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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.
472 Episodes
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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 a thriving referral engine—receiving 10 to 15 client introductions per week—by teaching clients how to make meaningful connections instead of simply "asking for referrals." You'll learn about the timing and phrasing he uses to normalize referrals during onboarding, how he uses text messaging in this process, and how his firm has adapted as it has added clients across a range of segments. For show notes and more visit: https://www.kitces.com/463
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
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 adult children into collaborative planning conversations, and combines family assets to serve clients who might otherwise fall below her $2 million minimum. She also shares how strategic partnerships with estate planning attorneys and CPAs fueled a 70% increase in AUM in a single year, why nurturing client promoters leads to higher-quality referrals, and how she made the decision to leave her previous firm after it was acquired and start her own business. For show notes and more visit: https://www.kitces.com/472
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 households. Listen in as Dennis shares how his firm built the systems and team structure needed to allow both founders to take five-week sabbaticals without disrupting client service or slowing growth. We also discuss how socializing clients with the full advisory team strengthens their relationship with the firm as a whole, how strategic outsourcing and in-house specialization support scalability, and how hiring a dedicated marketing leader amplified his firm's brand visibility and lead flow. For show notes and more visit: https://www.kitces.com/471
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 manages $500 million in AUM for 120 client households. Listen in as Debra shares how she built a seasonal client service calendar to clearly communicate her team's year-round value, from tax letters and Roth conversion planning to estate strategy and investment deep dives. You'll hear how placing tax and distribution planning at the center of the client experience has generated measurable savings for her clients, how video explanations and structured service delivery reduce pressure during meetings, and how the calendar itself strengthens retention by helping clients see exactly what they're paying for. For show notes and more visit: https://www.kitces.com/470
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 Group, an RIA based in Fort Lauderdale, Florida, overseeing $4 billion for 10,000 client households. Listen in as David shares how he constructs income-focused portfolios using combinations of what he calls "insured options" and "contractual securities", as well as high-dividend equity instruments with a focus on individual securities rather than mutual funds or ETFs. You'll learn how steady cash flow has led to greater client retention in down markets, David's "four keys" to attracting clients, and why narrowing his investment focus (and creating systems to implement it) has ultimately allowed him to serve more families. For show notes and more visit: https://www.kitces.com/469
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 cancer recurrence, selling equity to her COO through a seller-financed loan and preparing other team members for ownership. We also talk about the structured four-meeting process she created to transition clients to new advisors, how she coached her team through readiness conversations, and how transparent communication helped retain nearly all clients through the change. For show notes and more visit: https://www.kitces.com/468
A key part of converting a contact or prospect into a client is an advisor's ability to explain what they offer and to show how they're the right person to solve their pain points. This episode explores how leading with empathy, asking the right questions, and storytelling can help financial advisors turn curiosity into client commitment. Derek Kinney is the founder of Success for Advisors, a speaking and coaching firm that helps financial advisors communicate more effectively with prospects and clients. Listen in as Derek shares how he teaches advisors to open conversations with relatable "You know how..." statements that frame a prospect's problem and position the advisor as the solution (without giving away the fix too soon). You'll learn how using a calm, deliberate speaking style can convey authority and trust, why his "million-dollar questions" uncover what clients really want, and how sharing the successes of current clients in similar situations can move prospects naturally toward engagement. For show notes and more visit: https://www.kitces.com/467
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. Listen in as Morgan shares how she doubled her firm's size in just three and a half years in part by investing ahead of the curve, from hiring before capacity hits a breaking point to rebranding her firm to reflect a broader, growth-oriented vision. You'll learn how she designed clear career paths and compensation models that balance stability with opportunity, why she added a dedicated business development director to fuel new growth, and what helped her stay resilient through challenging growth stages. For show notes and more visit: https://www.kitces.com/466
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 million in AUM for 400 client households. Listen in as Todd shares how he hit a turning point after reaching 350 clients and feeling trapped by success, then built a detailed spreadsheet (included in the show notes) to analyze whether to sell or keep his firm. We talk about how the numbers (and lifestyle considerations) ultimately led him to stay independent, the changes he made to scale sustainably, and how his definition of success has evolved from "more growth" to creating a legacy where others can thrive. For show notes and more visit: https://www.kitces.com/465
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 leaders to strengthen their people systems and firm culture. Listen in as Katie shares how firms can move beyond traditional HR to invest in true people development, building training, mentorship, and advancement pathways that reduce turnover and develop next-generation advisors. You'll learn the key metrics that reveal whether your talent strategy is working, common leadership blind spots, and why the best coaches don't give advice—they draw out the wisdom firm leaders already have. For show notes and more visit: https://www.kitces.com/464
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 helped her find the equity path she was seeking. We talk about how she successfully took over a retiring advisor's book of business, how she achieved a high retention rate in part by refreshing these clients' financial plans and offering deeper tax planning services, and how building her own team has helped her balance career growth with family life. For show notes and more visit: https://www.kitces.com/462
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 advisory firm based in Naperville, Illinois, managing $550 million in AUM for 895 households. Listen in as Zac shares how he positions clients as "engaged partners" by focusing not just on net worth but on "net impact," as well as how he uses working conversations about priorities and passions to uncover giving opportunities. You'll learn how IntentGen tracks and publishes the charitable donations it facilitates to build community trust, why the firm built its pod structure to expand advisor capacity, and how its flat-fee-plus-AUM model supports a wide range of engaged clients. Zac also reflects on hosting community fundraising events, offering personal touches like client phone calls, and why building around generosity has been key to attracting aligned clients and creating lasting impact. For show notes and more visit: https://www.kitces.com/461
While many financial advisory firms seek to move 'upmarket' and serve high-net-worth and ultra-high-net-worth clients, these clients typically require (and often demand) a different level of service—and can benefit from a more integrated experience across legal, tax, and financial domains. For these firms, creating efficient operational systems is paramount, particularly when it comes to the processing and security of their frequent high-dollar transactions. Stephanie Hughes is the CEO of Wiss Family Office, a multi-family office based in Florham Park, New Jersey, that oversees approximately $1 billion in AUM for 220 households. Listen in as Stephanie shares how her firm delivers a "one-stop shop" experience that reduces client stress by consolidating financial, tax, and legal services under one roof. We talk about the importance of integration and internal communication across service lines, the tools her team is building to monitor client activity and prevent fraud, and how internal workflows support the firm's high-volume, high-stakes client transactions. Stephanie also explains the value of being affiliated with a tax firm, and how that connection drives both strong referrals and immediate client trust. For show notes and more visit: https://www.kitces.com/460
Tax planning strategies can fall flat if financial advisors and CPAs aren't working together. Miscommunication, timing issues, and a lack of context can create friction—or worse, lead to missed opportunities or costly mistakes. Steven Jarvis is the CEO of Retirement Tax Services, a tax education and preparation firm that partners with financial advisors across the country to better serve their clients. Listen in as Steven explains how advisors can build trust with CPAs through proactive communication—not just sending over forms during tax season, but also giving context to planning decisions, providing year-end summaries, and getting ahead of major moves like Roth conversions or Qualified Charitable Distributions. You'll learn how aligning with CPAs as collaborative decision-makers can lead to better returns for clients and the potential for cross-referrals, and why timing conversations around a CPA's calendar matters. For show notes and more visit: https://www.kitces.com/459
Given the high stakes involved (and the desire to provide high-quality service) when working with clients, it can be tempting for financial advisors to lean into perfectionist tendencies. However, doing so can sometimes lead to overwork and potentially burnout, particularly as a firm grows over time. Lisa Brown is the President of Greenwood Gearhart, an RIA based in Fayetteville, Arkansas, managing $1.8 billion in AUM for 1,070 households. In this episode, Lisa shares how her firm's early culture of "urgent perfectionism" led to overwork amongst firm leaders and team members alike, and why she developed a new leadership mantra: "calm excellence." Listen in as we talk about how Greenwood Gearhart redesigned workflows to reduce team burnout, eliminated meetings and ensured those that remained focused on high-leverage activities, and created the conditions for sustainable growth—for clients, teams, and firm leaders alike. For show notes and more visit: https://www.kitces.com/458
While many financial advisors begin with dollars and data, today's guest believes the path to long-term client relationships starts with one powerful question: What brings you joy? By focusing on leading with purpose and values, he has grown a $200M firm and attracted clients who align with his philosophy. Larry Sprung is the founder of Mitlin Financial, an advisory firm based in Hauppauge, New York, and affiliated with Carson Group, that serves 200 client households. In this episode, he shares how he begins prospect meetings with open-ended "joy" questions to set a nonjudgmental tone and show prospects that his firm is focused on their well-being, not just their finances. Listen in to learn how Larry has built trust before prospects ever book a call, how his values-first mindset has led to a loyal client base, and how he's now intentionally scaling after years of running a lifestyle practice. For show notes and more visit: https://www.kitces.com/457
Scaling a solo advisory firm into a thriving team-based business takes more than strong systems—it takes a shared sense of purpose and values that guide every decision. This episode explores how one advisor used a living "Blueprint" to align her team, empower her staff, and create a consistent, values-driven client experience. Hilary Hendershott is the founder of Hendershott Wealth Management, an RIA based in San Jose, California, overseeing $260 million in AUM for 150 client households. Listen in as she shares how her firm's "Blueprint" (anchored by individual callings, an ultimate intent, and a firm-wide promise to create safety and openness) shapes internal culture and client communication alike. You'll learn how this document differs from a traditional mission statement, how it evolves with team input, and how it supports key business decisions. For show notes and more visit: https://www.kitces.com/456
Executive pay packages are complicated—which often leads to these individuals leaving money on the table. From equity negotiations to non-compete clauses, the right financial advisor can help clients fight for what they're worth. In this episode, we dig into how advisors can create real value for their clients during career transitions. Emily Shacklett is a Managing Director at Fairport Wealth, a practice within Hightower Advisors that manages $4.8 billion in AUM for 2,000 households. Listen in as Emily shares how she guides executives through every aspect of their compensation package, from salary and bonuses to stock options and workplace flexibility. We also talk about how she also offers value by determining when these clients would benefit from coordinating with an attorney (and having a list of vetted partners ready when they do), how she conducts educational events targeted at individuals who fit her ideal client profile, and her own path to leadership in her practice. For show notes and more visit: https://www.kitces.com/455
Behavioral finance is often viewed as abstract but it can be a powerful, practical tool for helping clients make better decisions and build lives that align with what matters most. This episode explores how applying behavioral insights and positive psychology can deepen client relationships and drive more meaningful planning conversations. Dr. Daniel Crosby is the Chief Behavioral Officer at Orion, a technology platform serving financial advisors. Listen in as Daniel shares how he's turned complex behavioral concepts into usable advisor tools, including a "money personality" framework and a flourishing goals assessment. We talk about why understanding where clients fall on five key money dimensions - like communication style or spending vs. saving - can help reduce judgment and improve client outcomes, and how identifying gaps between what clients value and how they feel they're doing in life can spark more relevant financial goals. Daniel also reflects on why advisors must examine their own money beliefs and blind spots, and how practicing nonjudgmental listening may be the most powerful behavioral tool of all. For show notes and more visit: https://www.kitces.com/454
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Great insights on financial strategy and advisor success! I recently explored some complementary tips on effective money management and banking at ktonline.my that really broadened my perspective. Looking forward to more valuable discussions
1:24 around here he mentioned if an advisor had a "no quit" mindset, it takes several years but you'll come out just great on the other end. Good words to hear as I enter year 2. Thanks for the reminder.
another excellent interview.