Financial Advisor Success

Latest Episodes:

Ep 150: Getting Unstuck And Re-Aligning Fees To Build The Solo Advisory Firm You Want with Tanya Nichols Nov 12, 2019

Show notes

Tanya Nichols is the founder of Align Financial, a hybrid advisory firm that oversees nearly $50 million of assets for 80 client households. After nearly 20 years of working in a larger firm environment, Tanya finally found the courage to start her own advisory firm and took the leap to create the business she wanted. In this episode, she shares her journey through the advisor industry, focusing on the moment of realization that led her to not only leave her firm, but leave her husband as well. Listen in as she explains how a sense of community has helped her along the way, how she plans to double her revenue, and what she says was the biggest surprise of her advisory career.

For show notes and more visit: https://www.kitces.com/150

Ep 149: Managing Capacity And Ensuring Continuity For Clients By Selling Without Retiring with Susan John Nov 05, 2019

Show notes

Susan John is the managing director and financial advisor for F.L. Putnam, an independent RIA that manages nearly $2 billion of assets under management. After 25 years of building her own independent financial planning firm from scratch, Susan decided to join F.L. Putnam for part of her succession—but not her retirement. Today she joins the show to discuss why she made that transition and how she has developed her financial planning process over the past three decades. Listen in as Susan explains her process and why she charges a full upfront fee to do financial planning "snapshots" for every client before even taking them on as an ongoing client. You'll learn what she does for retired clients, how she expanded ownership of her firm, and how she grew her financial advisory firm to $350 million.

For show notes and more visit: https://www.kitces.com/149

Ep 148: Building A Small-Town LGBTQ Niche While Coming Out To Your Broker-Dealer with Laura LaTourette Oct 29, 2019

Show notes

Laura LaTourette is the founder of Family Wealth Management Group, a hybrid advisory firm that oversees $45 million of assets under management for 86 client households. Today Laura joins the show to share how she has built her firm to work primarily with the LGBTQ community and how she found the right time to come out to her broker-dealer. Listen in as we discuss her financial planning process, which includes four planning meetings with every new client. You'll learn how she refined her website and her data gathering form to speak to her niche, why she recently hired a CEO for her firm, and more.

For show notes and more visit: https://www.kitces.com/148

Ep 147: Developing Next Generation Advisor Talent With An Internal 2-Year Mentoring Program with Jeff Dobyns Oct 22, 2019

Show notes

Jeff Dobyns is the founder of Southwestern Investment Group, a hybrid advisory firm that oversees nearly $3.5 billion of assets under management. Today Jeff joins the show to discuss how he has developed next generation talent in his firm by only hiring new advisors in their 20s and giving them the opportunity to learn alongside experienced advisors. In this episode, you'll hear about the mentoring program Jeff's firm has built, as well as how the firm compensates these new advisors as they are learning. Listen in to discover why Jeff prefers not to hire experienced advisors, what tasks his firm ends up giving to the new advisors, and the marketing technique his team uses to grow their business.

For show notes and more visit: https://www.kitces.com/147

Ep 146: Systematizing Financial Planning Progress For Clients With Your Own Wealth Management Index with Ross Levin Oct 15, 2019

Show notes

Ross Levin is the co-founder and CEO of Accredited Investors Wealth Management, an independent RIA that oversees nearly $2 billion of assets under management for 475 affluent clients. Today Ross joins the show to discuss the way he systematized the financial planning process across his firm and developed a wealth management index system that tracks clients' progress. Listen in as he shares how he balances delving into the technical topics of financial planning versus trying to ask clients the right questions to explore the client's side of those issues. You'll learn why it's so important to have a systematized process, what Ross says is the most important thing when building a firm, and more.

For show notes and more visit: https://www.kitces.com/146

Ep 145: Systematizing Reviews Of Client Tax Returns By Building Software To Automate It with Roger Pine Oct 08, 2019

Show notes

Roger Pine is the co-founder of Holistiplan, a tax planning software built to systematize and automate the process of reviewing a client's tax return to find potential planning opportunities. Today he joins the show to discuss how he transitioned from working as a financial advisor to becoming a financial tech entrepreneur. Listen in as we talk about Roger's software and the ever blurring lines between where a CPA's tax services end and an advisor's begin. You'll hear what it is like to be a financial tech entrepreneur, as well as advice for financial advisors who see an opportunity to develop a tech solution.

For show notes and more visit: https://www.kitces.com/145

Ep 144: The Past, Present, And Future Evolution Of The RIA Custody Model with Tom Bradley Oct 01, 2019

Show notes

Tom Bradley is the former president of TD Ameritrade Institutional, one of the leading RIA custodial platforms serving nearly 7,000 independent RIAs with almost $600 billion of assets held in custody. For over 25 years, Tom was a part of the growth of financial advisors operating as independent RIAs on a custodial platform. Today he joins the show to discuss the evolution of the RIA custody model and how technology has affected the business. Listen in as we talk in depth about how TD Ameritrade uses the Veo open-access platform, as well as the surprising ways that RIA custodians generate their revenue from advisors and their clients. You'll hear Tom's views on why the RIA custodial options for how cash is invested has become such a hot topic and his predictions for the future of the RIA custodial business.

For show notes and more visit: https://www.kitces.com/144

Ep 143: Getting Local Clients Via Google Search With A Niche Of Serving Independent Women with Cathy Curtis Sep 24, 2019

Show notes

Cathy Curtis is the founder of Curtis Financial Planning, a solo independent RIA that oversees nearly $60 million in assets under management for 52 client households. By positioning her business into a niche of serving women—in particular, single, independent-minded women who want to work with a female advisor—Cathy has managed to stand out in an over-crowded marketplace to build her firm.

Listen in as we discuss why Cathy chose her particular niche, as well as how she has been able to target her marketing so effectively that most of her new clients find her through a simple Google search. You'll learn all about her financial planning process, why she has had to implement a minimum requirement fee, and how she managed to overcome impostor syndrome on her road to success.

For show notes and more visit: https://www.kitces.com/143

Ep 142: Creating A Structured Relationship-Building Calendar To Enhance Trust With Affluent Clients with Matt Oechsli Sep 17, 2019

Show notes

Matt Oechsli is the founder and CEO of Oechsli Institute, which does primary research into affluent investors and how they select advisors. A marketing and sales consultant for financial advisors, Matt joins the show to share how you can connect with more affluent clients simply by building better relationships with them.

Listen in as we discuss the importance of paying attention to details—like the names of clients' children and pets—during the relationship-building process, as well as what good client communication is all about. Matt shares what it takes to build trust, an effective practice for getting more referrals, and his advice for new advisors starting out in the business.

For show notes and more visit: https://www.kitces.com/142

Ep 141: Building The Differentiated Foundation For Successful Advisor Marketing with Kristen Luke Sep 10, 2019

Show notes

Kristen Luke is the founder of Kaleido Creative Studio, a marketing consulting firm that specializes in multi-advisor fee-only RIAs with $100 million to $1 billion in assets under management. Today she joins the show to discuss the wheel of advisor marketing activity she has created, as well as its six core areas and what it takes to improve in each of them.

Listen in as Kristen explains the importance of recognizing the triggering events that brought your clients in and why defining an ideal client profile really is essential to differentiate and build a successful marketing funnel. You'll learn the starting steps to online marketing, why podcasts are replacing webinars and more.

For show notes and more visit: https://www.kitces.com/141

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