients and how she communicated the news to her clients that she was going to take time off for maternity leave. Listen in to learn how Ashley built her career in the ea...
Ep 129: Building The Lifestyle Practice Of Your Dreams By Selling Your Firm And Starting Over with Donna Skeels Cygan
June 18, 2019 11:00 - 1 hour - 77.6 MBDonna Skeels Cygan, the President of Sage Future Financial, joins the show to discuss how she runs a firm overseeing nearly $90 million in assets under management and still maintains a work-life balance. After building her first successful firm, Donna decided to sell it and come back three years later to start over again, this time building a much more deliberately-crafted schedule that’s intended to only ever have 40 affluent clients. In this episode, Donna shares her journey in building ...
Ep 128: Advising Small Business Owners By Helping Them Increase Their Own Enterprise Value with Justin Goodbread
June 11, 2019 11:00 - 1 hour - 93.5 MBAfter starting his first of five businesses at the age of 15, there aren’t many business activities Justin Goodbread hasn’t experienced. In 2009, he founded Heritage Investors, an independent RIA based in Knoxville, Tennessee, in hopes of helping individuals, business owners, and retirees attain their financial goals. Today, Justin joins the show to discuss how his firm has crafted a niche in working with small business owners and how they track how each owner’s net worth increases over time...
Ep 127: Creating A Stewardship Report To Show Your Ongoing Value To [401(k) Or Other] Clients with Jania Stout
June 04, 2019 11:00 - 1 hour - 83.1 MBJania Stout is the Managing Director and Co-Founder of Fiduciary Plan Advisors at HighTower Advisors, an advisory firm that is focused on 401(k) planning. Her team is responsible for nearly $4 billion in assets across almost 120 businesses. In this episode, we discuss how Jania was able to rapidly grow her business entirely from scratch over the past 5 years, as well as how she built her own personal brand and reputation as a trusted fiduciary advisor. Listen in to hear Jania share what i...
Ep 126: Climbing The Path Of Personal Development To Partnership At A Large RIA with Martine Lellis
May 28, 2019 11:00 - 1 hour - 89.3 MBMartine Lellis has had a unique career with Sullivan Bruyette Speros & Blayney (SBSB). She started out as an associate advisor, and after seeing the firm sold to a bank, she later moved into a mid-level management role and continued climbing all the way up to become the firm’s Chief Operating Officer and Principal. She then joined four other principals to buy the firm back from the bank, making it private again. In this episode, Martine shares the process of selling and buying back the fir...
Ep 125: The Upside Opportunity Of Finding Out Your Advisory Firm Is Being Sold with Sabrina Lowell
May 21, 2019 11:00 - 1 hour - 87.7 MBWith sixteen years of experience in the wealth management industry, Sabrina Lowell is a Certified Financial Planner™ (CFP®) and a Certified Professional Co-Active Coach® (CPCC). With a focus on working with career engaged couples and clients in tech, Sabrina brings her expertise to her workplace at Private Ocean and helps clients form and achieve their goals. In this episode, she shares the collaborative process of selling Mosaic Financial Partners, Inc. to Private Ocean and how she broke ...
Ep 124: Insourcing Vs Outsourcing To Manage Overhead Expense Ratios While Scaling An Advisory Firm with Shirl Penney
May 14, 2019 11:00 - 1 hour - 89.7 MBShirl Penney is the co-founder and CEO of Dynasty Financial Partners, a back and middle office service provider for large independent RIAs. With more than $32 billion on their platform across the 47 advisory firms they support, Dynasty has focused itself purely on being a highly-scaled service provider, while allowing the firms it services to remain completely independent. In this episode, Shirl opens up about his entrepreneurial journey, as well as how he maintained focus and perseverance...
Ep 123: Buying Out A Retiring Founder & Funding Future Growth By Recapitalizing With Well-Aligned Patient Capital with Brent Brodeski
May 07, 2019 11:00 - 1 hour - 89.4 MBMy guest today has one of the largest independent RIAs we’ve had on the podcast. Brent Brodeski is the co-founder and CEO of Savant Capital, an independent RIA that oversees more than $6 billion of assets under management for nearly 5,000 clients. With a team of 173 employees, Savant has also shared opportunities for ownership across more than 50 employees at the firm. In this episode, Brent shares the trajectory of Savant’s almost entirely organic growth to over $6 billion in AUM, as well...
Ep 122: Splitting Client-Facing Duties From The Mid- And Back-Office With A 'Supported Independence' Model with Jeff Concepcion
April 30, 2019 11:00 - 1 hour - 85.1 MBMy guest today built his firm as a support platform for independent advisors. Jeff Concepcion is the founder and CEO of Stratos Wealth Partners, a corporate RIA and super OSJ under the LPL platform that oversees over $13 billion of assets under advisement across nearly 300 advisors in 100 different locations. In this episode, Jeff talks about the challenges he faced launching his firm, because while the business is undeniably successful now, he didn’t take a paycheck out of it for the firs...
Ep 121: Crafting A Differentiated Investment Process By Engaging Clients And Community with Rachel Robasciotti
April 23, 2019 11:00 - 1 hour - 84.9 MBRachel Robasciotti is the founder of Robasciotti & Phillipson, an independent RIA that oversees $140 million of assets for more than 100 individual clients. With 15 years of experience in the industry, Rachel has not only built a successful firm, but also a unique proprietary investment process (dubbed RISE, for Return on Investment and Social Equity) that goes beyond doing socially responsible investing and actually engages her local community to help with the screening process. In this e...
Ep 120: Building A Personal Finance Media Brand By Focusing On Being Your Authentic Self with Manisha Thakor
April 16, 2019 11:00 - 1 hour - 84.7 MBManisha Thakor is the founder of MoneyZen, a financial literacy and education platform focused on empowering women, and the VP of Financial Wellbeing at Brighton Jones, an independent RIA with $5 billion in assets under management. After following quite a unique path into the industry, Manisha built her own platform to share her message of financial literacy for women through speaking gigs and media appearances—despite being an introvert. In this episode, Manisha shares what it really take...
Ep 119: Career-Changing Into Financial Planning By Creating A Niche Serving Your Former Profession with Kenneth Robinson
April 09, 2019 11:00 - 1 hour - 88.6 MBMy guest today keeps up our recent trend of speaking with advisors who serve a unique niche. The founder of Practical Financial Planning, Kenneth Robinson focuses his planning services specifically on Ohio public sector employees. A former public sector employee himself—before he transitioned into financial planning 20 years ago—Kenneth has managed to maximize the efficiency of his practice by developing a specialized knowledge of public sector employee issues and pensions. In this episode...
Ep 118: Passion Prospecting To Small Business Owners Through A Niche With Bass Fishermen with Jared Reynolds
April 02, 2019 11:00 - 1 hour - 83.4 MBJared Reynolds is a partner at Wilkerson & Reynolds, an advisory firm that oversees nearly $160 million in assets under management. With a heavy focus on working with small business owners and their 401k plans, Jared has grown his business by serving a niche of bass fisherman, for whom he regularly organizes fishing and hunting trip expeditions as prospecting activities. In this episode, Jared shares how he turned his passion into an effective business model, as well as his experience buil...
Ep 117: Forming A Specialized Advice Process To Add Real Value In Serving Small Business Owners with Josh Patrick
March 26, 2019 11:00 - 1 hour - 86 MBJosh Patrick is the founder of Stage 2 Planning, an independent RIA with a niche focus on working with small business owners. Leveraging his own personal experience as a small business owner—before he transitioned into his second career as a financial planner—Josh has been able to create a deeply specialized advice process for his clients that commands retainer fees in excess of $50,000 per year. In this episode, Josh shares what he has done to make his expertise known and build a steady f...
Ep 116: Building A Consumer Media And Author Presence To Gain Credibility As A 'Small' Independent Advisor with Harold Evensky
March 19, 2019 11:00 - 1 hour - 94.8 MBMy guest today is one of the pioneers of financial planning under the RIA model. Harold Evensky is the co-founder and chairman of Evensky & Katz / Foldes Financial, an independent RIA in South Florida that oversees nearly $1.5 billion in assets under management. With over thirty years of experience in the field, Harold literally wrote the book on taking a holistic, goals-based wealth management approach to portfolio design with his 1997 publication, Wealth Management: The Financial Advisor's...
Ep 115: Building The Confidence To Turn A Personal Mission Into An Advisory Firm Niche with Hilary Hendershott
March 12, 2019 11:00 - 1 hour - 92.4 MBMy guest today has crafted a niche of not just serving, but also trying to empower female clients. Hilary Hendershott is the founder of Hendershott Wealth Management, an independent RIA that oversees nearly $75 million of assets under management, as well as the creator of a coaching program for women trying to accumulate wealth and the host of a very successful podcast focused on helping women take control of their finances. In this episode, Hilary shares her professional journey and how...
Ep 114: Why Creating A Great Client Experience Is About More Than Just Great Service with Dennis Moseley-Williams
March 05, 2019 12:00 - 1 hour - 92 MBDennis Moseley-Williams is the founder of DMW Strategic Consulting, a boutique consulting firm that works with financial advisors to help them design and deliver a great client experience. Not simply focused on how to improve client service, Dennis studied under Joseph Pine, co-author of the seminal book The Experience Economy, and is trained in applying the book’s concepts specifically to the domain of financial advisors. In this episode, Dennis breaks down the difference between simply g...
Ep 113: Scaling An Advisory Firm To Serve A Greater Mission Beyond Yourself with Stacy Francis
February 26, 2019 12:00 - 1 hour - 90 MBMy guest today has made it her mission to empower women to take control of their finances. Stacy Francis is the president and CEO of Francis Financial, an independent RIA with a unique niche focus on recent widows and women going through the divorce process. She is also the founder of Savvy Ladies, a nonprofit focused on improving the financial wellbeing of all women. In this episode, Stacy opens up about the challenging family situation that led her to enter the financial services industr...
Ep 112: Finding The Time To Get The Right People Into The Right Seat Of Your Advisory Firm with Andrea Schlapia
February 19, 2019 12:00 - 1 hour - 86.5 MBAndrea Schlapia is the founder of Ironstone, a practice management coaching and consulting firm for financial advisors who are struggling with the business execution challenges of transitioning from a practice to a business. Building upon her own experience as a financial advisor and a practice management consultant, Andrea has developed what she calls the “fundamental four” pillars of practice management, as well as tools and strategies to support each one. In this episode, she shares her...
Ep 111: Why The Right Advisory Fee To Charge Is The One That Not All Clients Say "Yes" To with Jim Stackpool
February 12, 2019 12:00 - 1 hour - 76.8 MBToday I’m joined by our first international guest, who gives us a look at not only what financial advisor businesses look like in other parts of the world, but also how all advisors should start looking at their value propositions. Jim Stackpool is the founder of Certainty Advice Group, a practice management consulting firm for financial advisors based in Australia. With a unique focus on how to price and demonstrate the true value of financial advice, Jim is a firm believer that the expert ...
Ep 110: Adapting The 4-Hour Work Week Into A Highly Profitable 4-Month Work Year Lifestyle Practice with Micah Shilanski
February 05, 2019 12:00 - 1 hour - 93.2 MBMy guest today transitioned from working over 70 hours per week to refining his practice to the point that he’s now only in the office for four months out of the year. Micah Shilanski is a partner with Shilanski & Associates, an independent RIA in Anchorage, Alaska that oversees nearly $130 million of assets under management for almost 160 client households. Focused on a niche of helping federal employees with their retirement benefits, the firm has streamlined its processes and increased e...
Ep 109: How A Retirement Researcher Implements Retirement Planning For His Own Clients with Jon Guyton
January 29, 2019 12:00 - 1 hour - 90 MBJon Guyton sits at an interesting intersection of the advisor world. The founder of Cornerstone Wealth Advisors—an independent RIA that oversees $240 million in AUM for mostly retiree clients—Jon runs an advisory business that implements the very retirement strategies he researched and published a number of important and influential articles about in the mid-2000s. In this episode, Jon shares his unique approach to retirement planning, including how and why he separates out client retirem...
Ep 108: How To Take A Sabbatical Even When Your Clients Depend Primarily On You with Lisa Kirchenbauer
January 22, 2019 12:00 - 1 hour - 85.7 MBMy guest today is Lisa Kirchenbauer, founder and president of Omega Wealth Management. Lisa’s firm oversees more than $100 million of assets for nearly 100 affluent clients, with whom they’ve been able to form deep relationships by implementing George Kinder’s EVOKE life planning process. And yet, even with the close relationships Lisa has with her clients, she has achieved what most advisors consider impossible: taking two six-week sabbaticals in the past six years. In this episode, Lisa...
Ep 107: Using Podcasting As A Marketing Strategy To Attract (Retirement Niche) Clients with Roger Whitney
January 15, 2019 12:00 - 1 hour - 92.1 MBRoger Whitney is a partner with WWK Wealth Advisors, an independent RIA where he works with a personal client base of retirees with $75 million of assets under management. Perhaps even more impressively, he’s been able to attract almost $50 million of those assets in just the past two years by launching a niche podcast on retirement. In this episode, Roger shares why and how he built his Retirement Answer Man podcast, as well as how he transitions listeners into prospects. Tune in to lear...
Ep 106: Empowering Widows Financially By Helping Them Navigate The 3 Stages of Widowhood with Kathleen Rehl
January 08, 2019 12:00 - 1 hour - 81.1 MBMy guest today works with financial advisors to teach them how to handle a tricky area for a lot of firms: working with widows. Kathleen Rehl is a speaker, trainer, and researcher specializing in the particular challenges of widowhood and how advisors can be more effective in dealing with these issues. Also the author of Moving Forward on Your Own: A Financial Guidebook for Widows, Kathleen spent seventeen years working as a financial advisor before becoming a widow herself and shifting her...
Ep 105: Growing An Advisory Firm By Pairing Young Advisors To Acquired Books Of Business From Retiring Advisors with Chip Munn
January 01, 2019 12:00 - 1 hour - 84.4 MBChip Munn is the co-founder and managing partner of Signature Wealth, a hybrid wealth management firm on the Raymond James platform that has quickly gone from $300 million to over $1 billion of assets in just the past few years. With a focus on buying books of business from retiring advisors and handing them off to younger advisors, the firm’s tremendous growth comes not only from their unique acquisition strategy, but also from the particular set of freedoms an independent RIA has to try o...
Ep 104: How Financial Coaching Skills Enhance The Financial Planner's Value Proposition with Saundra Davis
December 25, 2018 12:00 - 1 hour - 69.4 MBMy guest today is here to help with one of the most common challenges we face as advisors: getting clients to actually follow through and implement our financial advice. The founder of Sage Financial Solutions, an organization that provides Financial Fitness Coach (FFC) and Accredited Personal Financial Coach (APFC) training and certification programs, Saundra Davis teaches advisors skills and techniques that will help clients make lasting behavior change. In this episode, Saundra shares...
Ep 103: Finding Success As A Great Financial Planner Without The Need For Business Development Or Partnership with Kathleen Kenealy
December 18, 2018 12:00 - 1 hour - 89.9 MBMy guest today is here to talk about a kind of success that hasn’t been covered much on the podcast: building a career within a larger firm instead of going independent. Kathleen Kenealy is the Managing Director and Senior Wealth Advisor for Boston Private Wealth—a private bank and trust company that oversees nearly $8 billion of assets under management—and while she manages more than $300 million for seventy-five client households, she isn’t actually responsible for bringing in clients. In...
Ep 102: Transitioning From Wirehouse To Independence with Michael Henley: Is The Grass Really Greener?
December 11, 2018 12:00 - 1 hour - 89.2 MBThere has been a lot of buzz over the past couple of years about the breakaway trend that has seen sizeable advisory firms moving away from wirehouses, and my guest today very recently went through that process himself. After spending the first decade of his career at Merrill Lynch, Michael Henley moved on to become co-founder and CEO of Brandywine Oak Private Wealth, an independent advisory firm that manages more than $500 million of client assets, at just thirty-four years old. In this e...
Ep 101: Financial Advisors As Adherence Partners To Deliver Advice That Actually Sticks with Moira Somers
December 04, 2018 12:00 - 1 hour - 87.1 MBMy guest today comes from a different background than my usual guests, and she’s here to answer the fundamental question of why clients sometimes don’t take the advice we give them. Dr. Moira Somers is a clinical neuropsychologist who studies the complexities of how hard it is for people to change their behaviors, especially when it comes to money. Moira has applied her financial psychology expertise not just to consumers themselves, but also to teaching advisors how to better deliver advic...
Ep 100: Scaling A Financial Life Management Firm By Starting With Client Intentions Instead Of Goals with Joe Duran
November 27, 2018 12:00 - 1 hour - 88.7 MBJoe Duran is the founder and CEO of United Capital, a national independent RIA that oversees nearly $25 billion of assets under management and consistently ranks as one of the nation's fastest-growing wealth counseling firms. However, Joe doesn’t view his firm as being in the wealth management business; he sees it as being in the financial life management—or FinLife—business, because, as he puts it, the primary focus of the company is to help clients live richly, not die richly. In this e...
Ep 099: Finding Better Alignment Of Values And Belief Systems By Focusing On A Religious Niche with Rob West
November 20, 2018 12:00 - 1 hour - 68 MBAs advisors, many of us have been taught that it’s a bad idea to discuss religion or politics with clients, but my guest today disagrees with this conventional wisdom. In fact, he has found that focusing on religion has actually been good for business. Rob West is the president of Kingdom Advisors, a membership organization that supports financial advisors who want to serve Christians as their niche market segment and boasts 70% growth over the last five years. In this episode, Rob shares...
Ep 098: Deepening Client Relationships With A Political Niche To Find Shared Beliefs with Zach Teutsch
November 13, 2018 12:00 - 1 hour - 91.3 MBMy guest today has not only gone against the conventional wisdom of never talking politics with clients, but he’s based his entire business on that very subject. Zach Teutsch is the founder of Values Added Financial, an independent RIA that focuses on working with progressive Democrats. And while this undoubtedly drives some prospects away, it has also quickly accelerated the growth of his firm, which has reached more than $300,000 in recurring retainer fees in less than 18 months. In thi...
Ep 097: Transitioning From Financial Coach to Financial Planner Serving Underserved Communities with Phuong Luong
November 06, 2018 12:00 - 1 hour - 91.8 MBMy guest today brings a very different perspective to the show, not just because of the clients she works with and how she runs her practice, but also because of her unusual path into the industry. After transitioning from working as a math teacher to offering financial coaching and counseling to doing financial planning work, Phuong Luong founded Just Wealth, a virtual, fee-only, hourly financial planning practice focused on working with younger clients who are still in the wealth-building...
Ep 096: The 7 Pillars Of Running An Advisory Firm Like A Real Business with Stephanie Bogan
October 30, 2018 11:00 - 1 hour - 86.1 MBStephanie Bogan is a successful practice management consultant who teaches advisors how to run an advisory business as a business. After building and selling her first consulting firm, Stephanie has gone on to found a new one called the Limitless Adviser Coaching Program, not because she needed to do so, but as a way to have a greater positive impact on the advisor community. In this episode, Stephanie shares what she calls the seven pillars of building and running a successful advisory f...
Ep 095: The Never-Ending Process Of Iteratively Building An Advisory Firm with Linda Lubitz Boone
October 23, 2018 11:00 - 1 hour - 80.7 MBMy guest today has seen what it’s like to build an advisory business and what it’s like to build a business for advisors. Previously a co-founder of IPS Advisor Pro—the first software for doing investment policy statements in a standardized way—Linda Lubitz Boone is now the founder of The Lubitz Financial Group, an independent RIA in that oversees nearly $250 million of AUM for 125 affluent clients. Yet, despite having reached a phenomenal level of success, Linda continues to proactively m...
Ep 094: Crafting Your Optimal Solo Practice By Simply Charging What You're Worth with James Osborne
October 16, 2018 11:00 - 1 hour - 80.9 MBToday’s guest has built a high-margin solo practice with quite an unusual structure. The founder of Bason Asset Management, James Osborne grew his advisory firm to over $225 million of AUM and nearly $400,000 of revenue by charging his clients a simple flat fee of $4,800—regardless of their assets. And he managed to do so by the age of thirty-five. In this episode, James shares why he decided not to follow the traditional AUM model, as well as the benefits of his flat-fee approach. Listen ...
Ep 093: Building A High-Income Lifestyle Practice Efficiently By Running It Like A Real Business with Sunit Bhalla
October 09, 2018 11:00 - 1 hour - 79.8 MBMy guest today has one of the most fascinating practices and niches in the advisor space. Sunit Bhalla is the founder of Oak Tree Financial Planning, a solo advisory firm that oversees more than $40 million in assets under management in a hyper-targeted niche of engineers. A former engineer himself, Sunit has been able to build nearly $300,000 in revenue—with an 85% profit margin—by working with just 17 affluent clients. In this episode, he shares how he built his highly efficient solo pr...
Ep 092: Taking More Vacation Time By Standardizing Workflows And Processes In Your Advisor CRM with Jennifer Goldman
October 02, 2018 11:00 - 1 hour - 80 MBToday’s guest is an expert at operations and systems. Jennifer Goldman is the founder of an eponymous practice management consulting firm that works intimately with advisory firms on their operations, technology, workflows, and processes. After starting her career as a financial advisor and transitioning to operations leadership roles at two more advisory firms, Jennifer ultimately decided to go out on her own as a consultant. In this episode, Jennifer shares her personal journey to build...
Ep 091: Increasing The Value Of Advice By Focusing On Life-Centered Planning For Transitions Not Goals with Mitch Anthony
September 25, 2018 11:00 - 1 hour - 82.2 MBMy guest today trains and coaches financial advisors on how to ask the right questions in order to have better conversations with clients. Mitch Anthony is the co-founder of ROLAdvisor, a coaching community that helps practices transform into Life-Centered Planning firms. With his truly unique gift for finding the right words for effective client conversations, Mitch describes the value of financial planning itself based on six principles that all advisors should take into account. In thi...
Ep 090: Scaling An Advisory Firm Beyond Yourself By Systematizing The Soft Skills with Julie Murphy
September 18, 2018 11:00 - 1 hour - 78.6 MBMy guest today has not only had a unique journey into the financial planning world, but she also brings a very different approach and perspective to the field. Julie Murphy is the founder and Chief Visionary Officer of JMC Wealth Management, a dual-registered advisory firm that serves more than 200 clients with $200 million of AUM—on top of generating nearly $300,000 a year in recurring planning fees. With financial conversations that are heavily focused around the intersections of money, o...
Ep 089: The Truth About Advisor Marketing And The Scalable Delivery Of Financial Advice with Ric Edelman
September 11, 2018 11:00 - 1 hour - 81.7 MBMy guest today has built one of the largest successful advisory businesses in the country. Ric Edelman is the founder and executive chairman of Edelman Financial Services, a mega-independent RIA with more than $22 billion in AUM, with 165 advisors serving 36,000 clients across 43 office locations from coast to coast. After starting out like any other financial advisor—selling mutual funds in the 1980s as an individual advisor—Ric has spent the last thirty years ultimately building a marketi...
Ep 088: Learning A More Genuine Sales Conversation Approach To Better Turn Prospects Into Clients with Nancy Bleeke
September 04, 2018 11:00 - 1 hour - 89.4 MBToday we’re going to talk about a topic that makes many financial advisors cringe: sales. But despite the negative reaction many people within the industry have to this topic, my guest today is here to explain why “sales” actually isn’t a dirty word. Nancy Bleeke is the founder of Sales Pro Insider, a training platform for financial advisors that teaches how to better turn prospects into actual clients, and she’s here today to share how to take a comfortable and ethical approach to selling ...