Financial Advisor Success

Latest Episodes:

Ep 240: Driving Client Growth By Communicating Solutions In Practical Terms with Tom Gau Aug 03, 2021

Show notes

Tom Gau is a financial advisor at Materetsky Financial Group, a hybrid RIA based out of Florida that manages $525 million in AUM for just over 500 clients. Tom is a pro at translating abstract financial planning strategies into very concrete and practical terms that he can then communicate to his niche retiree clientele, addressing their very specific tax and estate planning needs.

Listen in as Tom shares how he ended up being profiled in Malcolm Gladwell's The Tipping Point, what he believes are the three keys to building a successful and thriving advisory firm, and why he decided to use his business development success to launch a coaching program for financial advisors. We also discuss how offering advanced planning services that go above and beyond investment advice—such as tax and estate planning—can be a powerful differentiator for an advisor in a saturated market.

For show notes and more visit: https://www.kitces.com/240

Ep 239: Creating Advisor Value By Helping Clients With Complexity Regardless Of Assets with Ryan Frailich Jul 27, 2021

Show notes

Ryan Frailich is the founder of Deliberate Finances, an RIA based out of New Orleans that services young professionals through a monthly subscription fee model. Ryan has intentionally built his advisory business to help people in their 20s, 30s, and 40s navigate the inevitable financial complexities of life, regardless of whether they have assets that need managing.

In this episode, we discuss the reasons why Ryan has decided to niche down to serve clients who may not have liquid assets to manage, and why he believes that this part of the journey is actually more financially complex than later stages. Ryan also shares how he has created a work-life balance through the use of surge meetings, how his background as a teacher has allowed him to create business goals that maximize his financial and family well-being, and the reasons why he has decided to remain a solo advisor.

For show notes and more visit: https://www.kitces.com/239

Ep 238: Breaking Away To Independence For Freedom To Serve Clients The Way You Want with Margaret Dechant Jul 20, 2021

Show notes

Margaret Dechant is the CEO of 6 Meridian, a hybrid-RIA based out of Kansas that has $3-billion in assets under advisement and serves 700 clients. In 2016, Margaret and her partners broke away from a lucrative practice at Morgan Stanley to go independent, and did so by building a new firm entirely from scratch.

Listen in as Margaret shares what led to her decision to break away from Morgan Stanley and why she and her partners decided to build a new firm from the ground up instead of leveraging a plug-and-play service platform provider. We also discuss how 6 Meridian is generating leads for larger and more complex clients by nurturing deeper relationships with existing referral sources, and how they are building a multi-generational firm by recruiting and developing younger advisors.

For show notes and more visit: https://www.kitces.com/238

Ep 237: From Client Services Associate To President And Partner By Building Systems And Culture with Brittany Anderson Jul 13, 2021

Show notes

Brittany Anderson is the President and a Partner at Sweet Financial, a hybrid RIA based out of rural Minnesota that manages $860 million in AUM for 1,100 families. Brittany joined Sweet Financial right out of college, ultimately working her way up the firm's ladder from sales associate to COO to President and one of its owners.

Listen in as we discuss how Sweet Financial has steadily built close to $1 billion in AUM—despite being in a rural area with a population of only 10,000 people. You'll learn how Brittany has been able to recruit talent by focusing on cultural fit above and beyond skillset, as well as why there has never been a better time for women to join the financial services industry.

For show notes and more visit: https://www.kitces.com/237

Ep 236: Crafting A Comfortable Sales Process Focused On Relationships And Relevance with Shauna Mace Jul 06, 2021

Show notes

Shauna Mace is the Founder of Inspire Growth, a sales consulting firm that helps financial advisors establish and refine their business development and sales process. Her focus is on helping advisors achieve real growth results through systematically converting leads into clients, all without coming off as too "salesy."

Listen in as we discuss how Shauna teaches advisors to create relevance for prospects by actively listening to their responses to open-ended questions and simultaneously uncovering their needs while also demonstrating what working with them would look like. We also talk about the systematization of the sales process that Shauna uses with advisors and the key performance indicators that can tell you whether your marketing efforts are actually paying off.

For show notes and more visit: https://www.kitces.com/236

Ep 235: Aligning Your Advisory Firm With Your Own (Progressive) Values with Georgia Lee Hussey Jun 29, 2021

Show notes

Georgia Lee Hussey is the Founder and CEO of Modernist Financial, a boutique RIA based out of Portland that offers deep financial planning for affluent households with a $17,500 minimum fee to get started. Georgia is passionate about aligning her own personal values with the values of her advisory firm and her clients, and creating a positive impact for her community and the financial services industry at large.

Listen in as Georgia shares how she pivoted from artist to financial planner, and how her experience as an artist and running events in the artistic community served her well as a new planner generating new business. We also discuss why conscious capitalism and profit are not mutually exclusive, how Georgia helps clients get clear on their goals and then align their financial decisions around those goals, and how she uses political discussions in client meetings to help clients understand how their financial decisions affect the world around them.

For show notes and more visit: https://www.kitces.com/235

Ep 234: Charging Advice Fees To Help Clients Change Their Money Script with Yohance Harrison Jun 22, 2021

Show notes

Yohance Harrison is the founder of Money Script Wealth Management, an RIA based out of Texas that offers ongoing financial planning services to 225 young healthcare professionals. Yohance uses a unique model of monthly subscription fees and charging for subsequent implementation, and his zone of genius is helping his clients identify and change their personal money scripts to better align their financial decisions with their goals.

Listen in as Yohance shares how he has tapped into the power of referrals to build his client base and dives into why he uses a mix of client tiers to profitably serve clients while also meeting their unique needs. He also talks about how he helps clients identify and change their personal money scripts so they can better reach their financial goals, and what he sees as lacking in the financial planning industry when it comes to attracting diverse talent.

For show notes and more visit: https://www.kitces.com/234

Ep 233: Maximizing Your Productivity By Leveraging Your Time Not Your Technology with Patty Kreamer Jun 15, 2021

Show notes

Patty Kreamer is the co-owner of Productivity Uncorked, a productivity coaching firm that specializes in helping financial advisors become more organized and efficient so that they have more time to focus on what is really important in their personal and professional lives. At the heart of their methodology is a focus on prioritizing the things that get us out of bed in the morning, rather than implementing technology tools meant to increase productivity on the front end.

Listen in as we discuss the practical things that you can use today to increase your productivity and focus, the importance of having clear boundaries with clients, and how delegating can be a game-changer for busy advisors. Patty also shares the number one key to scaling your business, which surprisingly has more to do with mindset and self-confidence than it does with being productive and efficient in the business.

For show notes and more visit: https://www.kitces.com/233

Ep 232: Turning Your Personal Passion (For Financial Literacy) Into A Personal Brand with Jamie Bosse Jun 08, 2021

Show notes

Jamie Bosse is a financial planner with Aspyre Wealth Partners, an RIA based in Kansas that oversees nearly $500-million in assets for 275 families. Jamie is also the Money Boss Mom, having been able to balance her responsibilities within the firm while also writing a series of children's books on personal finance, and a soon-to-be-published adult book for new parents.

Listen in as Jamie shares the learning process in her journey to publishing books with Amazon, including how much it costs to self-publish, what the revenue split is with Amazon, and what the major differences are between self-publishing and traditional publishing. We also talk about planner fees, how Aspyre Wealth Partners has implemented a subscription business model, and some of the technology they use to make planning and client meetings more efficient.

For show notes and more visit: https://www.kitces.com/232

Ep 231: From CPA Lifestyle Practice To Billion Dollar Multi-Generational RIA Enterprise with Michael Goodman Jun 01, 2021

Show notes

Michael Goodman is the Founder and President of Wealthstream Advisors, a family RIA based out of Manhattan that manages over $1-billion in assets for 350 client families. Michael first started his career as a CPA before transitioning to financial planning and building a firm that will outlast his retirement.

Listen in as Michael shares his unique journey from CPA to financial planner, eventually building his own firm that allows him to do what he loves best: serving clients. We also discuss how his personality and optimism were instrumental in helping him stay the course during the hard times, why working with a consultant was the catalyst that led him to where he is today, and the biggest change he had to make when taking a risk to change focus and scale.

For show notes and more visit: https://www.kitces.com/231

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