AJ Ayers is the co-founder of Brooklyn Fi, an RIA based in Brooklyn—but operating as a fully remote business—that oversees $370 million in assets under management for more than 400 client households. What’s unique about AJ is how she and her business partner successfully tackled the hiring, training, and operational challenges of rapidly scaling their advisory firm from the ground up to $5 million in revenue in just seven years. Their strategic approach to systems and processes allowed them to sustain growth while maintaining efficiency and service quality.

Listen in as AJ shares how she and her firm rapidly scaled their advisory business, growing to 14 new clients per month while building a structured training program to onboard advisors in their specialized equity compensation niche. She explains how they leveraged LinkedIn’s Recruiter platform for proactive hiring, developed Gemifi software to streamline equity compensation planning, and implemented a three-part fee model to align revenue with client needs. AJ also reflects on delegating firm operations to reduce her own work schedule, hiring an HR professional to strengthen company culture in a remote environment, and overcoming impostor syndrome by earning niche-relevant certifications and gaining hands-on client experience.

For show notes and more visit: https://www.kitces.com/430

Ali Nasser is the Founder of the Wealth Integration System for Entrepreneurs (WISE), an education and coaching company based out of Houston that works with entrepreneurs facing a liquidity event and trying to figure out what’s next—as well as the financial advisors who serve them. Having built a successful advisory business by helping high-net-worth entrepreneurs align their financial goals with their entrepreneurial mindset, even when it conflicted with traditional financial planning advice, Ali's approach was so effective that he eventually sold his advisory firm to focus exclusively on coaching and consulting services for entrepreneurs.

Listen in as he explains how he helps entrepreneurs manage concentration risk, overcome reluctance to invest outside their business, and address lingering financial scarcity mindsets despite their significant wealth. You'll hear about his journey from advisory firm owner to full-time coach, the challenges of ensuring a team delivers a consistent, high-level client experience, and why he ultimately decided to focus on empowering business owners and the advisors who serve them.

For show notes and more visit: https://www.kitces.com/429

Lorie Jones is the Wealth Manager at Fearless Financial Advisors, a DBA of hybrid advisory firm Fidelis Wealth Advisors based out of Colorado, where she oversees $30 million in assets under management for 88 households. What sets Lorie apart is how she maximized the capabilities of Salesforce CRM—typically used by larger firms due to its advanced features and higher cost—to streamline processes and workflows while working at a mid-sized advisory firm without the need for costly Salesforce developers, demonstrating how a well-optimized CRM can enhance efficiency across the firm.

Listen in as Lorie shares how she leverages Salesforce’s "clicks not code" functionality to create custom automations—such as her innovative "magic buttons"—that streamline firm operations, from client onboarding to money movements. She also discusses her journey from an administrative role to firm partner, her transition into full-time advising to focus on serving high-net-worth women, and how she overcame the challenges of launching her own practice. Lorie also reflects on balancing earning her CFP and MBA while raising five children, how starting a podcast helped her gain confidence in prospecting, and why learning from mentors empowered her to take bold career risks.

For show notes and more visit: https://www.kitces.com/428