Next Mile

Episode 112: This week, Kyle Van Pelt talks with Jason Wenk, Founder and CEO of Altruist. Jason has lived and breathed the financial services industry over the last 20 years as a financial advisor, investment systems developer, analyst, and founder. Jason shares his journey from humble beginnings to building some of the fastest-growing RIAs. From his early days at Morgan Stanley to pioneering digital marketing for his own RIAs, Jason discusses the innovations that led to the founding of Altruist. Jason also explores the power of content and why social media platforms are today's hub for advisor growth. In this episode: (00:00) - Intro (02:44) - Jason's money moment (05:21) - From intern to industry disruptor: Jason’s path to building two RIAs (13:56) - Jason's digital marketing playbook (17:38) - Where attention is won: YouTube, TikTok, referrals, and more (25:02) - Why offline marketing still crushes in 2025 (28:05) - The pain points that led Jason to create Altruist (34:12) - How Altruist is using AI to transform advisor workflows (43:06) - Jason's Milemarker Minute Key Takeaways Leverage digital marketing. Blogging and creating videos on social media build authority and trust. Play the long game. Social media platforms can drive billions in new business. But when they eventually get crowded, differentiation comes from client experience and outcomes, not just marketing tactics. Know your audience. AI and SEO shifts may impact younger investors, but retirement-age clients still search the old-fashioned way. Tailor your approach to the people you want to reach. Consistency wins. Whether it's local seminars, radio shows, or social media content, firms that pick a lane and execute with discipline tend to outpace the rest. Quotes "A lot of our fastest-growing advisors are using YouTube as their primary mechanism to be in front of new clients. We have a few who are using social media, so they're active on X, some are heavy on LinkedIn, and we're starting to see some who are actually doing decent volume from TikTok." ~ Jason Wenk "Our generation is open about how and what we do. We all have an abundance mindset, and we share and love celebrating everybody else's wins." ~ Jason Wenk "In a world where it'll be nearly impossible to be different and unique based on your content, what you actually deliver will matter a lot more. Driving the best outcomes and the best experience will become a differentiator. " ~ Jason Wenk Links  Jason Wenk on LinkedIn Altruist Morgan Stanley AI Assistance - Altruist Elon  Musk Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 111: This week, Kyle Van Pelt talks with Ian Wenik, Editor at Citywire and one of the sharpest reporters covering the RIA space. While many firms rely on market performance to maintain their numbers, Ian sheds light on what truly differentiates the fastest-growing RIAs. From niche strategies and referral networks to the big M&A moves reshaping the industry, Ian shares insights from Citywire's 50 Growers Across America and why organic growth is the real differentiator. He also unpacks the pressures of private equity ownership, the challenges of succession, and what the endgame looks like for mega firms. In this episode: (00:00) - Intro (01:46) - Ian's money moment (04:01) - What sets the fastest-growing RIAs apart (07:55) - The future of inorganic growth and M&A trends (10:45) - The challenges of the IPO market for large RIAs (17:15) - Why Ian compares the industry to a fancy beach house (22:06) - Innovative growth programs and strategies (24:19) - Challenges for America's fastest-growing RIAs (25:47) - Ian's thoughts about trends and the  future of the industry (31:17) - Ian's Milemarker Minute Key Takeaways Organic growth is harder—but more sustainable—than most advisors realize. Many RIAs rely heavily on market appreciation to appear successful, but Ian underscores that true, organic growth takes significant investment and intentional strategy. The fastest-growing firms often succeed by identifying niche markets, building strong referral networks, and developing internal training programs to cultivate talent from within. Talent is the real differentiator (and how you develop and retain it). In a competitive, consolidating market, your ability to recruit, train, and retain top talent matters more than ever. Firms that provide clear career paths, equity ownership, and operational roles for junior staff—not just rainmakers—will be best positioned for long-term success. Quotes "Momentum generates momentum. Deals generate deals. Once you have a track record of being able to integrate a firm, keep clients on board, and keep the advisors happy, you're going to have those bankers who handle sell-side engagements trust you with more deals." ~ Ian Wenik "What's driving so much of the M&A in the industry right now is time. A lot of the big firms sell because they have succession planning needs. Or if you're already an institutionally-backed firm, you're in the market because you're a private equity owner, and you have an expiration on that play clock." ~ Ian Wenik "The dirty secret of the RIA industry is that many firms don't grow at all. They don't grow organically. It's the market appreciation that's propping them up." ~ Ian Wenik Links  Ian Wenik on LinkedIn Citywire Newsday The Deal Alex Steger Alec Rich Carson Group Hightower Advisors Wealth Advisor Solutions Schwab Advisor Network FINTRX Ulrich Investment Consultants Allworth Financial Wealth Enhancement Creative Planning CI Financial Corient LPL Financial Cetera Financial Group Osaic The Unlock Michael Batnick Moneta Group Alaska Wealth Advisors Angie Herbers Cerity Partners Genstar Capital Steward Partners Morgan Stanley Merrill Lynch UBS Goldman Sachs Summit Trail Advisors BBR Partners Ameriprise Financial Edelman Financial Engines Mariner Wealth Advisors Savvy Wealth Dakota Wealth Management The Fund Great Leap Forward Mao's Great Famine Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube

Episode 110: This week, Kyle Van Pelt talks with Kevin Knull, CEO of TaxStatus. With more than 30 years in financial services and fintech, Kevin has led growth and innovation at companies like MoneyGuidePro, YCharts, Symetra Financial, and Hartford Leaders. Throughout his career, he's been dedicated to advancing the industry by helping advisors deliver smarter, higher-quality advice to their clients. Kevin talks about how TaxStatus leverages access to IRS data to help financial advisors get a complete picture of a client's financial life. He explores the opportunities this presents for organic growth, building relationships with COIs, and providing better, more holistic advice. From his early days in the U.S. Coast Guard to leading FinTech and advisory firms, Kevin shares how his career has been fueled by one mission: delivering better advice and better outcomes. In this episode: (00:00) - Intro (02:01) - Kevin's money moment (04:42) - Why "better advice, better outcomes" is harder than it looks (06:15) - How tax data can serve as the foundation for holistic advice (09:27) - How TaxStatus can access clients’ IRS data (11:13) - Consent, compliance, and how advisors can use IRS data responsibly (13:01) - Turning tax data into organic growth opportunities (16:20) - Partnering with CPAs and COIs through smarter data sharing (19:16) - The importance of a standardized process for data collection (24:28) - The role of AI in the future of the industry (31:22) - Kevin's Milemarker Minute Key Takeaways Advice is both an art and a science. Financial planning requires connecting multiple disciplines—tax, investments, estate planning, and risk management—rather than operating in silos. Start with the source of truth. The IRS holds the most complete financial picture of clients. Leveraging that data helps advisors deliver more accurate, holistic advice. Organic growth lives with existing clients. The fastest way to grow isn't always new leads. It's uncovering assets, businesses, and properties that clients already have but haven't disclosed. Data builds trust with COIs. CPAs, attorneys, and other professionals benefit from cleaner, real-time data. Advisors who bring value here strengthen partnerships and referrals. Quotes "There's science and there's art to this industry. And unfortunately, because the industry evolved, each discipline is operated separately." ~ Kevin Knull "The IRS is the source of truth. They have everything. So if you're going to render advice, that's the first place to start." ~ Kevin Knull "Financial planning, investment advice, and wealth management are art and science. Just like insurance and tax, there's a whole lot of gray. That gray is where firms, advisors, and professionals are going to differentiate themselves." ~ Kevin Knull Links  Kevin Knull on LinkedIn TaxStatus Envestnet | MoneyGuide Plaid Yodlee NAPFA Catch-22 Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 109: This week, Kyle Van Pelt talks with Tiffany Irving, Senior Vice President and Wealth Advisor at Mesirow Wealth Management. Tiffany specializes in working with high-net-worth individuals, families, and non-profit organizations by providing comprehensive wealth management advice and customized asset allocation strategies to help them accumulate, grow, protect, and distribute their wealth.  Tiffany shares her work with business owners and her passion for empowering women in finance. From the challenges of working with busy entrepreneurs to navigating wealth transfer and the evolving role of women in financial planning, Tiffany offers valuable insights on preparing, planning, and protecting both personal and business wealth. She also shares her perspective on technology, growth strategies, and the future of consolidation in the RIA space. In this episode: (00:00) - Intro (01:28) - Tiffany's money moment (03:49) - How Tifanny succeeds in communicating with business owners (05:24) - How Mesirow helps business owners (06:54) - Helping business owners prepare, protect, and plan their wealth (09:21) - What it takes to attract the next generation of investors (11:55) - Tiffany's thoughts on the great wealth transfer and women in finance (16:44) - Leveraging technology to serve clients better (18:01) - Mesirow's growth strategies and marketing approaches (19:56) - Tiffany's outlook on the future of the industry (23:38) - Tiffany's thoughts on the consolidation happening in the industry (26:41) - Mesirow's core values (27:56) - Tiffany's Milemarker Minute Key Takeaways Treat your personal wealth like your business, with a strategy to prepare, plan, and protect. Create your board of directors. As a business owner, you shouldn't be the middleman between all of your advisors. Surround yourself with a trusted team of professionals, including attorneys and tax experts, and let them collaborate on your behalf. Educate the next generation. The great wealth transfer is happening now. Get the next generation involved in conversations about the family's financial history, values, and goals. Women are not a niche market. With women living longer and the rise of female breadwinners and business owners, the financial industry is overdue in adapting to serve women. Financial planning is about empathy and understanding the unique goals and concerns of every client, regardless of gender. Quotes "There are a lot of tools in our tool belt as advisors. We just have to remember to educate our clients and let them know what's available." ~ Tiffany Irving "Women are not a niche market. We're over 50% of the population. So, we're trying to make sure that both partners or spouses are engaged and involved in all of our financial discussions." ~ Tiffany Irving "Client demographics are evolving. The next generation is here, and we have to meet them where they are." ~ Tiffany Irving  Links  Tiffany Irving on LinkedIn Mesirow Salesforce eMoney Advisor Holistiplan Charles Schwab Fidelity Investments The God of the Woods Lula Dean's Little Library of Banned Books Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 108: Michael Batnick is the Managing Partner at Ritholtz Wealth Management, where he helps shape one of the most influential RIAs in the country while also co-hosting popular podcasts like Animal Spirits. Known for his candor and curiosity, Michael brings a refreshing perspective to investing, leadership, and the business of advice. This week, Kyle talks with Michael about his winding path into finance—from drifting through college and struggling in sales to finding purpose in markets and mentorship. Michael reflects on the lessons of curiosity, humility, and hiring the right people, while unpacking the challenges of building a sustainable RIA. The conversation spans advisor recruitment, the pull of private equity, operational hurdles, tech frustrations, and AI’s coming role in reshaping client service.  In this episode: (00:00) - Intro (01:17) - Michael's money moment (04:38) - From cold calling to discovering a passion for the markets (10:06) - Michael's hiring philosophy (13:35) - Ritholtz acquisition strategy (14:49) - The influence of private equity on RIAs (19:02) - What makes Ritholtz an excellent choice for advisors (24:28) - What it takes to run support infrastructure for advisors (28:41) - Ritholtz's tech stack (33:30) - Mystery chart challenge (35:56) - Michael's thoughts on AI and the future of the industry (44:14) - Michael's Milemarker Minute Key Takeaways Hire for personality, not just the resume.  Skills can be taught, but finding someone you actually want to work with every day is irreplaceable.  Don't underestimate the power of a strong brand and organic growth. Organic reach and sustainable growth allow firms to hire advisors who are philosophically aligned with their values, rather than those who are simply motivated by an upfront payout. The best advisors are the best listeners. Over-talking is a rookie mistake. Clients value being heard more than being dazzled with facts. AI will make advisors better listeners. Real-time feedback and conversation analysis will help advisors catch missed cues and improve client relationships. Quotes "Things change a lot, they change always, and they change often. And I didn't want to be an expert on an earlier version of the world. The world is a dynamic place, and you need to stay involved in what's going on." ~ Michael Batnick "The job of an advisor is very difficult. It is to be a listener first." ~ Michael Batnick  "Younger advisors tend to oversell and overcommunicate. It's not about you convincing the prospect that you are smarter than they are. The best advisors are the best listeners." ~ Michael Batnick"It's relatively easy to convince clients to give you money. But what's hard is actually executing and implementing and doing the things that you said that you were going to do." ~ Michael Batnick Links  Michael Batnick on LinkedIn Ritholtz Wealth Management Joshua Brown Barry Ritholtz BlackRock Jay Tini Anna Chaiken Nick Maggiulli Salesforce Orion Advisor Solutions Fidelity Investments Charles Schwab Altruist VRGL Wealth.com T3 Conferences Envestnet | MoneyGuide eMoney Advisor The Godfather Animal Spirits Podcast Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 107: Richard Alt is the CEO of Carnegie Investment Council, where he has led the firm through significant growth, including major acquisitions like Eagle Ridge. With more than two decades of experience, Richard is committed to true fiduciary principles—putting clients’ interests first, eliminating conflicts of interest, and helping investors navigate risk with clarity and trust. This week, Kyle talks with Richard about his unconventional path into wealth management, inspired by his grandmother’s financial struggles, and why fiduciary duty drives his work. He unpacks the six key risks investors must navigate, discusses Carnegie’s recent Eagle Ridge acquisition, and highlights how communication and culture underpin successful firm transitions. Richard also shares his perspective on technology, the limits of AI in advising, and why trust and human relationships remain central to helping clients answer the ultimate question: “Am I going to be okay?”. In this episode: (00:00) - Intro (01:34) - Richard's money moment (06:26) - How to identify a trustworthy financial advisor (08:56) - Celebrating Carnegie’s 50th anniversary and lessons from decades of experience (10:44) - The six types of financial risks and how to manage them (15:02) - Inside Carnegie’s recent partnership with Eagle Ridge (18:12) - Why clear communication is the key to successful firm transitions  (22:47) - The surprising origin story behind Carnegie Investment Counsel’s name (25:12) - How Carnegie leverages technology—and why AI won’t replace advisors (30:24) - The biggest challenges facing financial advisors today (33:25) - Richard's Milemarker Minute Key Takeaways Choose fiduciaries, not salespeople. A license doesn’t equal expertise—ask whether your advisor is a fiduciary 100% of the time and committed to putting your interests ahead of their own. Understand the six types of risk. Inflation, market volatility, individual security exposure, government actions, international factors, and regulatory surprises all threaten wealth. Managing these risks requires diversification, discipline, and perspective. Culture and communication drive successful transitions. Whether it’s mergers, acquisitions, or client relationships, clarity of expectations, open communication, and valuing people are what ensure long-term success. Technology is powerful, but trust is irreplaceable. Tools like AI and portfolio software can enhance efficiency, but they cannot replace the human guidance, empathy, and wisdom clients need to confidently answer life’s big financial questions. Quotes "Being in the business for a long time gives us the ability to make good, long-term decisions and avoid the other trap of our industry, which is making emotional decisions that undermine any long-term plan." ~ Richard Alt "Our job is not just picking stocks and putting them in their portfolio. It's managing risk and handholding clients." ~ Richard Alt "Technology has the ability to really improve data, communications, and portfolio design. But it will never be able to take away that human element of looking across the table at somebody and saying, Am I going to be okay?" ~ Richard Alt Links  Richard Alt on LinkedIn Carnegie Investment Counsel Gary Wagner Berkshire Global Advisors Charles Schwab Fidelity Investments Vanguard Good to Great Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 106:  Lacey Shrum, Founder of Smart Kx, is an accomplished professional with a diverse background in law, compliance, and entrepreneurship. At Smart Kx, Lacey applies her extensive experience to drive strategic initiatives and deliver innovative solutions within the legal and technology sectors. This week, Kyle and Lacey do a deep dive into the metric that truly matters for advisory firms—revenue. Lacey shares why AUM can be a vanity metric, how to calculate and use blended rates, and ways to streamline billing for greater efficiency and profitability. They discuss common challenges during firm growth and acquisitions, how average daily balance reconciliation can smooth out revenue volatility, and why automation reduces friction in advisor operations. In this episode: (00:00) - Intro (04:32) - Why protecting revenue matters more than chasing AUM (08:26) - How Smart Kx gathers the data to power its calculations (09:55) - The risks of relying on spreadsheets for billing  (14:17) - Why due diligence on revenue metrics is critical in acquisitions (17:22) - Using Average Daily Balance (ADB) reconciliation for fairer, more transparent billing (22:13) - Lacey's take on the fee structure debate (23:39) - What’s holding RIAs back from adopting automation (27:46) - The key revenue metrics every advisor should track (32:59) - How Smart Kx is leveraging technology and AI (36:07) - Lacey’s predictions for the future of the industry (40:07) - Lacey's Milemarker Minute Key Takeaways Build a true revenue system—not just billing. Go beyond sending invoices. Create a complete revenue framework that combines accurate AUM fee calculations, airtight documentation of every client agreement, and detailed revenue analysis. This holistic view will give you clarity and control over your firm’s financial health. Ditch the spreadsheets for fee management. Spreadsheets are fragile, error-prone, and a single point of failure. Replace them with specialized technology that automates and validates calculations, ensuring accuracy while freeing your team from time-consuming manual work. Do real revenue due diligence in acquisitions. Don’t stop at surface-level metrics. Examine a target firm’s actual revenue drivers—average client size, blended rate, and revenue per client. This will reveal hidden gaps or “potholes” in their billing process and help you plan a smooth integration. Automate to eliminate friction. In a slow-to-adopt industry, actively seek tech that reduces clicks and speeds up payment workflows. The less time you spend chasing revenue, the more time you can invest in serving clients and growing your business. Quotes "Revenue is so important to anybody's business. We are trying to make a profit here, provide for ourselves, and build a business." ~ Lacey Shrum "If you are responsible for signing that ADV and representing your firm in that contract, you have to have some orderly system, or you're just kicking the can down the road of a regulatory and probably litigation nightmare." ~ Lacey Shrum "Advisors are not in the billing business. They're in the business of managing money. So, try to get billing down to the least amount of time possible so you can manage money." ~ Lacey Shrum Links  Lacey Shrum on LinkedIn Smart Kx NFL A Tree Grows in Brooklyn Onboarding New Clients Made Easy with Lacey Shrum Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 105: This week, Kyle Van Pelt talks with Phillip Hamman, President & CEO at Linscomb Wealth (LW). Phillip leads the team in developing and executing the firm's visionary strategies. His leadership extends to serving on the LW Board of Directors, chairing the Executive Committee, and contributing as a voting member of the Investment Committee, reflecting his deep proficiencies in investment advisory, client service, and wealth planning. Kyle and Phillip talk about how hospitality, character, and processes redefine client service. Phillip unpacks the important role that systems and processes play in building a scalable business. He also shares LW's thoughtful approach to succession planning and how leading firms leverage technology to stay ahead.  In this episode: (00:00) - Intro (02:30) - Phillip's money moment (04:53) - How LW guides firms with ambitious plans and goals (06:52) - How kissing frogs relate to growth (09:32) - LW's strategic expansion in the Southeast US (11:50) - LW's organic growth strategy (14:03) - What makes great client service (18:34) - The importance of systems and processes (22:58) - LW's succession planning strategy (27:12) - The role of technology in highly successful firms  (29:48) - Phillip's outlook on the future of the industry (32:27) - Phillip's Milemarker Minute Key Takeaways Marry vision with agility. While setting ambitious, clear strategic goals is crucial, always build in flexibility and an adaptable mindset. Recognize that the market and external circumstances are largely beyond your control.  Practice hospitality. Elevate your client service beyond mere satisfaction. This means actively and deeply listening to your client's unspoken needs and going the extra mile—consistently delivering unexpected 'wow' moments that make them feel exceptionally valued and understood. Character + process = results. When a firm's character and efficient processes are in sync, they create a one-team approach that consistently drives positive results for both the business and its clients. Holistic succession planning. Look beyond just identifying future leaders. Develop robust training and development programs for your next generation of advisors and nurture intergenerational understanding within the firm. Quotes "Be strategic-minded but definitely adaptable because there's so much out there you really can't control." ~ Phillip Hamman "Character plus process equals results. We try to embody that, bringing the values of the firm together every day with this one-team approach that we have for going out and achieving results for clients." ~ Phillip Hamman "If you're going to be a holistic, fee-only fiduciary wealth advisor, the human element will continue to remain just so important. Spend the time to figure out who you are and where you really add value for clients." ~ Phillip Hamman Links  Phillip Hamman on LinkedIn Linscomb Wealth Ryan Patterson Unreasonable Hospitality Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com. Promos

Episode 104: This week, Kyle Van Pelt talks with Steve Reder, Partner & Head of Wealth Management at RWA Wealth Partners. Kyle and Steve talk about the four pillars of generational wealth planning. They discuss how RWA Wealth Partners is a boutique firm of consequence, what that means in practice, and how Steve and his team help clients create lasting legacies through financial planning, investment strategy, tax planning, and estate planning. Steve also shares thoughtful advice on building generational relationships and delivering high-touch, in-house services in a scalable way. In this episode: (00:00) - Intro (01:51) - Steve's money moment (05:23) - What it means to be a boutique firm of consequence (06:18) - The four pillars of generational wealth planning (09:05) - Strategies for engaging kids in family planning meetings (11:07) - In-house tax and estate planning (13:32) - Why RWA rebranded (15:43) - RWA's future model: Recruitment and strategic acquisitions (18:36) - RWA's AUM-based model (23:20) - The indispensable role of human advisors in the age of AI and technology (28:07) - How advisors help successful people navigate the guilt of success (32:03) - RWA's tech stack (36:30) - Steve's thoughts about the future of the industry (38:21) - Roadblocks to full integration and seamless advisor experience (40:50) - What makes a great advisory platform (42:10) - Steve's Milemarker Minute Key Takeaways Clients should see you, the advisor, as the primary source of value—not the technology you use. While tech platforms and planning tools are helpful, over-emphasizing them can commoditize your offering. Integrate them seamlessly, but position your expertise, empathy, and judgment as the core differentiators. Strong client relationships create flexibility and grace, even when mistakes happen. Steve’s own journey began with an advisor who invested deeply in him as a teenager. That kind of trust and emotional connection builds loyalty and long-term impact far beyond any specific financial strategy or return. Effective family meetings and estate conversations start with storytelling and values—not spreadsheets. Clients are often hesitant to disclose financial details to their children, but when advisors help lead with legacy, life lessons, and shared purpose, families become more engaged, and the next generation is more likely to stay connected to the firm. AI and integrated platforms can dramatically boost efficiency, but they must be in service of deeper client interaction. Tools can enhance insight, but human advisors remain irreplaceable—especially in emotionally complex financial decisions. The firms that win will be those that use tech to empower advisors, not diminish their role. Links  Steve Reder on LinkedIn RWA Wealth Partners First Trust Wealth.com Salesforce Orion Advisor Solutions eMoney Advisor Holistiplan All-In Podcast Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube The contents of this podcast are for informational and educational purposes only and are not intended as investment, legal, tax or insurance advice. Please consult with your investment, legal, tax or insurance advisor concerning any specific questions you may have. RWA Wealth Partners would like to clarify that the firm’s Assets Under Management as of 12/31/24 were $17.2 billion with $9.5 billion managed by the Private Wealth division and $7.7 billion managed by the Family Office division. RWA Wealth Partners is not a law firm and does not provide legal services. Tax services are available through a written agreement with our firm’s wholly owned subsidiary, RWA Tax Solutions.

Episode 103:  Brad Shepherd is the President and CEO at Founders Financial, a broker-dealer and RIA dedicated to building purpose-rich, advisor-centric enterprises. With nearly three decades in the industry, Brad blends deep financial expertise with a passionate commitment to helping advisors grow intentional, values-driven practices. His journey from investment rep to executive leader is shaped by strong mentorship, a calling to serve, and a conviction that people—not platforms—drive impact. This week, Kyle and Brad discuss the myth of independence in the financial services industry and the power of interdependence between firms and advisors. They dive into Founders’ unique Strategic Enterprise Program, how to scale while staying true to your mission, and why Brad believes staying small and focused can beat the industry’s race toward consolidation. In this episode: (00:00) - Intro (02:05) - Brad's money moment (06:38) - Brad's transition from advisor to CEO (10:16) - What sets Founders Financial apart (14:08) - Why advisors want to become independent (17:16) - Founders' Strategic Enterprise Program (SEP) (21:59) - What it means to be a purpose-driven, servant-led financial planning firm (25:27) - Simplifying internal complexity (31:07) - Founders' ideal partners (37:16) - Leveraging technology wisely (43:24) - Brad's outlook on the future of the industry (50:39) - Brad's Milemarker Minute Key Takeaways Independence is a myth—embrace interdependence. Brad challenges the industry narrative of independence, arguing that advisors are rarely truly independent and benefit more from authentic partnerships with firms that share their values and vision. Your business is a reflection of who you are. Founders Financial’s Strategic Enterprise Program helps advisors grow with intentionality by focusing on personal vision, values, and leadership—not just platforms and performance. Discipline and clarity create scale. Brad emphasizes the importance of staying focused, saying no to distractions, and aligning every decision with a clear mission. This kind of intentional discipline is what allows firms to scale without sacrificing their identity. Quotes "We actually are not in the independent space. We are in the dependent space. The actual, honest characterization of a relationship between advisors and firms is that we're dependent upon each other." ~ Brad Shepherd "What makes independent advisors great isn't their commodities. It isn't their investment management prowess or their cooler financial plan. It's them." ~ Brad Shepherd "Smart decisions about how you manage and run your business and the right partners to help you do it, using the tools that you now have to the best of their ability, drive the outcomes you seek." ~ Brad Shepherd Links  Brad Shepherd on LinkedIn Founders Financial Michael Brooks Strategic Enterprise Program - Founders Financial Commonwealth Financial Network LPL Financial Docupace Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com. Securities offered through Founders Financial Securities, LLC, Member FINRA/SIPC and Registered Investment Advisor

Episode 102: Carrie Delgott is the President, COO, and CCO at Wescott Financial Advisory Group. With over 25 years in financial services—including two decades at Vanguard—Carrie brings deep expertise to the evolving RIA landscape. At Wescott, she has helped guide the firm through transformative initiatives like B Corp certification, major acquisitions, and the development of their Life-Minded Wealth framework, all while prioritizing employee engagement, client experience, and sustainable scale. This week, Kyle talks with Carrie about how values and vision can power meaningful scale. They dive into Wescott’s journey as a B Corp, their involvement in the Net Positive Consortium, and how their Life-Minded Wealth philosophy puts people—not just portfolios—at the center of everything. Carrie shares lessons from integrating a billion-dollar acquisition, insights on the future of the industry, and why technology, culture, and intentionality are key to building a standout firm in a crowded market. In this episode: (00:00) - Intro (01:48) - Carrie's money moment (04:03) - What B Corp Certification really means (07:21) - Why B Corp matters for RIAs  (09:21) - The Net Positive Consortium and its five pillars (11:45) - What sets Wescott apart (13:09) - Westcott's Life-Minded Wealth philosophy (15:27) - Scaling an RIA with intention (20:32) - Lessons from a $1B acquisition (26:12) - Consolidating tech stacks for growth (29:30) - Carrie’s outlook on the future of wealth management (32:57) - Carrie's Milemarker Minute Key Takeaways Growth is about absorption, not just acquisition. Successfully integrating people and culture is just as important as the deal itself. Without alignment, you lose the opportunity for true scale. Values attract top talent. Wescott’s B Corp status and purpose-driven approach resonate deeply with next-gen advisors who want to do meaningful work. Scale is relative—and evolving. As the industry shifts, even mid-sized firms must rethink what growth looks like and how to build infrastructure that supports it. Quotes "We're not looking to have technology replace that human interaction, but we certainly are looking for it to make us more and more efficient." ~ Carrie Delgott "Acquisitions are not for the faint of heart. Just because you can afford a practice doesn't mean you can absorb a practice." ~ Carrie Delgott "If you're not going to integrate and you're not going to come to some best practices for how you're going to work on behalf of our clients going forward, then you just lost all of the scale and efficiency opportunities." ~ Carrie Delgott Links  Carrie Delgott on LinkedIn Wescott Financial Advisory Group Vanguard Grant Rawdin Net Positive: How Courageous Companies Thrive by Giving More Than They Take Life-Minded Wealth Salesforce The Psychology of Money Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 101: This week, Kyle Van Pelt talks with Nelly Mubashi, CEO of Northwest Asset Management and RIA Innovations. They discuss how advisors can build their own RIA easily and confidently. Nelly also shares her remarkable journey from receptionist to CEO, the importance of culture in growing a company, and how Northwest Asset Management and RIA Innovations can be the launchpad for advisors going independent. In this episode: (00:00) - Intro (01:50) - Nelly's money moment (07:16) - Why Nelly chose the RIA space over larger firms (08:42) - Launching an RIA in the middle of the 2008 financial crisis (10:26) - Maintaining company culture across a growing, remote team (13:25) - Why Nelly offers à la carte services instead of a one-size-fits-all model (15:19) - Designing the tech stack at Northwest Asset Management ( 17:59) - Integrating technology across platforms without chaos (20:35) - Making sense of business data in a multi-platform world (23:36) - The ideal advisor fit for Northwest Asset Management (25:53) - How the firm attracts and retains breakaway advisors (28:27) - What’s next for RIAs: trends, predictions, and a trust company (32:59) - Nelly's Milemarker Minute (35:38) - Nelly’s “why” for founding Northwest Asset Management Key Takeaways Breaking away from a big firm doesn’t mean sacrificing service or professionalism. Advisors often fear that going independent means a downgrade in service or technology. But with the right support model—like the one Nelly has built—advisors can maintain (or even enhance) client experience while gaining freedom and flexibility. Culture is a competitive advantage, even in a remote-first environment. As firms scale and spread out geographically, intentional communication, responsiveness from leadership, and regular team engagement are essential to maintaining a strong, connected culture that supports both staff and advisors. One-size-fits-all platforms limit advisor growth—flexibility is key. Offering à la carte services gives advisors the ability to build the business that works best for them. By avoiding rigid packages and letting advisors customize what they outsource, firms can better serve a wider range of needs and goals. Technology should empower—not complicate—advisor independence. Having a curated but flexible tech stack, paired with an experienced ops team, allows advisors to plug in and focus on clients instead of platforms. Integration and data visibility across systems are essential to scale effectively without losing clarity. Quotes "We're looking for advisors who are simple. They don't take a lot of risk, are easy to manage, and their clients can be scaled up." ~ Nelly Mubashi "When thinking about our services, we're making sure that we are providing the highest level of service and the highest level of technology so that advisors have that great experience. They don't feel like they're getting downgraded because you know they're moving to a small RIA." ~ Nelly Mubashi "I want to make sure that advisors have a platform where they feel comfortable and don't feel too small for someone to pay attention to them." ~ Nelly Mubashi Links  Nelly Mubashi on LinkedIn Northwest Asset Management RIA Innovations U.S. Bank Piper Jaffray (now Piper Sandler) UBS Charles Schwab Fidelity Investments Tamarac Orion Advisor Solutions eMoney Advisor Envestnet | MoneyGuide Holistiplan Nitrogen SS&C Salentica Start with Why by Simon Sinek Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Learn more at Turncast.com.

Episode 100: This week, Kyle Van Pelt talks with Dave Welling, CEO of Mercer Advisors.  With 25 years of experience in wealth management, Dave has an extensive track record of serving clients and helping businesses and people define and achieve the next level of success.  Together, Kyle and Dave unpack the human side of Mercer's incredible growth story, reflecting on how the firm's partnerships have fueled its scale and shaped its culture. From his unlikely entry into the RIA space to overseeing 95+ acquisitions since 2017, Dave shares insights on staying purpose-driven, maintaining empathy, and choosing growth as an integral part of an organization's DNA. In this episode: (00:00) - Intro (01:31) - The journey to Mercer's 100 partnerships (03:17) - Dave's money moment (06:45) - How Dave's past experiences have influenced his present career (11:05) - Why firms choose to partner with Mercer Advisors (14:45) - Mercer Advisors' organic growth strategies (17:11) - Talent attraction and growth as part of Mercer's DNA (19:13) - The continuous journey of improvement (23:51) - Leveraging technology experience on the RIA side (27:49) - The best time to invest in technology solutions (31:06) - The lessons Dave learned from working with Charles Schwab (34:28) - Dave's thoughts about the future of Mercer Advisors (37:34) - The role of AI in orchestrating workflows in the organization (39:36) - Dave’s Milemarker Minute Key Takeaways Don't view growth as merely an outcome but rather as an integral part of your organization's DNA. Foster an environment that encourages individuals to learn, take on new responsibilities, and improve continuously. When pursuing mergers or acquisitions, focus on integrating new teams into the existing structure rather than simply aggregating entities. The goal should be to enhance capabilities, improve client experiences, and create synergistic opportunities for all involved. Before a transaction, engage in deep conversations with potential partners to understand their current challenges, unfulfilled opportunities, and aspirations. Help them determine if a partnership genuinely aligns with their long-term goals and will lead to a better future for their clients and team. View technology as an enabler for scaling your operations and ensuring consistent service delivery. Before implementing new tech, standardize your core processes. Then, invest in platforms that not only support current operations but also allow for significant future growth. Quotes "Growth is part of our DNA. Growth is part of our culture. And the people that thrive here are interested in growing in some way." ~ Dave Welling "The healthiest thing you can do for talented individuals of any age, at any stage of their careers, is provide an environment of growth so people can carve a path and jump into that next opportunity." ~ Dave Welling "Growth isn't just adding assets, adding clients, and getting a bigger AUM number. Growth is just progress." ~ Dave Welling Links  Dave Welling on LinkedIn Mercer Advisors Nitrogen Charles Schwab Black Diamond Wealth Platform Paragon Wealth Strategies The 5 Types of Wealth Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Dave Welling is the Chief Executive Officer at Mercer Advisors. All expressions of opinion reflect the judgment of the author as of the date of publication and are subject to change. Mercer Global Advisors Inc. is registered with the Securities and Exchange Commission and delivers all investment-related services. Mercer Advisors Inc. is a parent company of Mercer Global Advisors Inc. and is not involved with investment services.

Episode 099: This week, Kyle Van Pelt talks with Brian Shenson, Managing Partner and COO at Rise Growth Partners. With more than two decades of experience working with financial professionals, Brian has developed a deep understanding of the business fundamentals and operational aspects of wealth management services. He applies this deep industry expertise and his passion for technology and innovation to help firms extend the reach, impact, and resiliency of their digital solutions. Kyle and Brian explore the evolving landscape of advisor tech and the power of intentional growth. Shenson shares lessons from his journey through Schwab, consulting, and BCG, diving into the challenges firms face with tech sprawl, data integration, and delivering personalized client experiences. They discuss how Rise is helping mid-market RIAs scale with purpose, leverage data more effectively, and build modern platforms that prioritize human connection and operational clarity In this episode: (00:00) - Intro (02:09) - Brian's money moment (05:35) - Brian’s journey from Schwab to Rise (09:57) - What captive firms can learn from independents (and vice versa) (13:43) - Why most RIAs don’t build their own platforms (19:19) - What it really takes to build great fintech (20:54) - The vision behind Rise Growth Partners (23:54) - Accelerating growth with strategy and tech (27:11) - Who Rise is built for (33:20) - Bridging the gap between advice creation and advice execution  (38:35) - The power behind platforms (40:46) - Brian's thoughts on AI, data, and the future of advice (46:20) - Brian's Milemarker Minute Key Takeaways To build advisor platforms that can evolve with changing client and advisor needs, firms must separate the experience layer, business functionality, and data. This foundational architecture is key to long-term flexibility and scalability. As firms grow—especially through M&A—they face a tangled web of tools and data. Middleware isn’t just a tech buzzword; it’s the critical infrastructure that transforms fragmented platforms into cohesive, advisor-friendly experiences. Many firms delay tough integration work in favor of short-term growth. But without intentional platform decisions and cultural alignment, that tech debt builds silently, eventually stalling progress and creating friction at scale. The best firms are redesigning workflows to let advisors spend more time in front of clients and less time in back-office systems. Separating advice creation from advice execution—with the right tools and teams—is a game changer. Quotes "There's a desire to learn and copy the innovations in the independent space because the independents are moving very fast. They're trying things, they're breaking things." ~ Brian Shenson "With Rise, and because of our strategy and attention to getting it right, we're thinking as much about culture fit and platform fit. Those things matter almost as much, if not more than just the math." ~ Brian Shenson  "What Rise is trying to do is back great entrepreneurs who have great businesses that want to have a meaningful impact on the industry. We want to provide them with the capital they need to get there, the expertise to support their journey, and to create an ecosystem of support around them." ~ Brian Shenson Links  Brian Shenson on LinkedIn Rise Growth Partners Charles Schwab Joe Duran United Capital Financial Advisors Boston Consulting Group Envestnet Orion Advisor Solutions The Psychology of Money Sapiens Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube

Episode 098: This week, Kyle Van Pelt talks with Carrie King, Partner and Chief Compliance Officer at UlImann Wealth Partners. A former restaurateur turned finance professional, Carrie brings a service-driven mindset to wealth management—prioritizing simplicity, optimism, and disciplined planning. With over two decades of experience spanning hedge funds, trading desks, and advisory firms, she now helps lead a holistic, client-centered practice that supports families through life’s most complex transitions. Kyle and Carrie discuss how Ullman supports clients through these transitions by staying grounded in simplicity, optimism, and practical discipline. Carrie also discusses the firm’s core values, how they integrate books into company culture, and the evolving role of compliance in an AI-driven world.  In this episode: (00:00) - Intro (02:59) - Carrie's money moment (05:37) - The importance of core values in company culture (09:08) - Reframing compliance through optimism and simplicity (11:02) - Ullmann Wealth Partners' Divorce Advisory Group (12:54) - Building relationships with Centers of Influence (COI) (17:42) - Making complex projects simple (19:30) - What makes a great CRM (23:13) - Ullmann’s tech stack (25:53) - Why texting is such a taboo for regulators (28:04) - Carrie's outlook on the future of the industry (30:46) - Carrie's Milemarker Minute Key Takeaways Building your firm around core principles like discipline, simplicity, optimism, and professional advice isn’t just good branding—it creates a shared language that guides decision-making, shapes culture, and helps clients stay focused during uncertainty. Compliance isn’t just about rules—it’s about protecting clients and building trust. A proactive, optimistic approach to compliance can strengthen your firm’s culture and help you deliver better service across the board. Before adopting new tools like CRMs or AI platforms, prioritize peer insights over sales pitches. Talk to other firms, ask about pitfalls, and be methodical in your rollout—technology should support your process, not disrupt it. When building relationships with centers of influence (COIs), don’t just tell them what you do—show them. Invite them into your client meetings, let them experience your planning firsthand, and trust that authenticity will speak louder than any pitch. Quotes "This business is working with people day in and day out. And when you see that in practice, there's nothing more fulfilling than that." ~ Carrie King "You don't need to do crazy investment strategies, trading options, or all these other things. The most important thing for people is coming up with a financial plan and helping them stick to it, especially in times of turbulence when there are unexpected consequences." ~ Carrie King "The ultimate end goal of compliance is to protect the client—protect them from scams, and protect them from fraud." ~ Carrie King Links  Carrie King on LinkedIn Ullmann Wealth Partners Brian James Glenn Ullmann Landing a Smooth Retirement Move Forward Confidently Patrick Kilbane Caitlin Frederick Getting Things Done Factfulness Jump AI MyRepChat Merrill Lynch Raymond James Wells Fargo Mercer Advisors Creative Planning Hightower Advisors Unreasonable Hospitality An Unfinished Love Story Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 097: This week, Kyle Van Pelt talks with Jason Early, Founder and CEO of RISR, a wealthtech platform helping financial advisors better serve business owners. With a background in financial services, leadership, and fintech, Jason is passionate about solving complex problems and empowering advisors through data, technology, and behavioral insight. Kyle and Jason explore why business owners are often an underserved yet high-potential client segment. Jason shares how RISR equips advisors with the tools and technology needed to navigate the complex needs of these clients—and why now is the time to tap into this fast-growing market. In this episode: (00:00) - Intro (02:40) - Jason's money moment (04:45) - What RISR is all about (06:28) - Key tools and features RISR offers advisors (08:23) - Why so many business owners go without financial advisors  (10:32) - What makes business owners ideal long-term clients (12:44) - How AI powers the RISR platform (16:49) - Prospecting strategies for engaging business owners (18:54) - The growing industry focus on business owners (21:50) - Future trends in financial advising (24:35) - Jason's Milemarker Minute Key Takeaways A large portion of high-net-worth individuals are business owners, yet many don’t work with financial advisors—representing a major growth opportunity. Business owners face unique and often complex financial situations that require more than traditional wealth management—advisors who understand this can deliver outsized value. While business owners may not always have immediate liquidity, their long-term potential makes them ideal clients for strategic, relationship-driven advisors. RISR helps advisors serve this segment by providing smarter data, personalized insights, and tools designed specifically for the challenges business owners face. Quotes "Business owners need better advice, and the advisors that serve them need better tools and technology." ~ Jason Early "Business owners make the best clients for advisors. We need to position advisors with the tools and the technology to be able to serve." ~ Jason Early "68% of millionaires own businesses, and 89% of people worth $30 million or more own businesses. And so, if you are in the advice business, you get paid for the size of the problems you sell. And nobody has bigger problems than business owners." ~ Jason Early Links  Jason Early on LinkedIn RISR McKinsey & Company Be Where Your Feet Are Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 096: In this episode, Kyle Van Pelt talks with Jonathan Blau, President and CEO at Fusion Family Wealth. Known as a “trusted advisor to trusted advisors,” Jonathan brings decades of experience partnering with accounting and law firms to offer comprehensive financial guidance. His approach is grounded in behavioral finance, and he’s known for cutting through complexity with clarity and insight. Kyle and Jonathan talk about behavioral finance, how Fusion Family Wealth disrupts traditional investment strategies, and what it takes to stand out as an independent financial advisor. Jonathan offers a unique perspective on investing, challenging conventional wisdom around risk and safety. He also shares his passion for philanthropy and his work with Sunrise Day Camp, an organization supporting children with cancer and their families. In this episode: (00:00) - Intro (02:05) - Jonathan's money moment (04:08) - Why Jonathan chose to go independent (05:59) - Redefining the investor problem: volatility vs. purchasing power (12:10) - The impact of media on investor decision-making (18:06) - Strategies for organic growth (19:50) - Jonathan's thoughts on the future of the industry (21:14) - Sunrise Day Camp and Jonathan's philanthropic work (23:31) - Jonathan's boating journey (25:45) - Leveraging technology for behavioral finance and coaching at scale (29:28) - Jonathan's Milemarker Minute Key Takeaways Behavioral finance plays a vital role in helping clients stay grounded, especially during market volatility. It empowers them to tune out fear-driven headlines and avoid impulsive, fad-based decisions. As technology and AI reshape the financial landscape, the heart of wealth management remains unchanged: human connection and the behavioral insight that builds long-term trust and value. Great financial advising goes beyond numbers — it’s about understanding people. Advisors must offer not only strategic guidance, but also emotional support as clients face life’s financial complexities. The industry is evolving toward greater flexibility, giving advisors the freedom to work within large firms, operate independently, or design hybrid models that reflect their unique strengths and values. Quotes "Stocks are safe. Real estate is safe. Bonds are risky. We have to tell people something that's both counter-cultural and counterintuitive." ~ Jonathan Blau "Inflation is the disease of money. Bonds are the carriers of the disease." ~  Jonathan Blau "We need to own real assets that have the ability to appreciate and counter inflation, not put assets in paper assets that lead to the diminution of that purchasing power itself." ~ Jonathan Blau Links  Jonathan Blau on LinkedIn Fusion Family Wealth Diamond Consultants Mindy Diamond Merrill Lynch UBS Goldman Sachs Same as Ever How Not To Invest Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com. Promos

Episode 095: This week, Kyle Van Pelt talks with Jimmy Lee. Jimmy is the Founder and CEO of The Wealth Consulting Group. A longtime Las Vegas resident and industry veteran, he champions a holistic, client-first approach to wealth management, blending financial planning, investment strategy, and innovative technology to serve as a personal CFO for his clients. Jimmy shares his early experiences in the brokerage industry and how his perspective shifted towards a more holistic, client-centric approach. He also discusses what it means to serve clients as their personal CFO and how his firm approaches advisor support, succession planning, and scalability. In this episode: (00:00) - Intro (01:57) - Jimmy's money moment (05:35) - How Jimmy became part of Las Vegas' transformation (09:43) - Fee compression vs. service expansion (14:24) - Acting as a client’s CFO vs a traditional family office (18:14) - How to scale high-touch, comprehensive financial services (22:13) - Staying ahead of technology shifts in the advisory industry (24:53) - How The Wealth Consulting Group stays competitive and future-ready (28:49) - Building a platform that empowers and supports independent advisors (34:43) - Jimmy’s transition from advisor to CEO—and the lessons learned (38:59) - The biggest trends reshaping the future of financial services (49:29) - Jimmy's Milemarker Minute Key Takeaways Clients want more than investment advice—they want guidance on taxes, estate planning, health, and lifestyle. Succession planning is human planning: a well-thought-out succession plan is not just about the business, it's about people. Independent advisors may crave autonomy, but they still need back-office support, tech integration, and compliance infrastructure. The right platform can offer both freedom and scale. Portfolio management alone isn't enough. Comprehensive services, like tax, trust, and succession planning, are becoming table stakes for high-net-worth clients. Quotes "The personal CFO concept, to me, is proactively helping clients accomplish their financial goals. And a lot of times, it's not about the portfolio." ~ Jimmy Lee "The best financial advisors get a lot of knowledge about the individual or family situation. Working with advisors sometimes means finding out things about their personal lives sooner than other very close family members do." ~ Jimmy Lee "Our goal is for our clients to call us about any issue regarding their money or financial situation, whether it's something that we could directly handle or not." ~ Jimmy Lee "Five or 10 years from now, it's going to be table stakes to be able to provide a more holistic approach and at least be able to offer that. And if you can't do that in-house, you better be really good as an advisor, having those referral relationships tied up so that you can still offer the service and make it seem like a seamless experience." ~ Jimmy Lee Links  Jimmy Lee on LinkedIn The Wealth Consulting Group Merrill Lynch MassMutual Zappos Michael Kitces Wealth.com LPL Financial  Charles Schwab McKinsey Simple Wealth, Inevitable Wealth Serious Money The Excellent Investment Advisor Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 094: This week, Kyle Van Pelt talks with Jay Tarno. Jay is the COO of Cornerstone Planning Group. A former advisor turned operator, he helped lead Cornerstone’s transition to independence and rapid growth. Jay specializes in scaling operations, building advisor support systems, and leveraging technology to enhance client experience, all while maintaining a people-first, fiduciary approach. Kyle and Jay discuss the risks and rewards of building a tech-forward firm from scratch. From navigating the choppy waters of the 2008 financial crisis to transitioning to independence during the COVID-19 pandemic in 2020, Jay shares his path and the key strategies behind Cornerstone Planning Group's scalable growth. In this episode: (00:00) - Intro (01:31) - Jay's money moment (05:16) - Going independent during the pandemic (07:47) - Building a tech stack from scratch (13:02) - How Cornerstone supports advisors with niche markets (16:42) - What it takes to be a great COO (18:42) - Creating Cornerstone’s service team and its impact on growth (21:51) - Cornerstone's approach to recruiting and developing talent (24:08) - Jay’s outlook on the future of financial advice, tech, and client relationships (26:50) - Jay's Milemarker Minute Key Takeaways Despite launching its RIA during the pandemic, Cornerstone Planning Group thrived, demonstrating the power of adaptability and a strong value proposition. Building a technology foundation from scratch allowed Cornerstone to select best-in-class solutions, enhancing efficiency and the client experience. Cornerstone fosters a culture where advisors with niche markets are empowered and supported alongside more generalist practices. By creating a dedicated service team, Cornerstone has freed up advisors to focus on client relationships and business development, leading to significant revenue growth. Quotes "When you're jumping into a new technology, it's nerve-racking. You have to really dive into it and use it to learn it." ~ Jay Tarno "We like to pride ourselves on technology. We are nimble enough and have the autonomy to choose who we feel is best for us and our clients." ~ Jay Tarno "On the tech side, you're going to have to lean into any tech that's going to improve client experience and make your lives easier. Save on labor costs and save on helping your team just make their work more efficient." ~ Jay Tarno Links  Jay Tarno on LinkedIn Cornerstone Planning Group Carmine Corino Charles Schwab Extreme Ownership Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 093: Terry Parham Jr is the Co-Founder, Wealth Advisor, CFO, and CCO at Innovative Wealth Building. Terry joined the financial services industry in 2011 and has held positions as a Financial Planner, Corporate Trainer, and District Manager. This week, Kyle talks with Terry about the power of referrals and how having a structured approach can lead to exponential growth. Terry shares his strategy, which combines confidence and competence to generate consistent client introductions. They also explore how technology transforms client engagement, onboarding, and financial planning. In this episode: (00:00) - Intro (02:19) - Terry's money moment (04:42) - The role of psychology in Terry's career (06:01) - Why being an educator is crucial to being a financial advisor (12:21) - Terry’s strategy for a "one-of-one" client experience (14:14) - The motivation behind becoming a content creator (15:54) - The importance of communicating via any medium (17:51) - Terry's strategies for simplifying financial concepts (21:24) - How Terry built a referral system from scratch (27:51) - How technology makes IWB a better firm (31:06) - The future of financial advice (33:19) - Terry's Milemarker Minute Key Takeaways Confidence and competence play a key role in gaining client referrals. Asking for referrals in a way that aligns with your personality increases effectiveness. Creating a streamlined process makes it easy for clients to introduce new prospects. Leveraging technology enhances efficiency, from onboarding to financial health assessments. Quotes "Educating is like teaching someone how to fish so they can feed themselves and their family forever." ~ Terry Parham Jr "The biggest thing I learned about getting referrals is that you have to provide value." ~ Terry Parham Jr "By getting referrals from your new clients and then getting referrals from those new clients, you have an unlimited stream of people you can help if you just systematize the process and follow the process." ~ Terry Parham Jr Links  Terry Parham Jr on LinkedIn Innovative Wealth Building Kitces Marketing Summit Kennah Parham Tyler Chavel Coy Baldwin Carman Kubanda Warren Brooks Jennifer Hill fpPathfinder Holistiplan The American College of Financial Services Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.