The Financial Advisor Success podcast brings you real success stories and insights from the most successful financial advisors, and leading industry consultants, about how to take your advisory business to the next level. Get a glimpse of what it's like behind the scenes building a successful advisory business, and how entrepreneurial advisors navigate the inevitable highs, and lows, of growing a firm. Whether you're a new financial advisor trying to get started on the right foot, or an experienced advisor who's hit a wall, we're here to give you the insights and inspiration you need to break through and reach the level of success you want to achieve. Subscribe to the show, and get even more at the leading industry blog Nerd's Eye View at www.Kitces.com.
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For high-net-worth clients, financial planning is often not just about managing their money during their lifetimes, but also a matter of preparing the next generation to inherit family wealth. Which suggests that meeting with clients' children can both offer value for current clients and also begin a relationship with the next generation that could last for decades to come. Liz Miller is the founder of Summit Place Financial Advisors, a $300M firm she built by focusing on deep relationships and ...
For financial advisors, it might seem intuitive to spend time with prospects explaining the value they can offer. However, doing most of the talking can leave prospects unsure whether the advisor truly understands their needs, potentially discouraging them from becoming a client. In this episode, we welcome Sara Grillo, a marketing specialist for financial advisors, to discuss how focusing less on an advisor's expertise and more on what their prospects are truly worried about can lead to winning...
How do you scale a financial advisory firm to 40+ staff and $630M AUM in just a few years without breaking your hiring, culture, or client experience? In this episode, you'll hear about the hiring and marketing strategies fueling this kind of growth and how being open about a firm's values can lead to greater retention of both clients and team members. Joe Schmitz Jr. is the founder of Peak Retirement Planning, a hybrid advisory firm based in Columbus, Ohio, that oversees $630 million in assets ...
Growing a client base from the hundreds into the thousands requires both tech and talent. Today's guest discusses how she's done both in order to serve more than 3,000 advice-only clients over the past three years. Lori Atwood is the founder of Fearless Finance. In this episode, she shares why she built her own internal planning software platform to meet the needs of her ideal target clients, how her "hub-and-spoke" advisor structure helps maintain culture and consistency across her firm, and ho...
What does it take to scale an advisory firm from a small practice into a true enterprise? Today's episode offers a deep look at what really happens as firms grow into multi-billion-dollar businesses, including hiring strategies, leadership team growth, and equity strucutres for employees. Lisa Crafford is the Head of Advisory at Constellation Wealth Capital, and she joins the show today to discuss the importance of the human resources function for growing firms, how advisory firm leaders can sta...
While financial advisors and their clients often focus on creating a succesful retirement income plan, a successful, meaningful retirement goes well beyond dollars and cents. In this episode, we dive into the deeper side of the retirement transition and why many high-performing professionals (including financial advisors) underestimate the psychological shift that comes with leaving a decades-long career. Michael Kay is a retired financial advisor and a current life coach and author, and joins t...
At some point, firm founders often find that their time is divided between attracting new clients and serving current ones (and running their business). This episode explores how it's possible to delegate technical work to a centralized planning team, segment clients by revenue, and leverage asynchronous communication tools to create client touchpoints while devoting significant time to closing new clients. Jake Falcon, founder of Falcon Wealth Advisors, has built a $1 billion advisory firm for ...
What does it take to close a high-net-worth client in the very first meeting? For Erin Botsford, the answer is for an advisor to position themselves as a risk expert and to create a sense of urgency to act in the prospects' minds. Erin is the founder of The Advisor Authority, and has developed a step-by-step formula for advisors to close more upmarket clients faster. She joins the show today to share how advisors can create positive first impressions by creating a "founders video", help prospect...
What if just the 10 'right' people seeing your content could grow your firm faster than 10,000 random viewers? Growing an advisory firm doesn't always require reaching the largest audience. In many cases, the right audience—clearly defined and intentionally engaged—can be far more powerful than broad visibility. Justin Brownlee has built a $500 million RIA serving just 75 households by targeting a specific niche and using LinkedIn with intention. In this episode, we break down how he created foc...
Reaching next-generation clients at scale often requires rethinking how financial planning is built, priced, and delivered. This episode explores how a tech-forward, flat-fee model can expand access to planning, create a consistent client experience, and unlock new growth channels both through direct-to-consumer marketing and partnerships with other advisory firms. Adam Dell is the founder of Domain Money, an RIA that operates virtually nationwide, serving 1,400 clients and expecting to generate...
Search has changed—and so has the way advisory firms can earn visibility online. This episode explores how early investments in SEO can compound over time, how today's "findability" now includes AI tools like ChatGPT, and what it takes to build a marketing engine that not only attracts the right prospects, but also supports sustainable firm growth for the long haul. Helen Stephens is the founder of Aspen Wealth Management, an RIA based in Fort Worth, Texas, that oversees $670 million in assets u...
Scaling an advisory firm is often framed as a tradeoff - more clients and complexity in exchange for less time and flexibility. This episode explores how advisors can grow in a way that protects the lifestyle they want. Andy Panko is the owner of Tenon Financial, an RIA based in Metuchen, New Jersey, that oversees $323 million in assets under management for 105 client households. He joins the show today to share why he chose to hire two additional advisors (even though his solo practice already ...
Most advisory marketing doesn't fail because advisors aren't trying—it fails because the funnel breaks in predictable places, leaving great content and good intentions without a clear path to consistent leads. This episode explores the most common "break points" in advisor marketing funnels, as well as what it takes to build a strategy that attracts the right prospects, communicates value quickly, and makes it easy for prospects to take the next step towards becoming a client. Kendra Wright is t...
While Artificial intelligence (AI) tools offer financial advisors the prospect of greater operational efficiency, the real opportunity goes beyond saving time. This episode explores practical ways advisors can use AI not only to streamline workflows, but also to elevate the client experience with clearer insights, stronger storytelling, and deliverables that make a firm's value instantly tangible to prospects and clients. Christopher Haigh is the CEO of Iconoclastic Capital, an RIA based in Roch...
Building an advisory firm that can outlast its founder often requires challenging decisions, especially for entrepreneurs who intentionally left prior partnerships to lead a firm on their own. This episode explores what it looks like to design succession on your own terms, balance growth with cultural clarity, and make partnership, hiring, and operating-system choices that can lead to sustainable growth. Kathy Longo is the founder of Flourish Wealth Management, an RIA based in Edina, Minnesota, ...
Tax planning has become an integral part of a comprehensive financial planning service offering and a way for advisors to offer hard-dollar value for their clients. In this episode, we explore how integrating tax preparation, proactive tax planning, and outside tax expertise can deepen client value, diversify revenue, and accelerate firm growth. Erik Brenner is the CEO of Hilltop Wealth and Tax Solutions, an RIA based in Mishawaka, Indiana, overseeing approximately $600 million in AUM for 830 cl...
Serving ultra-high-net-worth families requires more than technical expertise. It demands deep attention to detail, a strong supporting team, and a planning approach capable of navigating complex tax, estate, and investment structures. This episode explores what it really takes for advisors to successfully move 'upmarket' and support clients whose financial lives involve high stakes, fast-moving parts, and opportunities measured in millions. Blair duQuesnay is a Lead Advisor at Ritholtz Wealth Ma...
Amidst speculation that Artificial Intelligence-powered software could take business from human advisors, some of the most meaningful work advisors do involves something software can't replicate: deep human-to-human connection. This episode explores how life planning, active listening, and values-based discovery can help clients articulate what truly matters and achieve a sense of freedom that goes beyond financial outcomes. George Kinder is the founder of the Kinder Institute of Life Planning, ...
Multigenerational planning isn't just about retaining assets after a wealth transfer. When done well, it becomes a powerful way to elevate service, improve family communication, and drive meaningful growth today. Carli Smith, founder of Signal Wealth Advisors, has built her practice in part by engaging entire family units—not just individual clients. In this episode, she explains how she navigates the tax and estate implications of inherited IRAs and taxable accounts, invites aging parents and a...
Building a firm that can thrive without its founders being constantly "on" requires far more than revenue growth. It takes intentional infrastructure, deep team trust, and long-term thinking. This episode explores how designing a business that doesn't depend on any single individual can create both freedom for the founders and stability for clients. Dennis Morton is the co-founder of Morton Brown Family Wealth, an RIA based in Allentown, Pennsylvania, overseeing $475 million in AUM for 275 house...
Clients often don't fully realize the depth of value their advisory team provides—unless that value is clearly articulated and demonstrated throughout the year. This episode explores how a thoughtfully designed client service calendar can both strengthen client retention and increase new client conversions by making financial planning and tax strategy more visible and tangible. Debra Taylor serves as Managing Partner of Carson Wealth Franklin Lakes, a practice within the RIA Carson Wealth that m...
Income-focused investing may seem old-school in a world dominated by total-return portfolios and model ETF allocations—but for some retirees, predictable cash flow is the key to peace of mind. This episode explores how a differentiated investment philosophy, rooted in individual income-producing securities, can become a powerful engine for both client trust and firm growth. David Scranton is the CEO of Sound Income Strategies, an RIA based in Fort Lauderdale, Florida, overseeing $4 billion for 1...
Succession planning is rarely easy, but when life circumstances accelerate the timeline, it requires courage, clarity, and deep trust in your team. This episode explores how to manage an ownership and client transition with empathy, structure, and transparency. KayDee Cole is the founder of Clarity Wealth Development, an RIA based in Corvallis, Oregon, that manages $200 million in AUM for 220 client households. Listen in as KayDee shares how she navigated an expedited succession plan after a can...
This episode features Derek Kinney discussing how financial advisors can refine their communication to attract and convert affluent prospects. He introduces the "You Know How" statement to instantly connect with client pain points, emphasizes the importance of specialization over general advising, and outlines a structured approach for initial client visits, including "million-dollar questions" and the art of "stirring" rather than "solving" problems upfront. Derek also shares insights on transparent fee discussions, post-visit follow-up, and his journey from building and selling an advisory practice to coaching others on effective business development strategies.
Growth rarely comes without sacrifice—and for many advisory firm owners, that means making bold investments that might pinch margins today to create momentum for tomorrow. This episode explores how strategic hiring, branding, and compensation design can help accelerate growth while building a stronger, more scalable team. Morgan Nichols is the CEO of LifeBranch Wealth Partners, an independent broker-dealer practice based in Grapevine, Texas, overseeing $630 million in AUM for 830 households. Lis...
In an environment where there is no shortage of external acquirors, many RIA founders receive regular inbound inquiries from potential suitors. While the compensation from such deals (and the ability to shrink the administrative burdens they face) might be tempting, these offers can be weighed against a desire to grow independently and perhaps pass it on to the next generation. Todd Pisarczyk is the founder of Momentous Wealth Management, an RIA based in Vancouver, Washington that manages $400 m...
Attracting and retaining top talent is one of the greatest challenges for growing advisory firms. As teams expand, success depends not just on recruiting, but on creating a culture where people feel valued, supported, and empowered to grow. This episode explores how intentional talent development and leadership coaching can help firms build thriving, future-ready teams. Katie Calagui is the owner of Katie Calagui Consulting, a coaching and consulting firm that partners with financial planning le...
While many advisors seek client referrals, an intentional approach can lead to a steadier flow of leads. Today's guest breaks down how coaching clients on making introductions and small communication tweaks can turn satisfied clients into proactive advocates, driving steady, qualified opportunities week after week. David Stevens is the President of Stevens Capital Partners, an RIA based in Omaha, Nebraska, managing $500 million in AUM for 475 households. Listen in as David shares how he's built ...
Finding the right firm fit (and a well-defined path to partnership) can take time—and sometimes, the courage to start over. From wirehouse beginnings to RIA partnership, Maggie Rapplean's journey shows how clarity, persistence, and the right environment can open the door to both ownership and balance. Maggie is a Partner at Moneta Group, an RIA based in St. Louis, Missouri, where she oversees $250 million in AUM for 108 client households. Listen in as she shares how her career transitions have h...
Crafting a charitable giving strategy isn't just about tax efficiency—it's a way for clients to define the deeper purpose of their wealth. When advisors center generosity in both planning conversations and firm culture, they can strengthen relationships and attract values-driven clients. This episode explores how integrating charitable intent into financial planning not only expands impact, but also fuels practice growth. Zac Larson is the co-founder of IntentGen Financial Partners, a hybrid adv...
