Financial Advisor Success

Latest Episodes:

Ep 460: Establishing The Operational Systems It Takes To Truly Serve Ultra-HNW Clients Effectively with Stephanie Hughes Oct 21, 2025

Show notes

While many financial advisory firms seek to move 'upmarket' and serve high-net-worth and ultra-high-net-worth clients, these clients typically require (and often demand) a different level of service—and can benefit from a more integrated experience across legal, tax, and financial domains. For these firms, creating efficient operational systems is paramount, particularly when it comes to the processing and security of their frequent high-dollar transactions.

Stephanie Hughes is the CEO of Wiss Family Office, a multi-family office based in Florham Park, New Jersey, that oversees approximately $1 billion in AUM for 220 households. Listen in as Stephanie shares how her firm delivers a "one-stop shop" experience that reduces client stress by consolidating financial, tax, and legal services under one roof. We talk about the importance of integration and internal communication across service lines, the tools her team is building to monitor client activity and prevent fraud, and how internal workflows support the firm's high-volume, high-stakes client transactions. Stephanie also explains the value of being affiliated with a tax firm, and how that connection drives both strong referrals and immediate client trust.

For show notes and more visit: https://www.kitces.com/460

Ep 459: Working More Collaboratively With Clients' CPAs For Better Tax Planning (And Cross-Referral) Outcomes with Steven Jarvis Oct 14, 2025

Show notes

Tax planning strategies can fall flat if financial advisors and CPAs aren't working together. Miscommunication, timing issues, and a lack of context can create friction—or worse, lead to missed opportunities or costly mistakes.

Steven Jarvis is the CEO of Retirement Tax Services, a tax education and preparation firm that partners with financial advisors across the country to better serve their clients. Listen in as Steven explains how advisors can build trust with CPAs through proactive communication—not just sending over forms during tax season, but also giving context to planning decisions, providing year-end summaries, and getting ahead of major moves like Roth conversions or Qualified Charitable Distributions. You'll learn how aligning with CPAs as collaborative decision-makers can lead to better returns for clients and the potential for cross-referrals, and why timing conversations around a CPA's calendar matters.

For show notes and more visit: https://www.kitces.com/459

Ep 458: Overcoming Perfectionism Burnout While Still Serving Clients Well With A Standard Of "Calm Excellence" with Lisa Brown Oct 07, 2025

Show notes

Given the high stakes involved (and the desire to provide high-quality service) when working with clients, it can be tempting for financial advisors to lean into perfectionist tendencies. However, doing so can sometimes lead to overwork and potentially burnout, particularly as a firm grows over time.

Lisa Brown is the President of Greenwood Gearhart, an RIA based in Fayetteville, Arkansas, managing $1.8 billion in AUM for 1,070 households. In this episode, Lisa shares how her firm's early culture of "urgent perfectionism" led to overwork amongst firm leaders and team members alike, and why she developed a new leadership mantra: "calm excellence." Listen in as we talk about how Greenwood Gearhart redesigned workflows to reduce team burnout, eliminated meetings and ensured those that remained focused on high-leverage activities, and created the conditions for sustainable growth—for clients, teams, and firm leaders alike.

For show notes and more visit: https://www.kitces.com/458

Ep 457: Making Financial Planning Less Scary For New Clients By Focusing First On What Brings Them Joy with Larry Sprung Sep 30, 2025

Show notes

While many financial advisors begin with dollars and data, today's guest believes the path to long-term client relationships starts with one powerful question: What brings you joy? By focusing on leading with purpose and values, he has grown a $200M firm and attracted clients who align with his philosophy.

Larry Sprung is the founder of Mitlin Financial, an advisory firm based in Hauppauge, New York, and affiliated with Carson Group, that serves 200 client households. In this episode, he shares how he begins prospect meetings with open-ended "joy" questions to set a nonjudgmental tone and show prospects that his firm is focused on their well-being, not just their finances. Listen in to learn how Larry has built trust before prospects ever book a call, how his values-first mindset has led to a loyal client base, and how he's now intentionally scaling after years of running a lifestyle practice.

For show notes and more visit: https://www.kitces.com/457

Ep 456: Expanding From $75M Solo To $260M Multi-Advisor Team By Creating A Company Blueprint Of How Clients Will Be Served with Hilary Hendershott Sep 23, 2025

Show notes

Scaling a solo advisory firm into a thriving team-based business takes more than strong systems—it takes a shared sense of purpose and values that guide every decision. This episode explores how one advisor used a living "Blueprint" to align her team, empower her staff, and create a consistent, values-driven client experience.

Hilary Hendershott is the founder of Hendershott Wealth Management, an RIA based in San Jose, California, overseeing $260 million in AUM for 150 client households. Listen in as she shares how her firm's "Blueprint" (anchored by individual callings, an ultimate intent, and a firm-wide promise to create safety and openness) shapes internal culture and client communication alike. You'll learn how this document differs from a traditional mission statement, how it evolves with team input, and how it supports key business decisions.

For show notes and more visit: https://www.kitces.com/456

Ep 455: Adding Hard-Dollar Value For HNW Executives By Guiding Them In Negotiating For More (Equity) Compensation with Emily Shacklett Sep 16, 2025

Show notes

Executive pay packages are complicated—which often leads to these individuals leaving money on the table. From equity negotiations to non-compete clauses, the right financial advisor can help clients fight for what they're worth. In this episode, we dig into how advisors can create real value for their clients during career transitions.

Emily Shacklett is a Managing Director at Fairport Wealth, a practice within Hightower Advisors that manages $4.8 billion in AUM for 2,000 households. Listen in as Emily shares how she guides executives through every aspect of their compensation package, from salary and bonuses to stock options and workplace flexibility. We also talk about how she also offers value by determining when these clients would benefit from coordinating with an attorney (and having a list of vetted partners ready when they do), how she conducts educational events targeted at individuals who fit her ideal client profile, and her own path to leadership in her practice.

For show notes and more visit: https://www.kitces.com/455

Ep 454: Turning Abstract Behavioral Finance Research Into Practical Tools To Better Client Outcomes with Dr. Daniel Crosby Sep 09, 2025

Show notes

Behavioral finance is often viewed as abstract but it can be a powerful, practical tool for helping clients make better decisions and build lives that align with what matters most. This episode explores how applying behavioral insights and positive psychology can deepen client relationships and drive more meaningful planning conversations.

Dr. Daniel Crosby is the Chief Behavioral Officer at Orion, a technology platform serving financial advisors.

Listen in as Daniel shares how he's turned complex behavioral concepts into usable advisor tools, including a "money personality" framework and a flourishing goals assessment. We talk about why understanding where clients fall on five key money dimensions - like communication style or spending vs. saving - can help reduce judgment and improve client outcomes, and how identifying gaps between what clients value and how they feel they're doing in life can spark more relevant financial goals. Daniel also reflects on why advisors must examine their own money beliefs and blind spots, and how practicing nonjudgmental listening may be the most powerful behavioral tool of all.

For show notes and more visit: https://www.kitces.com/454

Ep 453: Improving Efficiency By Turning Client Meetings Into Working Sessions So There Is Less Follow-Up To Manage with Becky Walsh Sep 02, 2025

Show notes

Delivering financial planning efficiently doesn't have to mean compromising on depth or personalization. This episode explores how a "working session" model can streamline the client experience, reduce prep and follow-up time, and still create space for thoughtful, relationship-driven planning.

Becky Walsh is the founder of Oak Maple Finance, an RIA based in Burlington, Vermont, that oversees approximately $80 million in AUM for 75 client households.

Listen in as Becky shares how she structures her onboarding into a six-month planning sprint with four real-time working sessions, drastically reducing the hours spent outside of client meetings. We discuss how this approach helps her serve Earners Wanting Advice Now (EWAN) clients with a flat complexity-based fee while maintaining a personalized experience. Becky also explains how she uses software tools like Elements and Money Quotient to assess a client's financial picture and mindset, how she tailors service tiers after the initial planning "sprint" to match ongoing client needs, and why the support of a trusted peer study group has been a powerful driver in her own professional growth.

For show notes and more visit: https://www.kitces.com/453

Ep 452: From $200M To $1.4B In 5 Years By Spending 15% Of Revenue On Marketing (That Still Works) with Gabriel Shahin Aug 26, 2025

Show notes

Scaling an advisory firm quickly requires more than just marketing - it demands intentional infrastructure, rapid lead conversion systems, and a team built for volume. This episode explores how investing heavily in digital marketing, building internal efficiencies, and empowering advisors can drive explosive growth without sacrificing client service.

Gabriel Shahin is the CEO of Falcon Wealth Planning, an RIA based in Ontario, California, that oversees $1.4 billion in AUM for 1,500 households.

Listen in as Gabriel shares how his firm grew from $200 million to $1.4 billion in just five years by generating 2,500 leads per month and onboarding nearly 500 clients annually. We dive into how his team maximizes paid ads on Google with targeted landing pages and lead magnets, why content creation for SEO and "answer engine" optimization is central to their strategy, and how they ensure fast follow-up by assigning staff to manage inbound leads. Gabriel also discusses his firm's revenue-based compensation model for its advisors, why he views his advisors as his top clients, and how stepping out of day-to-day operations has allowed him to focus on leading the firm into its next phase of expansion.

For show notes and more visit: https://www.kitces.com/452

Ep 451: Evolving Your Leadership Style And Hiring Process As The Firm Grows From 1 To 20 Team Members with Maggie Kulyk Aug 19, 2025

Show notes

Running a successful advisory firm takes more than great client service - it also means learning how to lead a team and build infrastructure to support growth. This episode explores how developing leadership skills, hiring intentionally, and leaning into personal values can lay the foundation for a thriving, mission-driven business.

Maggie Kulyk is the founder of Chicory Wealth, an RIA based in Decatur, Georgia, that operates virtually and oversees $760 million in AUM for 480 households.

Listen in as Maggie shares how she grew from a self-described "terrible" manager into a visionary leader by making key hires with complementary strengths to her own, delegating wisely, and developing a strong leadership team. We discuss how her firm finds and trains homegrown advisors aligned with its values, how Maggie structured an internal ownership track for future successors, and why breaking away from a broker-dealer and going fee-only was the right move for her long-term vision.

For show notes and more visit: https://www.kitces.com/451

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