Alex Lewis is the owner of Blackbridge Financial, a hybrid advisory firm based out of South Carolina that oversees approximately $330 million in assets under management for 415 households. At just 29 years old, Alex boldly acquired his firm through a multi-million-dollar loan, stepping in as the successor to the founder. Over the past four years, he has transformed the business by overhauling the staff, technology, and service structure—nearly doubling the firm’s AUM in the process.

Listen in as Alex shares how he gained trust and smoothly transitioned into ownership by increasing his client-facing roles and negotiating a seller-financed purchase, setting the stage for financial challenges that included managing a hefty initial loan payment. You'll learn how his firm categorizes clients into five service tiers, tailors experiences with personal touches like preferred beverages, and expands the team to uphold a high-touch service model, ensuring each advisor manages no more than 150 clients. We also discuss Alex’s career shift from public accounting to financial planning, his strategic fee adjustments that reinforced client trust, and his use of influential business strategies from books to continuously refine and grow the firm he envisioned.

For show notes and more visit: https://www.kitces.com/393

Kristopher Heck is a Founding Partner of Tanager Wealth Management, an RIA based out of London that oversees approximately $1.1 billion in assets under management for 630 households. Kristopher's firm stands out by scaling to over a billion dollars in AUM, specializing in serving clients with financial and personal ties to both the United States and the United Kingdom, a niche lacking a standard playbook. This unique focus on complex transatlantic tax, estate, and planning issues has allowed them to develop a highly differentiated expertise in the marketplace over the past decade.

Listen in as Kristopher shares his journey of founding Tanager Wealth, drawing on his personal experiences as a US expatriate to specialize in cross-border US-UK financial planning. He explains how his firm fosters a learning environment through internal blogs, videos, and lunch-and-learns, as well as how establishing early partnerships with other expatriate-focused professionals has cultivated a robust referral network. We also discuss the structure of separate advisory and planning teams that enhance career development and knowledge sharing within the firm, highlighting the importance of combining the right people and technology to effectively scale and succeed in the financial advisory landscape.

For show notes and more visit: https://www.kitces.com/392

Christopher Jones is the Founder of Sparrow Wealth Management, an RIA based out of Orlando that oversees approximately $110 million in assets under management for 69 households. Chris has distinguished himself by building a highly efficient solo practice that operates under 25 hours per week, enabling him to spend more time with his family. He achieved this by concentrating solely on the most crucial financial planning tasks for his clients—and outsourcing or eliminating all other activities.

Listen in as Chris shares how he streamlines his financial planning process by collaboratively working through plans during annual meetings, focusing on clients’ goals instead of detailed cash flow analyses, and managing cash requests through a single annual distribution. He explains his efficiency improvements through a curated tech stack of specialized AdvisorTech products and the strategic decision to manually update client balances, a move away from excessive customization that has significantly grown his AUM. We also discuss how transitioning to a remote practice has allowed Chris to live closer to family, how he generates referrals from well-connected clients, and his approach to managing perfectionism by outsourcing tasks to alleviate time constraints and reduce anxiety.

For show notes and more visit: https://www.kitces.com/391

Brent Carnduff is the Founder of Advisor Rankings, a marketing firm based out of Idaho that specializes in search engine optimization for financial advisors. Brent's firm uniquely assists advisors by enhancing their organic SEO through targeted content creation, designed to attract prospects with specific planning needs, and also boosts advisors' local SEO, ensuring top placement in Google rankings when consumers search for nearby financial advisors.

Listen in as Brent shares how he guides advisors to enhance their local SEO by starting with a fully optimized Google Business Profile and encouraging systematic client reviews to improve search rankings and increase website traffic. We also discuss strategies for boosting organic SEO, the importance of serving a specific niche for better Google rankings, the different timelines for seeing results with local versus organic SEO, and how hiring a coach has transformed Brent's business practices, enabling him to focus on delivering top-tier SEO advice.

For show notes and more visit: https://www.kitces.com/390

Mark Berg is the Founder of Timothy Financial Counsel, an RIA based out of Illinois that's on track to generate $5 million in annual revenue this year serving 800 households. Mark's firm stands out for its rapid growth, scaling from $1.8 million to $5 million in revenue within just six years while maintaining a 25% profit margin, achieved entirely through an hourly fee model.

Listen in as Mark shares how he structured his firm to succeed with an hourly fee model, his strategic implementation of time-tracking software for efficient billing and capacity management, and how he uses a client waitlist to handle increasing demand. We also discuss Mark’s innovative approach to scaling the firm by hiring a president without a financial planning background, as well as why he sees the hourly fee model as a vast opportunity for reaching a broader client base.

For show notes and more visit: https://www.kitces.com/389

Freeman Linde is the cofounder of La Crosse Financial Planning, an RIA based out of Wisconsin that oversees nearly $50 million in assets under management for 73 clients. Despite industry norms suggesting the need for tens of millions in assets to go independent, Freeman launched his own RIA with just $7M in AUM, shared with a business partner. Leveraging the freedom to create an SEO-optimized website tailored to their local community, they rapidly expanded the firm to $40M in less than four years.

Listen in as Freeman shares his strategic decision to operate as an independent RIA, utilizing a custom spreadsheet to analyze and favor the financial benefits over traditional broker-dealer models, including flat-cost expense management and the ability to offer lower client costs while raising AUM fees. He also discusses how adopting a focused local SEO strategy and creating distinct websites for niche markets accelerated his firm's growth, as well as his effective client-conversion approach. You'll hear how expanding his service offerings has solidified client loyalty and supported a sustainable business model that prioritizes recurring revenue over constant new client acquisition, inspiring newer advisors to start in fee-only environments.

For show notes and more visit: https://www.kitces.com/388

Today we're joined by Jenny Martella, Principal and Wealth Manager at Modera Wealth Management, whose unique journey in the financial advisory world saw her and her partner achieving remarkable success in growing their firm from $19 million to $250 million in assets under management within 7 years. Jenny and her previous partner were so successful that they decided to seek a merger with Modera Wealth, a much larger enterprise, so they could focus on their strengths. In this episode, we explore Jenny's strategies for growth, the challenges of operational responsibilities, and the decision-making process behind merging with a larger firm.

Listen in as Jenny discusses the intricacies of the merger process, from exploring potential partners to navigating the transition of clients and brand identity. She also shares lessons about managing change, adapting to new technologies, and finding her place within the larger organization. You'll learn about her methods for effective client communication and maintaining personal inspiration in the face of professional challenges, ideas for preserving brand identity during a merger, and more.

For show notes and more visit: https://www.kitces.com/387 

Dann Ryan is a Managing Partner at Sincerus Advisory, an RIA based in New York City that oversees approximately $165 million in assets under management for nearly 150 client households. Despite 17 years in the financial advisory business, Dann's persistent imposter syndrome fuels his anxiety before every client meeting, driving him to maintain high standards and accountability. This relentless pursuit of excellence has enabled Dann to build a thriving financial planning business that consistently attracts new client referrals.

Listen in as Dann shares how he and his partner have successfully quintupled their AUM in five years through exceptional client service that spurred referrals and led to a waitlist system, and why they continue to use an AUM fee model despite a shift towards more planning-centric services. He discusses his early career at a fee-only advisory when such paths were less common, the long hours spent building financial plans as crucial career investments, and his decision to start his own firm after not becoming a partner at his previous job. We also explore his agile approach to financial planning, his openness to incorporating clients' investment ideas, and how serving a diverse client base while building lasting relationships has helped manage his imposter syndrome and enhance his career success.

For show notes and more visit: https://www.kitces.com/386

Danielle Howard is the owner of Wealth By Design, a hybrid advisory firm based out of Colorado that oversees about $35 million in assets under advisement for 35 client households. Danielle's unique "Financial Fingerprints To Footprints" process assists clients who have difficulty implementing financial plans by uncovering and addressing their money memories. This approach helps them understand how past financial lessons shape their current financial identities and may hinder future goal achievement.

Listen in as Danielle shares how she structures her financial planning engagements, using a 5-meeting sequence focused on understanding the client’s financial situation and the psychological factors influencing their money management. She discusses her transition to a planning-centric business, influenced by personal experiences with life planning questions, and explains how she adapts her client headcount to suit different life stages. We also explore the unique contributions women can make in the financial planning industry, Danielle’s evolving definition of success, and the personalized career paths available in the industry that allow for personal fulfillment while aiding clients in achieving their financial goals.

For show notes and more visit: https://www.kitces.com/385

Hannah Provost is a partner and financial advisor at Lomanto Provost Financial Advisors, a hybrid advisory firm based out of New York State that oversees approximately $150 million in assets under management for 380 households. Hannah's unique journey in finance began with retail banking, progressing from lending and teller roles to a bank-based financial advisor, before she decided to broaden her expertise by working as an assistant under a seasoned advisor. This strategic move enriched her skills and knowledge, eventually propelling her to become a lead advisor and later a joint partner in the firm.

Listen in as Hannah shares her journey of balancing work, family, and education to advance her career, emphasizing how the CFP certification guided her path and how early participation in client meetings fast-tracked her to a lead advisor role. She also reveals how leveraging community visibility and smart automation tools has been key to managing a growing client base, the importance of seeking supportive mentors as "green flags" in the industry, and how her early investments have paid off in a successful practice and robust work-life balance.

For show notes and more visit: https://www.kitces.com/384

Troy Sharpe is the Founder and CEO of Oak Harvest Financial Group, an RIA based out of Houston that oversees $750 million in assets under management for 1,000 households. Troy's firm uniquely grew its AUM from $85 million to $750 million in five years by focusing on organic growth through diverse marketing strategies, including a radio show, in-person seminars, and notably, a scalable YouTube channel.

Listen in as Troy shares his innovative marketing strategies that transformed educational seminar content into targeted YouTube videos for pre-retirees and retirees, emphasizing trust over immediate sales pitches, and aiming for a threefold return on marketing investments. He also discusses the expansion of his firm's marketing and advisory teams to support its growth, the adoption of a 3-advisor pod system for enhanced client interaction, and the creation of the "Retirement Success Plan" for dynamic retirement planning.

For show notes and more visit: https://www.kitces.com/383

Tyson Ray is the CEO of FORM Wealth Advisors, a hybrid advisory firm based out of Wisconsin that oversees approximately $900 million in assets under management for just over 800 client households. Tyson's unique "Total Relationship" planning approach emphasizes assessing clients' immediate lump sum spending needs, such as new car purchases or vacations, to ensure their portfolios maintain sufficient cash reserves for these goals.

Listen in as Tyson talks about his firm's unique approach, their strategic growth through acquisitions, and the crucial lessons learned on due diligence. He also shares the operational challenges he experienced, as well as the solutions he found that have streamlined his firm's operations.

For show notes and more visit: https://www.kitces.com/382

Securities through Raymond James Financial Services, Inc. Member FINRA / SIPC. Investment advisory services are offered through Raymond James Financial Services Advisors Inc. FORM Wealth Advisors is not a registered broker/dealer and is independent of Raymond James Financial Services. Raymond James and its advisors do not provide tax advice. Podcast guest is Tyson Ray, CEO, Founding Partner, Senior Wealth Advisor at FORM Wealth Advisors. FORM Wealth Advisors is located at 431 Geneva National Ave S, Lake Geneva, WI, 53147; 262-686-3005.

Ashley Quamme is the Founder of Beyond The Plan, a consulting firm based out of Georgia that offers a Fractional Financial Behavioral Officer service, including consulting and training to advisory firms for new or existing clients. What sets Ashley apart is her expertise in psychology and couples therapy, which enables her to assist clients in managing their financial relationships and also equips advisors with strategies to overcome client obstacles.

Listen in as Ashley shares insights into her work with advisory firms and her unique approach to understanding financial behaviors and biases. You'll learn how this has been instrumental in advising on challenging client situations, the ups and downs she experienced launching a consulting practice during the COVID-19 pandemic, and the tools she uses to enhance clients' self-awareness regarding their money mindset.

For show notes and more visit: https://www.kitces.com/381

Andrew Leonard is the Managing Partner of Geometric Wealth Advisors, an RIA based out of Washington, D.C. that oversees approximately $750 million in assets under management (AUM) for 200 clients. Andrew's firm stands out for tripling its AUM in four years, achieving this growth by mirroring the management consulting approach of their clientele—focusing first on scaling their team's talent density through careful hiring and training, then determining the number of new clients they can onboard annually based on the team's growth capacity.

Listen in as Andrew shares insights on Geometric's growth strategies, from adopting management consulting firm lessons for hiring and training to the early appointment of a COO for overcoming people-management hurdles. We also discuss how he maintains a vibrant company culture virtually, provides high-touch services to affluent clients, and integrates unique investment opportunities—all while navigating the firm's expansion through the ‘dangerous middle’ from $200 million to $2 billion in AUM.

For show notes and more visit: https://www.kitces.com/380

Hans Blake is the founder of Intelligent Investing, an RIA based out of South Carolina that oversees $50 million in assets under management for 40 households. What’s unique about Hans is how he developed Intelligrations, a financial dashboard software that simplifies clients' financial data into a single-page, comprehensive visual overview of their assets, through his desire to create a more centralized dashboard for his clients and his deep fascination of technology as a behavioral finance tool.

Listen in as Hans shares his journey from the initial concept of Intelligrations, focusing on high-level financial goals and guiding client behaviors, to its development into a comprehensive software integrated with industry vendors. We also discuss how he positions Intelligent Investing as a boutique advisory for high-net-worth executives—emphasizing core values to highlight the firm's approach and distinguish between long-term and short-term clients—his discovery process for understanding client finances and values, and how he has transformed initial rejections into opportunities.

For show notes and more visit: https://www.kitces.com/379

Michael Collins is the CEO and Founder of WinCap Financial, an RIA based out of Boston that oversees $80 million in assets under management for 70 client households. Since 2021, Michael has distinguished himself by growing his firm by over $10 million in assets under management annually, utilizing leads purchased through SmartAsset and investing $5,000 per month, which has allowed him to achieve a return of $10,000 in recurring revenue within less than 100 days.

Listen in as Michael shares insights into his marketing and content creation strategies, including maintaining a $5,000 per month marketing budget with a 95% failure rate by focusing on the financial ROI from successful prospects, and enhancing his SmartAsset lead conversion with a time-efficient blog writing process involving ChatGPT. He also opens up about the transition's challenges and rewards, as well as the value of persistence, innovation, and the strategic use of technology in achieving business growth and client engagement.

For show notes and more visit: https://www.kitces.com/378

Meredith Moore is the Founder and CEO of Artisan Financial Strategies, a hybrid advisory firm based out of Georgia that oversees $77 million in assets under management for 120 client households. Despite facing a daunting diagnosis of a 7cm Glioblastoma tumor in her brain in 2005—which led to years of surgeries, radiation, and chemotherapy—Meredith remarkably kept her firm operational and thriving, growing it to over $1 million in annual revenue while still serving her clients.

Listen in as Meredith shares how she navigated significant challenges and drove her firm’s growth through strategic early hiring, a pivotal revamp of the hiring process, and specializing in advising women senior executives and entrepreneurs. She also discusses the impact of her TEDx talk on couples’ dynamics with money and leveraging it as social proof to expand her professional network, as well as what has been crucial to her sustained success.

For show notes and more visit: https://www.kitces.com/377

Rob Schultz is the Senior Partner of NWF Advisory, a hybrid firm based out of Los Angeles, where he oversees nearly $500 million in assets under management for 200 households. Rob has uniquely developed a streamlined meeting process with a standardized agenda that enables him to focus on individual client needs while managing over 20 meetings weekly, ensuring his firm's growth is both sustainable and efficient.

Listen in as Rob shares how he efficiently manages those meetings through a structured agenda and the assistance of a paraplanner for preparation, alongside utilizing Microsoft Word's audio transcription for quick note-taking. He also discusses his unique journey from kinesiology and med school to finding his passion in financial planning at UCLA, a field that marries his desire to help people with his affinity for numbers, and his growth strategy through acquiring retiring advisors' practices and enhancing operational efficiency with outsourced TAMP providers and ETF model portfolios.

For show notes and more visit: https://www.kitces.com/375

Dianne Nolin is the Managing Partner of Argent Bridge Advisors, a hybrid advisory firm based out of Virginia that oversees $500 million in assets under management for 350 households. Dianne uniquely enhanced her firm's marketing and profitability by transforming its loss-leading divorce financial planning service into a profitable revenue stream, recognizing its value and charging appropriately for the extensive time invested by her team. This shift in strategy capitalized on the existing benefits provided to clients and ensured fair compensation for their efforts.

Listen in as Dianne shares her journey at Argent Bridge, from becoming aware of the firm's impactful service offerings to establishing new client relationships through divorce financial planning, which enhanced the firm's growth and referability in the divorce niche. We also discuss her transition to a more formal partnership structure, her approach to clear value communication, and the realization that her strength lies in knowing whom to consult rather than having all the answers.

For show notes and more visit: https://www.kitces.com/374

Ben Hockema is the Founder of Illuminate Wealth Management, an RIA based out of Illinois that oversees $100 million in assets under management for 55 households. Ben's unique journey in the advisory world saw him rise from intern to partner over 13 years at a growing firm, only to discover a cultural mismatch. He navigated this challenge by engaging passive equity investors for his new startup RIA, enabling him to acquire a portion of his client base and establish the business he truly envisioned.

Listen in as Ben shares his strategic journey in the financial advisory world and details his rapid growth from $16M to $100M in assets under management in three years. You'll also hear about his evolution from intern to partner, his realization of a misalignment with his firm's vision, and how he navigated the emotional challenges of leaving long-standing business relationships, finding invaluable support in a peer advisor study group and learning the power of asking 'dumb' questions for career growth.

For show notes and more visit: https://www.kitces.com/373

Melody Townsend is the President of Townsend Financial Planning, an RIA based out of Kentucky that oversees $112 million in assets under management for 160 client households. Embracing a transformative business model, Melody's strategy centered around providing a comprehensive suite of services, blending financial planning with investment management. This significant shift from a fee-based to a value-based model underpinned the firm's remarkable growth trajectory, leading to a near-million-dollar revenue stream.

Listen in as Melody shares the intricacies of her 20-year journey, detailing the pivotal transition from financial planning to a more inclusive wealth management approach, and how this strategic shift not only quadrupled the firm's revenue, but also enhanced the quality of client services. The discussion also covers the challenges of scaling a business, the importance of team building, and the evolution of Melody's role as a leader and advisor in the financial industry.

For show notes and more visit: https://www.kitces.com/372

David Savir is the Co-Founder and CEO of Element Pointe Family Office, a fee-only RIA based out of Miami that oversees almost $1.6 billion in assets under management for 50 client households. David's unique approach at Element Pointe, developed over eight years and catering to high- and ultra-high-net-worth clients, involves an Equity Appreciation Rights plan that allows team members to share in the firm's growth. After a 3-4 year vesting period, key members can invest their earnings into becoming future partners, gaining equity, voting rights, and a place on the management team.

Listen in as David shares his journey of working with ultra-high-net-worth clients, leading to a strategic focus on this group and a move away from "emerging wealth" clients to better align with their value delivery. He also discusses Element Pointe's evolution from investment management to offering comprehensive financial planning and family office services, his transition from a corporate background at Goldman Sachs and J. P. Morgan to establishing an independent firm, and the challenges of adapting to an independent firm's demands, from team management to technology integration.

For show notes and more visit: https://www.kitces.com/371

Tim Goodwin is the founder of Goodwin Investment Advisory, an RIA based out of Georgia that oversees $275 million in assets under management for 370 client households. Tim's distinct approach involves a strong focus on search engine optimization, especially Google Reviews, alongside paid search ads to attract individuals actively seeking a "financial advisor near me." This strategy has resulted in a thriving prospecting pipeline, leading Tim to triple his minimum fee requirements over the past two years due to the overwhelming demand generated.

Listen in as Tim shares his journey of building a pipeline for growth through a systematic approach to online reviews, resulting in a staggering 50% of his clients posting on Google Reviews, and how his marketing strategies led to a 2.5X return in client revenue. We also discuss how Tim navigated the challenges of balancing firm profitability, employee well-being, and client service, as well as his approach to hiring from his client base, strategies for establishing trust as a young founder, and the creation of Mastermind groups to combat the loneliness at the top.

For show notes and more visit: https://www.kitces.com/370

Michelle Ogden is the founder of Ogden Wealth, an RIA based out of Florida that oversees $50 million in assets under management for 120 households. Unique in her approach, Michelle chose a cautious and deliberate path for her business growth, avoiding rapid expansion and minimal staff reliance for over a decade. This strategy, however, led to a pivotal moment where the business's success depended entirely on her, prompting her to partner with a TAMP and subsequently more than double her business by focusing on her core strengths.

Listen in as Michelle shares her initial reluctance to enter the financial industry, the pivotal moments that led her to establish her own thriving RIA, and how strategic partnerships with third-party platforms catalyzed significant growth at her firm. You'll hear about how her reputation as a trusted financial guide helped expand her client base, as well as her focus on joy in her work, overcoming management challenges, and boosting revenue without increasing workload.

For show notes and more visit: https://www.kitces.com/369