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
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
Adam Cmejla is the founder of Integrated Planning and Wealth Management, an independent RIA that oversees approximately $45 million in assets under advisement for nearly 100 clients. Over the past two years, Adam’s practice has undergone an incredible transformation, increasing their financial planning fees and growing revenue by nearly 80%.
In this episode, Adam shares how his marketing process has evolved, as well as what made him decide to narrow down his focus and serve only optometrists. Listen in to discover how a shift in his mindset has helped his firm to grow phenomenally—while also allowing him to spend more time with his family—the steps he took to raise his fees for existing clients while bringing in new ideal clients, and more.
For show notes and more visit: https://www.kitces.com/140
Michele Clark is the senior portfolio manager for Acropolis Investment Management with more than 25 years of experience in financial services. From cold knocking to becoming a regional investor educational specialist and now working in investment management, Michele really has done it all within the industry. She even ran her own independent hourly financial planning practice until she recently decided to “plug-in” to a larger firm.
In this episode, Michele discusses her non-traditional journey through the financial advisory industry, as well as how she managed to re-balance both her business and the work she is doing in it. Listen in as she shares her best tips for attracting clients no matter where you are, the importance of developing an expertise, and how to confront the inevitable challenges you will face when starting out on your own.
For show notes and more visit: https://www.kitces.com/139
Douglas Boneparth is the founder of Bone Fide Wealth, an independent RIA that manages nearly $80 million of assets under management. After starting out in a fairly traditional broker-dealer model serving affluent retirees, Douglas decided to transition and focus on high-income millennials. Today he joins the show to discuss why he chose to invest in younger clients and how he has been able to successfully market to and attract such high-income millennials.
Listen in as he shares why he decided to stop implementing term insurance policies, as well as what he sees as the key to being able to work with his younger clients. You’ll get his take on why the industry tends to have a difficult time attracting millennials, the value of making things easier for clients, and what younger advisors should know as they are looking to get started in the industry.
For show notes and more visit: https://www.kitces.com/138
Lou 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 life insurance sales agent, as well as how he has structured his firm. You’ll get valuable tips for growing your business, hiring the right people, and more.
For show notes and more visit: https://www.kitces.com/137
Nina 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 female advisors to establish an advisory business and balance the rest of their lives in the process, how her firm handles its mixture of fee-based advisory and commission-based brokerage business, and their plans for the future.
For show notes and more visit: https://www.kitces.com/136
Kathryn 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 go independent. She also discusses the playbooks that she and her partner developed for Morton Brown, why her firm decided to bring on a data geek as one of their first hires, and so much more.
For show notes and more visit: https://www.kitces.com/135
Andrew 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 parents’ firm—something he was not initially planning to do. You’ll learn what it’s like working for a family-owned firm, the technology the firm uses to communicate with clients, and how you can better track and find planning opportunities for your clients, too.
For show notes and more visit: https://www.kitces.com/134
Danna 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 charges a monthly fee for ongoing planning advice that shifts into an AUM fee as clients’ savings and portfolios grow. Danna explains the structured agenda she uses for every client—covering accomplishments since the last meeting and key client takeaways that become the clients’ homework for the next meeting—how she balanced motherhood during the early stages of her business, and more.
For show notes and more visit: https://www.kitces.com/133
Linda 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 of us experience when quoting our planning fees so that she is able to charge what she is really worth.
Listen in as we talk in depth about Linda’s decision to shift from being a solo advisor under a cost-sharing partnership to building her own multi-advisor team, as well as what surprised her most when switching to a team structure after being solo for so long. You’ll learn why she decided to go back to school for a Ph.D. in financial planning as an experienced practitioner, how her mentality has shifted over the years, and more.
For show notes and more visit: https://www.kitces.com/132
Dan 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
Ashley 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 early years, going from cold-calling to cold-knocking to build up a client base, as well as how she opened up the conversation with small business owners to quickly get their interest for a follow-up meeting. If you are looking to start a family while running a business or start a new firm (or both), this is the episode for you.
For show notes and more visit: https://www.kitces.com/130
Donna 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 her first and second advisory firms, as well as how she decided which clients she wanted to bring to her second firm when starting up again. You’ll learn about her process and the tools she uses, how she employs a virtual assistant to maximize her time with her clients, and why she has no concerns about her ability to remain competitive as a stand-alone solo advisor.
For show notes and more visit: https://www.kitces.com/129
After 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.
In this episode, we talk about why Justin finds it more effective to break his advisory fee—which can sometimes be as much as $20,000 a year—into a more cash flow friendly monthly subscription fee. Listen in to learn how he has focused his marketing toward these small business owners and how doing so has ironically brought him more prospects outside his niche. You’ll also hear which five business books he reads every year to run his own advisory business more efficiently.
For show notes and more visit: https://www.kitces.com/128
Jania 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 it takes to service and support mid to large size 401(k) plans and detail the fee structure for her business. You’ll learn why she built and automated a report in her CRM that shows her clients all of the behind-the-scenes work that the firm does on their behalf, how she used LinkedIn to help her business grow, and the challenges she faced when going independent.
For show notes and more visit: https://www.kitces.com/127
Martine 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 firm and how her role has changed throughout the years with SBSB. We also discuss the company’s model for serving affluent clients and why they offer tax preparation services on top of financial planning and investment management. Listen in to find out the challenges that surprised Martine the most and her biggest breakthrough in her career.
For show notes and more visit: https://www.kitces.com/126
With 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 the news to her clients that a transition was going to happen. We discuss how their management team worked with an investment banker and the key filters the firm used to vet their prospective buyers. Listen in to discover the importance of communication when selling or merging a firm and the advice Sabrina wishes she’d had when she started out.
For show notes and more visit: https://www.kitces.com/125
Shirl 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 during the two and a half years it took for him to be able to take his first paycheck from the business. Listen in to hear how he built his company from zero to 70 employees over a decade, the sacrifices he had to make to get to where he is today, and the key lessons he learned along the way.
For show notes and more visit: https://www.kitces.com/124
My 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 as how the firm navigated the all-too-common challenge of buying out a co-founder. Listen in to learn how they re-capitalized the firm, the system they put in place to strategically plan for and execute the business’s goals, and how they plan to 10x the firm in the next ten years.
For show notes and more visit: https://www.kitces.com/123
My 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 first three years. Listen in to learn how he got through the tough times he experienced in the beginning, the important lessons he learned about investing in your business, and how he divides up advisory firm tasks to improve efficiency.
For show notes and more visit: https://www.kitces.com/122
Rachel 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 episode, Rachel shares her path through the financial services industry, including the unique challenges she faced starting a firm not only as a young advisor, but as a young black female who came from a poor upbringing. Listen in to learn how she had handled the pressure to conform to the industry standard expectations of financial advisors, her experience going out on her own at the age of 25, and the important lessons she learned along the way.
For show notes and more visit: https://www.kitces.com/121
Manisha 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 takes to build a personal finance brand, as well as how she learned to view her introversion as an asset rather than a hindrance. Listen in to learn how she built her confidence, what she wishes she had known earlier, and how she has remained successful by forming relationships, building connections, and relying on the power of being her authentic self.
For show notes and more visit: https://www.kitces.com/120
My 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, Kenneth shares how he built his business in such a narrow niche, as well as how his heavy specialization not only built his confidence as an advisor, but also made him comfortable increasing his fees. Listen in to learn how he structures his business, tips for dealing with toxic clients, and powerful advice he has received over the years.
For show notes and more visit: https://www.kitces.com/119
Jared 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 building his firm into the success it is today. Listen in to learn his strategy for networking and building relationships while having fun, what kind of marketing activities he’s found to develop the best prospects, and how any advisor can create a similar opportunity with his or her own hobbies and passions.
For show notes and more visit: https://www.kitces.com/118