Explore every episode of the podcast Between Now and Success

Guest: Sean Wing, the Founder and CEO of Wing.

In a nutshell: How often do you provide high-value financial advice to your clients?

Monthly? Quarterly? Annually?

But ... how often do their lives change?

How often do their feelings about their money shift?

How often are they nervously staring at market drips and trade wars on social media wondering, "Am I OK?"

If you're waiting around for your clients to call you every time they're pondering a career change or confused about a new tax law, then your process might be too static, too reactive.

Increasingly, AI will try fill that void in your workflow and your workforce. But advisors who embrace what I call the "human plus" model can use AI to enhance their client experience and take advantage of year-round opportunities to demonstrate your true value as a coach and decision partner.

On today's episode, Sean Wing explains why he set out to build a "Google Maps for your financial life." Sean and I also discuss whether AI will compress human advisor compensation or elevate the human relationship into a luxury service.

Sometimes you have to write the book you want to read.

As the 2008 financial crisis was beginning to drag millions of homeowners underwater, Joseph Moore took a personal finance class at his church. He realized that conventional wisdom about renting versus owning had put his family in a dangerous spot.

"We sold our house on a Saturday," Joseph remembers. "Our neighbor put her house on the market the next Saturday. It never sold. We were the last two people off the Financial Titanic in 2008."

Then a light went on in Joseph's historian brain. He wasn't the only person who followed advice like "renting is throwing away money" to poor financial decisions. But while there are countless biographies about the Rockefellers  of the world, no one writes books about the folks on Main Street and the strategies that have -- and haven't -- helped them build wealth throughout history.

Joseph spent the next ten years writing that book, the national bestseller How to Get Rich in American History: 300 Years of Financial Advice That Worked and Didn't.

On today's show, Joseph and I unpack three centuries of economic booms, busts, and shifting paradigms that have defined how Americans think about growing their money.

Financial advisors are standing at the intersection of several historic, tectonic shifts. Over the next decade, we are poised to witness a staggering $124 trillion transfer of wealth. Simultaneously, the industry could be facing an unprecedented talent shortage, due in large part to aging boomers stepping away from their companies. And then there's the rise of AI, whose rapid advances are rocking the markets and advisors' value.

Many folks I talk to believe this convergence of variables has put the whole industry on shaky ground. But today's guest shares my view that while this might be a bad time to be a good advisor, it's a great time to be a great advisor, especially if you're willing to reposition your value prop from money management to high-EQ, high-end financial coaching.

My guest today is John Bowen, the Founder and CEO of CEG Worldwide. John and I discuss how advisors can capitalize on the industry's massive demographic and technological shifts. We also talk about John's new book with Dan Sullivan, The Greater Game, which explores why a small fraction of entrepreneurs achieve exponential success and the vast majority get stuck on plateaus.

To borrow a phrase from recent podcast guest Alan Smith, financial advisors are facing "a Spotify moment."

Just as streaming upended the traditional music business of selling records and put a premium on the live concert experience, AI is commoditizing traditional money management and raising the value of ...

Well, what exactly?

What is the financial advisor's equivalent of a live concert? What is that high-end experience that your prospects and clients will want to keep paying for? And how can you reframe your business around that experience so that it's replicable and scalable?

On today's show, I'm joined by Duncan MacPherson, the CEO of Pareto Systems. We discuss why Duncan firmly believes that the next five to ten years will be the absolute best time in history to be a financial advisor -- as long as you're willing to adapt and evolve.

In the early 1980s, Al Ries and Jack Trout published the seminal marketing book Positioning: The Battle For Your Mind. They argued that marketing wasn't simply about products or services; it was about capturing a specific space in the consumer's mind. Think of Volvo and you immediately think of "safety." Think of Walmart and you think, "Low prices." If you want "fast food" you'll probably start looking for the nearest McDonald's.

These principles of brand positioning still endure. For most people, Google is "search," Amazon is "shopping," and Apple is "cool tech." And these "spaces" can be powerful enough to cut across fragmented marketing channels.

So, "what" are you as a financial advisor?

What "space" does your firm occupy in your ideal client's mind?

And how can you differentiate that space and highlight your unique value proposition?

On today's show, I discuss the latest marketing trends with John Scianna, the Founder of Objective Brand. Whether you are a solo advisor struggling to stand out in a crowded marketplace or a billion-dollar firm trying to unify your corporate messaging, this conversation is a masterclass in building a modern brand.

Are you sure?

And, perhaps more importantly, are your clients?

In an increasingly polarized world, folks are becoming more and more dug-in about what they believe to be true. But an "either/or" mentality can lock out important data when we're weighing complex, real-life challenges. And when we value being "right" above all else, we may fail to recognize that not every challenge is a problem we can solve.

Often, what we're really confronting are polarities: a pair of opposing, interdependent values, wants, or priorities that are in a constant tug-of-war for our attention and resources.

On today's show, I talk to Kelly Lewis, the Founder of the Lewis Leadership Group and the co-author of Navigating Polarities: Using Both/And Thinking to Lead Transformation. Kelly explains why recognizing the difference between a problem to be solved and a polarity to be navigated is key to expanding a leader's capacity for complexity. We unpack the mechanics of "both/and" thinking and explore how understanding these dynamics can help leaders avoid the whiplash of pendulum swings and leverage the upside of opposing forces.

Organic growth has been stalling for years. AI is compressing basic money management into a commodity. And in this uncertain economic environment, where even the reliability of the 60/40 portfolio is in flux, advisors can't just count on long bull runs to keep their bottom lines up and their clients happy.

To blast off this plateau, advisors must fundamentally rethink how they train their teams, whom they target as clients, and how they actually deliver advice.

On today's show, I talk to Jamie Hopkins, CEO of Bryn Mawr Trust Advisors LLC and Chief Wealth Officer of Bryn Mawr Trust, about how advisors should be adjusting to the realities of this new era. We discus why the "apprenticeship" model of training young advisors is driving away top talent, why business exit planning will be the single greatest organic growth engine over the next 15 years, and why the ultimate metric of a successful financial plan is the client's happiness.

We also discuss Jamie's new book, Your Retirement Sketchbook, and how visual planning tools can help you clarify your process and your value to clients.

The launch of advanced AI models capable of writing code and executing complex tasks has coincided with a sharp drop in the share prices of some large financial service companies. The market is reflecting the reality that the traditional, technical, number-crunching value proposition of a financial advisor is rapidly being commoditized.

But what does this mean for the individual human advisor and the RIA CEO?

On today's show, I discuss the future of financial advisory with Dan Haylett, Marketing Director & Financial Planner at TFP Financial Planning, and Alan Smith, Founder and CEO of Capital Partners. Will AI cause short-term disruptions that ultimately expand the market, lower costs, and elevate the premium on human wisdom and relationship-building? Or are AI optimists suffering from an "empathy delusion" in our belief that AI can enhance -- but never replace -- the human-to-human connection that's always been an essential part of our value proposition?

According to a recent study from Schwab Advisor Services, 63% of advisors are now using AI in some capacity. However, the RIA AI landscape remains highly experimental: only about 10% of firms report having fully integrated AI into their core strategy, while 30% say they are still just experimenting.

So, if 2025 was the year of the AI notetakers, how can firms take the next step and truly harness this massive technological shift through the rest of 2026?

On today's show, I welcome back Lisa Salvi, Managing Director of Business Consulting and Education at Schwab Advisor Services. We discuss the current pace of AI innovation and why AI is forcing advisors to redefine their core value proposition and how they communicate it to the marketplace.

In 1984, Andy Schwartz and his twin brother Scott joined a startup Northwestern Mutual district agency in New Jersey. Four decades later, their firm, OnePoint BFG Wealth Partners, manages approximately $15 billion in assets.

Andy, now CEO and Managing Partner, describes their early days as operating like a "band of pirates" sharing resources and reinvesting heavily in building capacity. His firm's trajectory accelerated significantly when they left Northwestern Mutual in 2015 to become independent, and in 2024, Andy and Scott took an investment from Joe Duran's Rise Growth Partners to fuel their next stage of expansion.

What makes Andy's story compelling isn't just the size of the firm he built, but his intense focus on the fundamentals: outworking the competition, relentlessly reinvesting in the business, and creating a culture where everyone -- from the newest advisor to the receptionist of 30 years -- shares in the firm's success.

On today's show, Andy Schwartz and I discuss the pivotal moments in his extraordinary career, his philosophy on giving equity to team members, and how he plans to scale a $15 billion firm even as the bottom might be "falling out" for financial services.

I recently had the pleasure of joining Dave Zoller on his YouTube channel, Streamline My Practice, to discuss something I've been thinking deeply about lately: the difference between owning a business and being owned by your business. If you're a financial advisor wondering whether you've built a thriving enterprise or just created a demanding job for yourself, this conversation is for you.

Dave and I discuss:

• The Four Levels of Advisory Business Evolution
• The Identity Shift That Changes Everything
• The Power of a Compelling Three-to-Five-Year Vision
• Two Real-World Examples of Extreme Freedom
• The Get-Keep Framework
• Technology, AI, and Practical Action Steps for Advisors

Most people spend their lives trying to eliminate tension:
Work or rest.
Control or flow.
Clarity or creativity.

But a well-lived life isn't free of tension—it's guided by how we hold it.

In this podcast, I walk through the three polarities I'm using to guide my life and work in 2026, and reflect on how last year's polarities shaped some of my most meaningful experiences—from sailing and writing to health, family, and business.

Rather than problems to solve, these are tensions to navigate—and learning to hold both sides has quietly changed how I make decisions, set direction, and define success.

My three 3 Polarities for 2026 are:

Mythos – Method
Living a meaningful story and building the discipline to bring it to life.

Compass – Wind
Setting a clear direction while adapting to changing conditions.

Precision – Poetry
Writing and thinking with clarity without losing what moves people.

Along the way, I also reflect on:

• Why "balance" often leads to frustration
• How experience earns you the right to loosen your grip
• What sailing teaches us about leadership and decision-making
• Why rest isn't laziness—and control isn't always wisdom

This conversation is for leaders, advisors, creators, and anyone who senses that life is asking for integration, not optimization.

If you've ever felt pulled between two good things—and wondered why choosing one never feels right—this podcast is for you.

Guest: Nikki Henderson, a world-class professional sailor. In 2018, Nikki became the youngest skipper to lead a team in the Clipper Round the World Yacht Race. At the age of 25, over the course of more than 40,000 miles of ocean racing, Nikki led a diverse team of mostly amateur sailors from 16 countries to an extraordinary second place finish. She's also skippered numerous transatlantic races and won the Race to Alaska.

In a Nutshell: How do you define your job as a leader?

Nikki Henderson says that what she does as a skipper is pull together disparate individuals, build them into high-performing amateur teams, and then compete in the most extreme sailing races in the world.

I experienced Nikki's leadership first hand a few weeks ago when I sailed with her in the Caribbean 600 as part of her amateur crew. This was a grueling 600-mile race around 11 Caribbean islands. Despite long odds, we ended up finishing third and celebrated on stage with our prize: a big bottle of rum.

On today's show, Nikki Henderson and I discuss making life transitions, paradoxes and polarities in leadership, and decision-making under pressure and uncertainty.

I discuss how well I executed on my 3 words from 2024 and then reveal why and how I'm changing the exercise for 2025.

For 2025, I'm going to explore polarities—pairs of words that represent the tension and harmony between opposing yet complementary concepts.

This shift feels like a natural evolution.

Just as life is a balance of contrasts—action and rest, growth and reflection, giving and receiving—polarities allow for a more nuanced exploration of the rhythms that shape us.

It's not about choosing one over the other, but about navigating the balance between the two, finding wisdom in their interplay, and allowing them to guide me in a more holistic way. This approach reflects where I am now—a stage of growth that seeks to integrate opposites and embrace the richness of life's cycles.

My 3 Polarities for 2025

• Horizon – Hearth: Pursuing dreams while not losing sight of what's amazing in my current day-to-day life.
• Slack – Flood: Adjusting my pace to optimize my energy.
• Control – Flow: Blending detailed planning with tapping into the universe's current.

There's an old quote from Richard Branson that has stuck with me for many years. He said, "I don't think of work as work and play as play, it's all living."

Similarly, in recent years, My 3 Words, and now My 3 Polarities, make little distinction between the personal and professional. I view them as a guide for living. That way, I don't have to ask myself, "Does this apply to work or to my personal life?' And if I do, the answer is, "Yes."

Here are some practical tips for creating a "My 3 Polarities" exercise:

1. Identify Key Tensions: Reflect on areas of your life where you feel pulled between two opposing but complementary forces (e.g., fear vs. courage, ambition vs. contentment, chart vs. explore, journey vs. destination, reinvention vs. continuity).
2. Choose Meaningful Pairs: Select three polarities that resonate deeply with your values and current life stage. Ensure each pair addresses a distinct aspect of your life, such as goals, energy, or mindset.
3. Define Each Side: Clearly articulate what each side of the polarity represents for you, including the values and behaviors they inspire.
4. Create Guiding Questions: Develop a key question for each polarity to guide your decisions and self-reflection (e.g., "If I wasn't fearful, what decision would I make?").
5. Track Progress: Use a journal or weekly reflection to assess how well you're honoring both sides of each polarity.
6. Integrate Into Daily Life: Regularly remind yourself of the polarities and apply them to real-life choices, whether at work, home, or in personal growth. Print them or have them on your computer screen and see them daily.

Now it's your turn. Take a first pass at your My 3 Polarities exercise for 2025 and then set it aside. Revisit what you wrote the next day and see if they still feel good.

Guest: Dr. Preston Cherry, AFC®, CFT-I™, CFP®, Ph.D., an entrepreneur, coach and speaker. Dr. Cherry is the creator of the Life Money Balance™ approach and founder of Concurrent Financial Planning. His new book is Wealth in the Key of Life: Finding Your Financial Harmony.

In a Nutshell: "Songs in the Key of Life" is one of Stevie Wonder's most famous albums. In a similar vein, Dr. Preston Cherry wants people to find that kind of harmony between their money, their values, and their lives. And advisors who can help folks create a financial life that really sings are going to connect more deeply with clients and empower them to live -- and plan -- with more intention.

On today's show, Dr. Preston Cherry and I discuss his new book and his unique perspective on how to bring purpose, balance, a "permission to prosper" and a little bit of rhythm to your financial planning process.

Guest: Kendra Wright, owner of Rebel Media Agency, a marketing company specializing in financial professionals. In her prior life, Kendra worked in rock 'n roll marketing for some of the biggest names in music (Willie Nelson, Motley Crue, Matchbox Twenty, and more).

In a Nutshell: Great copy means you'll never experience a failure to communicate. Great copy is simple. Great copy is found and it comes from the mouths of your clients and prospects. Your job is to transfer what you find to your website and client communication.

As important as social media, podcasting, YouTube, and email have become, your marketing plan is incomplete if you don't have a professional homepage that tells prospects who you are, who you serve, and what outcomes people can achieve by working with you.

And let's not forget, people come to you because they have a problem, a question, and they want help. How clearly does your website show that you know their questions, you know their pain, and you know how to solve their problems?

On today's show, Kendra Wright and I do a deep dive on finding and communicating great copy and we put several financial advisor websites under the microscope and discuss what they did well and where they could improve.

This one is best watched on the YouTube video.

After I left Peak Advisor Alliance (now Carson Coaching), I settled on the idea of starting my Between Now and Success podcast as part of my next chapter. I figured podcasting would be a great way to stay in touch with people in our industry, keep networking, and learn from the best of the best.

Now, 10 years later, across five separate podcasts, I've recorded more than 850 episodes, the vast majority of which are interview shows. Thanks to podcasting, I went from having a handful of trusted mentors to learning from hundreds of world-class teachers.

While I could easily list dozens of unique and actionable ideas I've learned from a decade of podcasting, these 10 insights stand out.

Guest: Mindy Diamond, the founder and CEO of Diamond Consultants and the author of a fantastic new book called Should I Stay or Should I Go?

In a Nutshell: Between the competition for top talent at large firms and the proliferation of smaller lifestyle RIAs, many advisors feel like they need to be constantly evaluating their career options. But the grass is not always greener, and FOMO should never be the lead driver of a major career decision. Instead, advisors should follow their internal compass towards opportunities that will help them accomplish what matters the most to them in their lives and work.

On today's show, Mindy Diamond shares the process she uses to help advisors clarify their goals and make the right decision for their careers. We also explore the concept of living your best business life and how aligning your personal values with your professional environment is a key to long-term success. Mindy offers practical advice for advisors at any stage of their careers on assessing your options, asking the right questions, and understanding when it's time to stay put or make a move.

Guest: Eric Brotman, CFP®, AEP®, CPWA®, is a Principal and the Chief Executive Officer of BFG Financial Advisors. Eric began his financial planning practice in Baltimore in 1994, and founded Brotman Financial Group in 2003, which later became BFG Financial Advisors. He and his team focus on supporting families and individuals by providing comprehensive financial planning and wealth management services.

Eric is also the author of Don't Retire... Graduate!: Building a Path to Financial Freedom and Retirement at Any Age.

In a Nutshell: As a founder/advisor, how does your role evolve over time?

I frequently have these conversations with my coaching clients where we discuss what does the advisor want their role to be.

In the early stages of your career, you have to do everything, but as the business grows, you have to decide what you're going to double down on and what you're going to let go of. There's no one answer that fits every advisor. Some advisors naturally and easily segue into a leadership role and give up most, if not all of their lead advisor client relationships. Other advisors do not enjoy the management role of running the business, managing people, and they prefer the relationship side of the business and business development.

Regardless of which route you want to go, you have to figure out how to build the team and the infrastructure around you so that every function within the organization is getting taken care of at a high level such that you can focus on what you do best, what you enjoy the most, and that moves the needle for the company.

On today's show, Eric Brotman and I have a wide-ranging conversation that touches on evolving your role over time, succession planning, transitioning clients, teamwork, scalable processes, and how to accelerate organic growth without losing a human touch.

Guest: Dave Zoller, CFP®, owner of Streamline Financial Services in Warrenville, IL. Streamline currently manages over $450 million in assets for 250 client households.

In a Nutshell: Digital marketing isn't about trying to strike lighting and "go viral," although that certainly helps! The advisors I've talked to who have mastered YouTube, LinkedIn, Facebook. email, and other channels turn clicks into clients through consistency, rigorous analytics, a personal touch that connects them to their audience, and yes, some luck of being in the right place at the right time.

On today's show, Dave Zoller and I discuss how advisors can get started with YouTube marketing or optimize their existing channels. We cover everything from ideation and workflow to Dave's meticulous process for steering ideal clients towards that first phone call.

Interestingly, Dave's biggest problem is his lack of advisor capacity to serve all the qualified leads that reach out to his firm. If the prospective clients don't have $1.5 million or more to invest, they don't get on an advisor's calendar. So, if you are looking for a sweet advisor role, reach out to Dave--he's hiring!

Guest: Josh Self, CLU, ChFC, CFP®, Managing Partner of Ridgeline Wealth Advisors in Raleigh, NC.

In a Nutshell: Do you serve your business or does it serve you? Josh Self decided to do a complete rebrand and design his business around his personal passion of being an everyday explorer. He wanted to attract other like-minded outdoor enthusiasts so his website and podcast are 100% geared toward that specific demographic. If you share your passions with your audience and tie them into a holistic approach to Life-Centered Planning, you're going to grow something more valuable and durable than a client base. You're going to create a real community around your practice.

On today's show, Josh Self explains how "Financial life planning for the explorer living out their bucket list" became the organizing principle of his firm, especially on the branding and marketing side of the business.

In a Nutshell: Steve and Amy Koenig, a financial advisor coach, are back for a deep dive on an issue every advisor will face at some point which is, how do you transition existing clients to another advisor and do it so the clients stay and there's no drop in service.

Sometimes there's a personality mismatch. Sometimes goals aren't aligned. Sometimes advisors need new challenges.

Or, as was the case for Heritage's Erin Scannell, sometimes an advisor has to clear the deck so that he can step into a leadership role and drive the vision for the company's growth.

Whatever the reason, there will be times when your firm needs to move clients from one advisor to another. And, on today's show, Steve and Amy detail the system they use to ensure a smooth transition and optimal results.

Guest: Lisa Salvi, Managing Director, Advisor Services at Charles Schwab.

In a Nutshell: If you could start from scratch and sketch out what the ideal advisory practice looks like, what would you come up with?

Lisa Salvi and her team have developed just such a blueprint for what the most successful firms at Charles Schwab are doing to manage and grow their businesses.

On today's show, Lisa and I dig into the details of Schwab's 2024 Benchmarking Study, paying particular attention to the five Guiding Principles for Advisory Firm Success that Lisa says separate good firms from the best of the best.

Guest: Erin Scannell, Chief Executive Officer of Heritage Wealth Advisors.

In a Nutshell: When I talked to Erin Scannell in 2020, he was directing 50 team members, 18 advisors, and about $2 billion in AUM. Four years later, Heritage has doubled to $4 billion in AUM, and Erin is in charge of over 80 team members, including 20 advisors and a robust support team.

On today's show, Erin shares the secrets behind his firm's explosive growth, including their innovative approach to organic marketing, the power of virtual events, and the strategic acquisition that brought them into the high-net-worth space. We also discuss how Erin's role has evolved from lead advisor to CEO, as well as leveraging tech to help advisors move up the value stack and address client's higher-level advice and life needs.

Guest: Dr. Shaywanna Harris-Pierre, a licensed professional counselor and financial therapist with a rich background in marriage and family therapy. Dr. Shay is also the owner of Shades of You Counseling and Consulting.

In a Nutshell: Every family is unique, and no family is perfect. The dynamics, positive and negative, that exist between loved ones create ideas and emotions around money that influence your clients' attitudes about financial planning. Advisors who are willing to engage on this more personal level have an opportunity to transform their relationships with their clients and the quality of service that they deliver.

On today's show, Dr. Shay shares her journey into financial therapy and how to open dialogues that will help you and your clients understand the emotional side of money better.

Guest: Amy Koenig, a financial advisor coach and the Chief of Operations at ROL Advisor.

In a Nutshell: Amy Koenig was the first coach I hired back in 2004 when I was running Peak Advisor Alliance-now Carson Coaching. She coached advisors, operations leaders, and she developed the entire systems manual that was a key part of our coaching offering back in the Peak days.

Now, Amy coaches with me and heads up operations for my other company, ROL Advisor. Nobody knows systems like Amy.

On today's show, Amy and I discuss how financial advisors can integrate systems into their practices, from identifying a strategy to some practical nuts-and-bolts checklists and tech solutions that will put that strategy into action.

Guest: Shannon Warwick, Certified Personal Trainer, Yoga Teacher, & Sports Nutritionist.

In a Nutshell: There's a profound connection between our physical health and the stress that we carry around with us every day.

Today's show is a bit different from my usual focus on financial advisor practice management. Shannon and I dive deep into the topic of reducing stress in our lives - something that I believe is crucial for everyone, regardless of their profession or background. We discuss the profound connection between our physical health and the stress we carry, and how practices like yoga and sound baths can help us release tension and find balance.

Shannon shares her personal journey of overcoming health challenges and discovering the transformative power of slowing down and tuning into our bodies. We explore the concept of anchors, such as breath and sound, that can help us stay present and grounded in the midst of life's chaos.

Throughout our conversation, Shannon offers practical tools and exercises that anyone can incorporate into their daily life to cultivate a sense of calm and self-compassion. From the five Tibetan rites to the importance of learning our love languages, Shannon's insights are both accessible and deeply meaningful.

What can Elton John, Van Halen, and Taylor Swift teach financial advisors about running a successful firm?

On today's show, Matt Ackermann and Andree Mohr discuss their unique spin on writing about practice management, which examines stories about how famous musicians hone their craft and applies those lessons to what we do as advisors.

Guest: Tom Rieman, the Founding Partner and CEO of Practice Intel, a company dedicated to empowering advisors to deliver truly impactful advice. Tom has held leadership roles at J. D. Power and Associates, Brinker Capital, and J. P. Morgan Asset Management.

In a Nutshell: Tom and I explore three themes that are crucial to all advisors' success: organic growth; bridging the advice-experience gap between what your clients want and what you're delivering; and what an ideal advice experience looks like from the client's perspective. Our conversation is filled with actionable insights that challenge conventional wisdom about client satisfaction and business growth. And Tom's perspective and experience offer a powerful roadmap for you to make a real difference in your clients' lives.

Guest: Devin Martin, a transformation coach who specializes in helping individuals navigate major life and career transitions.

In a Nutshell: Devin discusses his transformative journey from corporate success to a year of solitude on a mountain, his insights into personal growth, and his approach to transformational coaching. The episode explores themes of crisis management, the importance of mindfulness, and the transformative power of self-discovery.

Guest: Bill Cates, a Hall of Fame speaker, author, and referral coach. Bill's latest book is The Language of Referrals: The Words & Scripts Financial Professionals Use to Gain More Ideal Clients.

In a Nutshell: When it comes to creating and sustaining organic growth, clicks and "likes" are important. But turning your existing clients into superfans who generate a steady stream of referrals creates strong, person-to-person connections that digital marketing never will.

On today's show, "The Original Referral Coach" Bill Cates offers actionable specifics on how to set the stage for referrals, how to ask and position for referrals, how to follow up on referrals, and more importantly, how to create the mindset that attracts referrals on a consistent basis. If you're serious about growing your client base, grab a pen and paper and block off an hour or two -- you're going to want to listen to this episode more than once.

Guest: Alex Miele, CFP®, a Managing Director and Partner with Hierax Wealth Partners. Alex's fifteen years of service in the wealth management industry has focused on advocating for her clients throughout every permutation of their financial lives. Alex prides herself in finding solutions for her clients' seemingly unsolvable problems, while providing a patient presence throughout each client's unique journey.

In a Nutshell: Mitch Anthony and I started ROL Advisor because we believe the future of our industry lies in not only improving clients' return on investment, but also in improving their Return on Life. To help folks get more from their money than just more money, advisors need to expand their ideas about what kinds of services we can offer and improve the "soft skills" that can form generational relationships.

On today's show, I'm sharing a conversation about providing world-class, human-to-human service that I had with top advisor Alex Miele during an ROL Advisor Learning Hour session. Alex breaks down what "concierge" service is, how she charges for it, and how her team delivers value that too many advisors don't.

Guest: Mario Nardone, CFA, Founding Partner of East Bay Investment Solutions, which offers outsourced chief investment officer (OCIO) solutions for planning and relationship-focused financial advisors.

In a Nutshell: The human side of financial planning is, increasingly, where financial planners are delivering the most value to clients. Building those relationships and helping people achieve their life goals can also be incredibly rewarding. But even an expert "people person" still has to deliver on the numbers side as well. Outsourcing your investment management can be one way for advisors to spend more of their time doing what they do best while also ensuring optimal outcomes for clients.

On today's show, Mario Nardone explains what an OCIO is and how they work with advisory firms to enhance their investment offering while freeing up the advisors time for other high-value pursuits.

Guest: Benjamin Brandt, a CERTIFIED FINANCIAL PLANNER™ and Founder/President of Capital City Wealth Management, a Bismarck, ND fee-only financial planning company. Benjamin is also the host of the Retirement Starts Today Radio podcast and co-host of The Least Boring Tax Podcast.

In a Nutshell: Many advisors think about tech and marketing in terms of "more": more reach, more productivity, more clients, more AUM. But lately I've been asking myself and my coaching clients: Isn't part of the promise of our all-digital, AI-driven future supposed to be "less" time grinding away at the office and "more" time living your life?

That depends on what kind of service you want to deliver, what size firm you want, and how you want to spend your time. Some RIA CEOs are going to pump productivity gains right back into the business and keep trying to "add a zero." Others, like my guest today, are going to be very intentional about maintaining both high-touch service for a specific niche of clients and healthy work-life balance for themselves and their team members.

On today's show, Benjamin Brandt and I discuss his podcast marketing funnel, his unique approach to accepting and onboarding new clients, and how he's leveraging technology to optimize the efficiency of his firm.

Guest: Matt Reiner, a CFA® Charterholder, CERTIFIED FINANCIAL PLANNER™ , and partner at Capital Investment Advisors, a $4.3B RIA in Atlanta, Georgia. Additionally, Matt is the managing partner of Wela Strategies, an RIA that deals with the investment needs of the mass affluent.

In a Nutshell: Nobody likes to fail, nobody likes to admit they failed, and nobody likes to publicly discuss their failure.

That's why I have huge respect for Matt Reiner.

In early 2020, Matt made his first appearance on Between Now and Success to talk about Benjamin, his AI startup. Benjamin supplemented a traditional tech stack with workflow automation that took care of menial tasks so that advisors and support staff would have more time to work directly with clients.

Today, that company is dead. And, on today's show, Matt is back to talk about what happened.

Matt is candid and real in this conversation, and his perspective on his entrepreneurial journey is something that I think you'll relate to. We also discuss the broader implications of technology and AI in financial advising and a question I've been asking for a couple years now: Is technology actually increasing advisor productivity by a significant amount?

Guest: Mark Hurley, founder of Fiduciary Network and now CEO of Digital Privacy & Protection LLC, a cybersecurity company.

In a Nutshell: Back in 1999, Mark Hurley dropped a bombshell white paper that predicted the wealth management industry would be consolidated into less than 100 firms, there would be a huge amount of M&A, and the small RIAs would fall by the wayside. The first part of Mark's prediction definitely came true. And as we exit the era of cheap money and roaring markets, the fate of smaller RIAs that aren't growing organically is certainly up in the air. With tailwinds turning into headwinds, the financial services industry is about to get a lot more competitive and, for some smaller firms, potentially less profitable. But there's also a lot of opportunity for growth-minded RIAs to differentiate themselves with a higher quality of service and a more human touch.

On today's show, Mark Hurley discusses his latest whitepaper, Welcome to the Jungle: The Next Phase of the Evolution of the Wealth Management Industry.

For the ninth time, I begin the New year with 3 carefully chosen words meant to remind, motivate, and guide me on my road to making the New Year my best year yet. It's the My 3 Words exercise.

My 3 words are printed at the top of my Daily Outcomes sheet (my prioritized to-do list) so I see them multiple times a day.

By being thoughtful when I identify my 3 words and reviewing them daily, I have an inescapable reminder of my key focus points for the year. These words help me stay on track, on plan, and on point.

In today's post, I discuss how well I executed on my 3 words from 2023 and then reveal my 3 words for 2024.

Guest: Connor Sung, CFP®, Director, Financial Planning at eMoney Advisor.

In a Nutshell: It's been about seven months since I asked ChatGPT if I could retire without running out of money. Since then, the intersection of financial psychology and technology continues to advance rapidly -- not just in how advisors use AI, but in how they're improving their people skills and learning to meet clients and prospects where they are to deliver the advice that they need. These advancements on both the tech and human sides of financial advice are improving the client experience and coaching folks towards better financial outcomes.

On today's show, Connor Sung discusses how platforms like eMoney are evolving to support more nuanced and individualized planning conversations and redefining what "success" means for clients.

Guest: James Conole, CFP®, Founder of Root Financial Partners and star of a very successful YouTube channel with over 61,000 subscribers.

In a Nutshell: When prospects watch your YouTube videos, read your newsletters, listen to your podcasts, and click on your website, within seconds they should think, "These guys are reading my mind!" Understanding the information your audience wants is key to making content that appeals to both your ideal client and the complex algorithms that determine who gets shown your content.

On today's show, James Conole explains how he coordinated his YouTube channel, podcast, and website to create a lead-generating machine that in 12 months has attracted nearly 700 prospects with at least $500,000 of investable assets and generated $120 million in new AUM.

Guest: John Wernz, one of the top marketers on the planet. John was the Chief Marketing Officer of Wealth Enhancement Group (WEG) (listen to my podcast with WEG CEO Jeff Dekko) as that company grew rapidly through some sophisticated organic marketing programs. He's currently Executive-in-Residence at Great Hill Partners, Executive Director and Board Member at Datalign Advisory, and Board Advisor at Testimonial IQ.

In a Nutshell: Before recording this episode, I prompted ChatGPT-4 to "Play the role of a financial advisor marketing expert. Lay out a detailed marketing strategy for a $5 million annual revenue RIA firm that wants to grow 20% per year."

The results were … pretty good!

But effective marketing requires more than blindly following a GPT-generated plan —  you have to target, personalize, and differentiate your message to reach your intended audience and turn clicks into clients through both marketing AND sales.

On today's show, John Wernz and I use the GPT-4 marketing plan as a springboard to discuss all aspects of the marketing process and identify actionable ways for you to improve every step of your marketing program.

Guest: Jon Dauphiné, Esq. is the CEO of the Foundation for Financial Planning, the U.S.'s leading 501(c)(3) charity devoted to expanding access to pro bono financial planning for people in need. Dave Mantell, CFP®, CFA is a Managing Partner and wealth advisor at Stabler Wealth Management in Bellevue, WA.

In a Nutshell: In fields like medicine, law, and education, pro bono work is an established part of the professional culture. My guests today are at the forefront of a movement to build an infrastructure for pro bono financial planning so that folks who can't afford to work with an advisor can gain access to the essential services we provide.

On today's show, Jon Dauphiné and Dave Mantell explain how the Foundation for Financial Planning connects advisors to the resources they need to make a huge impact on people's lives and their communities. We also discuss how more advisors and -- hopefully -- conference organizers can get involved in building out this important network.

Guest: Dr. Preston Cherry, AFC®, CFT-I™, CFP®, Ph.D., the Founder and President of Concurrent Financial Planning, a comprehensive financial planning firm serving households and business owners across generations. Dr. Cherry is also Head of the Financial Planning Program and Director of the Charles Schwab Center for Personal Financial Planning at the University of Wisconsin–Green Bay. On top of that, he's a co-founder and Chief Evangelist at Practice Intel.

In a Nutshell: There's a significant disconnect in our industry between what folks say they want from an advisor and what advisors are actually delivering. To close that gap, advisors may need to start quantifying their relationships to clients so that they can track, measure, and manage more than just return on investment.

On today's show, Dr. Preston Cherry returns to discuss Practice Intel's "Relationship Quality Index" and how he's helping the next generation of advisors prepare to deliver comprehensive planning.

Guest: Manisha Thakor, MBA, CFA, CFP®, a national thought leader and personal finance expert with more than 25 years of experience working in the worlds of personal finance and investing. She's also the author of a great new book, MoneyZen: The Secret to Finding Your "Enough."

In a Nutshell: Society trains us to believe that the answer to all of our problems is More: more stuff, more clicks, more Likes, and, of course, more money. But financial advisors know that the connection between true happiness and money is a lot more complicated than that. Shifting your focus from improving clients' return on investment to improving their Return on Life can help folks find that healthy balance between what they have, what they want, and what's really important.

On today's show, Manisha Thakor and I have a wide-ranging conversation about the meaning of money in our life and how it can evolve over time, Manisha's personal journey to "enough," and how to find joy in living simply.

Guest: Louis Barajas, an author, speaker, CFP®, an the CEO and founder of International Private Wealth Advisors, where he serves as a wealth manager for influential Latin celebrities, athletes, executives, and other high-net-worth individuals in the entertainment and sports industries. Louis also serves as the founder and CEO of Business Management Lab, where he provides comprehensive business management services for iconic Latin artists.

In a Nutshell: As a financial advisor, you've probably learned that it's very difficult to help someone who isn't ready to accept your help. But advisors also need to work on the skills that will help them meet clients and prospects where they are in life. That emotional intelligence becomes even more important as our industry continues to improve its diversity and broaden the impact that we can have on a wider variety of people.

On today's show, Louis Barajas discusses how the desire to make a difference in his own community transformed how he felt about financial services. He also shares experiences that taught him more effective ways to reach people and improve their lives.

Guest: John Furey, Founder and Managing Partner of Advisor Growth Strategies. John also created the Alliance for Registered Investment Advisors, a think tank including seven of the most successful firms that are dedicated to improving the RIA industry through a culture of continuous learning and sharing.

In a Nutshell: The large RIA firms and the private equity investors that fund them are creating a new financial advisory landscape: a handful of really big firms and thousands of really small firms. Some of these firms are growing organically, many more are only growing at the rate of market returns. Carving out a place for your firm is going to require a new level of clarity around both strategic planning and how you communicate what makes you unique to your team, clients, and prospects.

On today's show, John Furey and I discuss how large firms are impacting the evolution of financial advisory and how individual advisors and RIA CEOs should prepare themselves for the future.

Story is software for the heart. 

A great story well told is your greatest tool for influencing behavior. Your listeners can "call up" that story in the future and apply new input specific to the current situation. The story "programs" your listeners to take action based on the emotions the story generates. And this is how a story can continue to influence long after you've told your story.

Becoming a masterful storyteller and story receiver will enrich your life, reignite your relationships, and grow your business.

In this podcast, Mitch Anthony and I discuss: 

• The power of masterful storytelling.
• How to craft your own stories to deepen your client connection.
• How to elicit stories from your clients.
• The critical role emotion and empathy play in storytelling.
• Why putting your client's LIFE at the center of the planning conversation is critical.

This podcast is a rebroadcast of the live July 19 webinar Mitch and I did that more than 1,300 people registered for. 

We are following up on this highly successful webinar with 4 hours of storytelling training on September 14. You can learn more about this virtual event and register by visiting  roladvisor.com/stories. See you there! 

Guest: Tim Gerend, Executive Vice President and Chief Distribution Officer for Northwestern Mutual.

In a Nutshell: You can't turn a tanker around in the Panama Canal. Instead, insurance giant Northwestern Mutual is carving a new lane for itself by adding wealth management to the services its 20,000 advisors, leaders, and team members offer nationwide. With this unique combination of advice, products, services,  and technology, Northwestern believes it can compete on client experience while also attracting the next generation of independent advisors into the fold.

On today's show, Tim Gerend and I discuss the five components of Northwestern Mutual's client experience, how the firm recruits and train advisors to hit the ground running, the importance of diversity, and how Tim thinks the financial advisor profession will evolve over the coming years.

Guest: Cheryl Strauss Einhorn. Cheryl is the creator of The AREA Method, an evidence-based decision making system that uniquely controls for and counters cognitive bias to expand knowledge while improving judgment. She developed AREA during her two decades as an award-winning investigative journalist, writing for publications including The New York Times, Foreign Policy Magazine, Barron's, and Harvard Business Review. She's also the author of three books, including Problem Solver: Maximizing Your Strengths to Make Better Decisions.

In a Nutshell: Rather than making decisions by gut feel or pure instinct, Cheryl presents a well-researched framework that helps you make better decisions when the stakes are high.

On today's show, Cheryl Strauss Einhorn explains the AREA Method and the five "problem solver profiles" that will help you determine your most effective course of action when making big decisions.

Guest: Mark McGrath, CFP®, an advisor with Sweeney Bride Strategic Wealth Advisory in Squamish, British Columbia.

In a Nutshell: Back in March, I saw a tweet from Mark that had gone viral. In it, he shared a very personal story about the hidden challenges of retirement that really struck a chord. As I write this, Mark's tweet has racked up 3,034 retweets, 900 quotes, 17.6K likes, 5,401 bookmarks, and an incredible 5.2 million views. We talk about that powerful story and how Mark uses social media to connect to his community and turn clicks into new clients.

Guest: Jason Pereira, Partner & Senior Financial Consultant at Woodgate Financial Inc. in Toronto. Jason is a financial planner, writer, speaker, teacher, and podcast host with 20 years of experience in finance, practice management, and fintech.

In a Nutshell: The rise of generative AI like ChatGPT, Bard, Midjourney, and Dall-E is creating a new series of challenges and opportunities for advisors. First-mover advisors, like Jason, are integrating this fast-moving technology into their practices so they can grow more profitably and free up more time for human-to-human interaction that no technology can ever replicate. Listen in as Jason and I discuss how you can take advantage of AI instead of being taken advantage of by AI.