Paul Saganey is the President and Founder of Integrated Partners, a hybrid RIA based out of Waltham, MA, that manages over $10 billion for 18,000 affluent clients. Paul has managed to generate hyper growth for his firm through strategic alliances with accountants who act as a resource for CPA firms to build out their financial services divisions.
In this episode, Paul details how he built his advisory firm through a robust referral program with CPAs, including the terms of engagement and how they structured client interactions. He also shares why he made the decision to partner with CPAs in particular, and how that partnership has helped him scale and grow to manage fewer clients who are more affluent.
For show notes and more visit: https://www.kitces.com/226
Matt Gulbransen is the President of Pine Grove Financial Group, an RIA based in Minnesota that manages over $550 million for 325 families. Despite the widely held belief that direct mail and educational seminars no longer work, Matt has continued to see positive marketing results from both over the past decade.
In this episode, Matt shares how he uses in-person seminar events geared toward educating people about financial planning and then convincing them to work with him to navigate the many life transitions on the way to retirement. We also talk about how Pine Grove has pivoted from in-person seminars to webinars due to the pandemic, as well as how that has affected their overall conversions.
For show notes and more visit: https://www.kitces.com/225
Amy Mullen is the President of Money Quotient, a company that has developed tools and training to help advisors have more meaningful conversations with their clients. Money Quotient’s offering is unique in that they not only give advisors the tools to help clients achieve their goals, but they also help clients get clarity around what is most important to them so they can create goals they’re motivated to hit—and so the advisor becomes a partner in achieving those goals.
In this episode, we talk about how Money Quotient helps advisors guide their clients to gain self-awareness around their values and how that realization then helps make financial decisions easier for the client. Amy also shares the system that makes Money Quotient so unique and how this system helps advisors leverage the resulting relationship with their clients to create a fully developed client experience.
For show notes and more visit: https://www.kitces.com/224
Marianela Collado is the CEO and majority shareholder of Tobias Financial Advisors, an independent RIA based in Florida that manages over $500 million in AUM for 257 clients. Marianela navigated an accelerated succession plan laid out by the founder of Tobias Financial, and has successfully grown the firm from a one-person operation to a staff of sixteen with an eye towards a subsequent succession plan.
Listen in as Marianela explains why she decided to keep the name Tobias Financial Advisors and how she has created such a great client experience that many clients are eager to refer others to the firm. She also shares how they have built a diverse team of advisors and a support staff that has earned them industry recognition, as well as why a succession plan was essential to making sure the client transition was a smooth and positive experience.
For show notes and more visit: https://www.kitces.com/223