Episode 060: Operations is the cornerstone of any organization, and technology is integral to successful business operations. Their integration revolutionizes any organization, and wealth management is no exception. By automating tasks, streamlining workflows, and connecting disparate systems, technology has become an indispensable tool for improving operational efficiency. This increased efficiency empowers advisors to focus more on what they do best: serving their clients, building lasting relationships, and providing personalized financial guidance. In this episode, Kyle talks with Chrissy Lee, Chief Operating Officer of Merit Financial Advisors. Chrissy is responsible for the day-to-day operations of the firm, working within the executive leadership team and each department within the organization to create efficiencies and streamline the client service experience. She is also responsible for operational strategy, driving strategic growth through mergers and acquisitions, and overseeing onboarding processes, business development, and technology implementations to create a best-in-class experience for the Merit community. Kyle talks with Chrissy about the importance of operational efficiency in wealth and asset management. She discusses the challenges of integrating technology, the significance of human relationships in wealth management, and how technology should enhance, rather than replace, these relationships. In this episode: [02:32] - Chrissy's money moment [06:15] - What it takes to be a great operator [10:16] - What Merit Connect is all about [13:03] - Chrissy's thoughts on building a client portal [15:16] - What makes Merit Financial the right partner for firms [19:55] - Areas of operation with technology challenges [23:26] - The challenge of connecting advisor-facing and operations-facing technology [25:36] - Chrissy's thoughts about the future of the industry [30:32] - Chrissy's Milemarker Minute Key Takeaways Operations and technology go hand in hand. Operations is at the heart of any organization. And technology is an integral component of successful operations. Integrating operations with advanced technology can streamline processes and enhance client interactions. Operational efficiency, meticulous planning, and client-focused strategies are crucial for consolidation and acquisition firms. Technology automates and streamlines processes, allowing advisors to focus on serving their clients.   Quotes [15:27] - "One of the things that really takes away from advisors is productivity. Why not allow advisors to stay in their "hot zone," which is to serve their clients and have that relationship with the clients?" ~ Chrissy Lee [20:11] - "Operations and technology go hand in hand. Operations is at the heart of an organization because you have the relationships. And if we don't have the right technology or if it's limited, it is difficult because it becomes a manual process." ~ Chrissy Lee [27:46] - "People are not numbers. You can only send so much data and analysis to someone, you know? They want someone who cares, who is listening, and who is hearing their story." ~ Chrissy Lee Links  Chrissy Lee on LinkedIn Merit Financial Advisors Farmers Insurance Merit Connect The Map 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 059: CG Financial's expansion into property and casualty insurance is a unique strategy in the advisory space. While many firms focus on core expertise, CG Financial has ventured into new territories, taking advantage of its internal expertise. Its proactive use of EOS (Entrepreneurial Operating System), diversification into new business lines, and commitment to technological excellence set the bar for strategic growth and leadership. In this episode, Kyle talks with Jeff Casey, President and Partner at CG Financial Services. As a Founding Partner and Senior Financial Advisor, Jeff has been a pillar of CG Financial's foundation, specializing in comprehensive wealth management, executive compensation, and corporate retirement plans. He works to build and implement business strategies across the four divisions of CG Financial Services: Individual Wealth Management, Business Services, CG Advisor Network, and CG Insurance Agency. Jeff talks with Kyle about the strategic expansion and innovation driving CG Financial's success. He shares CG Financial's transition to implementing EOS, its integration of property and casualty insurance into its service offering, and the importance of technology in enhancing business capabilities. In this episode: [01:45] - Jeff's money moment [03:40] - Why Jeff chose a career in finance [06:10] - Implementing EOS [09:53] - Expansion into property and casualty insurance [15:21] - How CG Financial's insurance business works [18:06] - Personal growth and development [23:15] - Innovative data management and core processes [30:31] - The qualities of a good leader [33:03] - Jeff's thoughts about the future of RIAs [35:34] - Jeff's Milemarker Minute Key Takeaways Integrating EOS (Entrepreneurial Operating System) and strategic use of technology has revolutionized CG Financial's operations, offering greater visibility and efficiency. Diversification into property and casualty insurance demonstrates a unique approach to enhancing client value within a financial advisory firm. Effective leadership and investing in young talent are critical for sustainable growth and maintaining a competitive edge. Fostering a culture of continuous improvement and strategic geographic expansion has been vital to CG Financial's sustained growth and success. Quotes [23:42] - "Technology is so important in the evolution of our business. We want to make sure that we can stay at the cutting edge of providing the best resources and solutions for our clients in any line of business that we offer." ~ Jeff Casey [24:41] - "Data warehouse is a way for us to store data securely, organize that data, and have it in a fashion that allows your team to adapt should you decide to change things in the future." ~ Jeff Casey [31:46] - "Every business owner has to look internally at what makes you good, what makes you great, and try to find those same qualities in the people that you're hiring and the people that you're developing." ~ Jeff Casey Links  Jeffrey Casey on LinkedIn CG Financial Services Ameriprise Financial Tony Mazzali 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 050: In this episode of The Connected Advisor, Kyle talks with April Turch, Chief Compliance Officer at Wolf Group Capital Advisors. April has more than 20 years of experience specializing in financial planning and wealth management operations. She manages and oversees firm-level projects that impact the firm's success, team performance, and overall client experience. April is also responsible for helping the firm scale its operations through technology, processes, systems, and people.  April talks with Kyle about compliance and growth in wealth management. They discuss why compliance should not hinder growth, how advisors can leverage compliance to build a world-class company, the role of technology in reshaping the industry, and the regulatory challenges that AI and cryptocurrency present. In this episode: [01:58] - April's money moment. [07:19] - What makes a great operator.  [08:39] - What it takes to build a great team. [10:14] - Attracting the best people. [12:38] - Helping clients plan their wealth. [14:15] - Creating valuable content. [17:21] - Why compliance should not slow growth. [19:32] - April's thoughts about the future of the industry. [20:41] - Compliance challenges with AI. [25:03] - April's Milemarker Minute. Quotes [08:58] - "When your firm has a great culture, a great vision, and a great purpose, you naturally attract the people you want to hire. I think it's a combination of seeking and being found." ~ April Turch [12:56] - "We really take a lot of time getting to know the client and understanding what makes them tick, their thought processes, their values, their challenges, and what they are trying to achieve. Taking that time allows us to customize the things they need to get on their journey." ~ April Turch [17:46] - "We want to do what's in the client's best interest, whatever that may be. And so I help people have a compliance mindset when making those decisions on the front end so that it's not so scary on the back end." ~ April Turch Links  April Turch on LinkedIn Wolf Group Capital Advisors Financial Planning Association Bob Len Are We There Yet? Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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. Disclosure The Connected Advisor and Wolf Group Capital Advisors are not affiliated entities. The views expressed on this program are not necessarily the views of Wolf Group Capital Advisors. All content presented is for educational purposes only and should not be construed as an endorsement of any third party or such third party’s views, or as a solicitation or offer to sell securities or provide investment, tax, legal, or consulting services, and should not be acted upon without obtaining specific advice from a qualified professional. We believe the information presented to be reliable but is not guaranteed as to its accuracy or completeness. All examples are hypothetical and for illustrative purposes only. Any opinions or statements by third parties are their own and may not be representative of the experience of others or indicative of future investment performance or success. No compensation has been exchanged for any testimonials, endorsements, and/or recognition Past performance is not a guarantee of future results. (edited) 

Episode 049: In this episode of The Connected Advisor, Kyle talks with Rob Mooney, Managing Partner and CEO of Snowden Lane Partners. Rob spent more than 22 years at Merrill Lynch in New York, Singapore, Hong Kong, and London. He was the General Counsel and Chief Business Risk Officer of Global Wealth Management and a member of the GWM Executive and Operating Committees.  Rob talks with Kyle about why Snowden Lane Partners has consistently been on the top RIA lists, the increasing trend of advisors leaving wirehouses to join independent firms, and the evolving landscape of the financial industry. Rob also discusses the role of technology in enhancing advisor capabilities and the future trends and growth potential for independent RIAs. In this episode: [02:19] - Rob's money moment. [07:03] - Different models of the independent marketplace. [07:58] - Rob's favorite country to work in. [09:50] - Why Snowden Lane is one of the leading RIA firms. [11:41] - What Rob finds exciting about independent RIAs. [14:14] - Rob's thoughts about the future of the industry. [15:36] - Snowden Lane’s tech stack. [17:54] - Rob's favorite period of American history. [19:30] - Rob's Milemarker Minute Key Takeaways Financial advisors are increasingly seeking independence from the bureaucracy of large firms, giving rise to independent RIAs.  The industry is shifting toward customized services to better meet client needs and expectations. Technology plays a crucial role in empowering advisors to provide efficient, personalized, and innovative solutions to clients. Future trends for RIAs include consolidation, scale, and delivering value through client-centered approaches. Quotes "What gets me excited is the enormous growth potential of the independent industry. We're at a point where we're seeing consolidation in the industry. We're seeing scale grow in the industry. But there is still enormous room for boutique firms to flourish like ours." ~ Rob Mooney "We offer advisors freedom and flexibility. All of our advisors who come to Snowden Lane take equity as part of their transition in our firm, and we find that empowering and a great alignment of interests." ~ Rob Mooney "The industry is becoming increasingly personalized, customized, and efficient. On the macro front, some very large firms are emerging in the independent marketplace. But there are still opportunities for boutiques to flourish." ~ Rob Mooney Links  Rob Mooney on LinkedIn Snowden Lane Partners Merrill Lynch Global Wealth Management James Gorman Lyle LaMothe Gregory Franks Addepar eMoney Advisor MoneyGuidePro Chip War: The Fight for the World's Most Critical Technology The Coming Wave Elon Musk Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 48: In this episode of The Connected Advisor, Kyle Van Pelt brings together some of the best clips discussing the role of technology in the growth of RIAs. Featuring James Bogart, Sammy Azzouz, Melissa Bouchillon, and Justin Steitz, this episode dives into how technology aids in organic growth, client onboarding, building a tech stack around client needs, and managing with limited resources. Learn how these industry leaders leverage technology to provide value and stay competitive in the wealth management space.  In this episode: [01:47] - James Bogart on the impact of digitization on lead flow and client referrals. [06:11] - Sammy Azzouz on the tech stack that supports advisors and helps them grow. [09:54] - Melissa Bouchillon on the role of technology in building Sound View Wealth Advisors. [13:44] - Justin Steitz on why credit unions are lagging behind in digital adoption. Links  James Bogart on LinkedIn Bogart Wealth Sammy Azzouz on LinkedIn Heritage Financial Services Melissa Bouchillon on LinkedIn Sound View Wealth Advisors Justin Steitz on LinkedIn Copper Financial Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 047: One key element differentiating high-performing advisory firms is their ability to attract, develop, and retain the best people. This translates into a workforce that is genuinely passionate about their work, leading to increased productivity and overall company success. While technology and investment strategies are critical for modern-day advisors, building a community within the organization is a strategic investment in the future. In this episode of The Connected Advisor, Kyle talks with Gerald Goldberg, CEO and Co-Founder at GYL Financial Synergies. In his role, Gerald provides the vision required to move the firm forward and the leadership necessary to deliver on GYL's core promise: to be a firm with a conscience that puts the client's interests first. Gerald provides advice on investment policy, asset allocation, investment selection, and wealth advisory services to corporations, municipalities, self-insurance funds, non-profit organizations, and high-net-worth private clients. Gerald talks with Kyle about the importance of value propositions, community engagement, and technology integration in financial firms. He shares insights into the industry's current and future state and presents strategies for successful organic growth and client service. In this episode: [01:34] - Gerald's money moment. [05:45] - Why attorneys are great wealth advisors. [08:02] - How GYL serves clients. [13:14] - The importance of empowering employees toward philanthropy. [18:47] - How GYL grows organically. [25:07] - Technology’s role in modern-day advisory firms. [30:40] - Why technology integration is important at GYL. [34:06] - How GYL values partnerships. [38:26] - Gerald's thoughts about the future of the industry. [40:35] - What aging life care services are about. [46:50] - Gerald's Milemarker Minute: best place to eat in Connecticut, travel destination, the most fulfilling part of teaching, and possible career outside advisory services. Key Takeaways Building a community and engaging in philanthropic activities can enhance team morale, client satisfaction, and overall success. Investing in technology integration and continually improving operational systems are crucial for scaling businesses, improving efficiency, and delivering exceptional client experiences. Providing aging life care services and tailored family office solutions for clients with medium-sized wealth can address growing complexities in wealth management and ensure a holistic approach to financial planning. Collaborating with industry peers, learning from best practices, and adapting to industry trends are key factors for success. Quotes [08:47] - "Let our family take care of your family. The foundation for what we do starts with three pillars: our clients, our team members, and our community." ~ Gerald Goldberg [13:42] - "One of the key elements that will separate those who will be successful versus those who will not be is the ability to attract, develop, and retain the very best people. It's important to create a community where they're excited about getting up in the morning and being there." ~ Gerald Goldberg [25:22] - "Technology is a critical building block for the modern-day advisor and advisory firm. You're not getting out of the dugout without having some effective tech stack that puts all the pieces together." ~ Gerald Goldberg Links  Gerald Goldberg on LinkedIn GYL Financial Synergies Focus Financial Partners AmeriCorps Climate Corps Michael Lepore Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 046: In this episode of The Connected Advisor, Kyle talks with Sammy Azzouz, President and CEO of Heritage Financial Services. In his role, Sammy leads a dynamic organization that provides meticulous wealth management services to clients. He keeps the firm at the cutting edge of the wealth management industry by charting a long-term strategic course and driving the execution of the firm’s strategic initiatives. Sammy is also the author of Beyond the Basics: Maximizing, Allocating, and Protecting Your Capital, and the host of Heritage Financial's podcast, Wealthy Behavior. Sammy talks with Kyle about his journey from law school to wealth management and the importance of providing comprehensive financial services to clients. He emphasizes the value of breaking down silos and having holistic conversations about money. Sammy also shares insights on the industry's future, the role of technology in supporting advisors and enhancing the client experience, and the need for firms to focus on organic growth. In this episode: [02:20] - The money moment that led Sammy into financial services. [06:18] - Sammy's thoughts about innovations in estate and tax planning. [10:05] - Sammy's career path at Heritage Financial Services. [15:21] - How Heritage grows organically. [18:35] - The tech stack that supports advisors and helps them grow. [20:01] - The importance of analytics in business growth. [22:26] - Sammy’s thoughts on the future of wealth management. [27:24] - The role of AI in the future of financial services. [30:13] - Sammy's Milemarker Minute: favorite books, potential career outside financial services, and bucket list travel destination. Key Takeaways Breaking down silos and providing comprehensive financial services is crucial to staying competitive in the industry. Employee ownership can contribute to a positive company culture and long-term success. Dedicated resources should be allocated to train and develop advisors in business development. The future of the industry may involve increased collaboration among RIAs and custodians to offer integrated solutions to clients. Technology, such as AI and analytics, can enhance the client experience and improve operational efficiency. Quotes [03:20] - "Money is probably the most stressful thing that people deal with. If you can help people with it, you can have a huge impact on their lives." ~ Sammy Azzouz [09:09] - "As you grow, you have more resources to reinvest into the client experience and your team. You want to start thinking strategically about those additional services to add value to the client and dig deeper into a pathway you've already set for yourself." ~ Sammy Azzouz [13:58] - "Employee ownership is important. It's important for multiple people to think day in and day out like business owners. Owners are definitely better than renters in a company, and it's something important and helpful in our industry." ~ Sammy Azzouz Links  Sammy Azzouz on LinkedIn Heritage Financial Services Beyond the Basics: Maximizing. Allocating, and Protecting Your Capital Wealthy Behavior on Spotify Chuck Bean Envestnet | Tamarac Pontera Betterment Melissa Mattison Vanguard J.P. Morgan Merrill Lynch Morgan Stanley Altruist Team of Rivals James: A Novel Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 045: In this episode of The Connected Advisor, Kyle is joined by Brian Preston, Managing Partner at Abound Wealth Management and the Founder and Host of The Money Guy Show. Brian is a third-generation educator, and this desire to create educated clients led to the award-winning YouTube channel and podcast, The Money Guy Show. The Money Guy Show has been broadcasting for more than 15 years, and Brian has appeared on the Fox Business Channel and US News. Brian talks with Kyle about his book, Millionaire Mission, and discusses the financial order of operations, a nine-step system for managing money and building transformative wealth. An award-winning content creator and managing partner of a fast-growing RIA in Tennessee, Brian also shares the secrets to creating great content and the key to building wealth. In this episode: [02:31] - Brian's money moment. [06:52] - Brian's early years of creating content. [07:44] - The secret to success in content creation. [10:07] - Brian's inspiration for writing Millionaire Mission. [12:50] - A 9-step system for managing money and building wealth. [16:59] - The three key ingredients to wealth creation. [18:10] - Brian's favorite step in the financial order of operations. [19:47] - The difference between creating digital content and writing a book. [22:00] - Other features the Millionaire Mission has to offer. [25:09] - What it takes to manage a fast-growing firm. [28:46] - Challenges and considerations when adopting new technology. [30:59] - The future of the financial planning industry. [34:45] - How Brian complies with regulations in his social media content. [37:36] - Milemarker minute: the period Brian wants to go back to, hardback book vs. Kindle, and favorite football player. Key Takeaways The Financial Order of Operations is a nine-step system for managing money and building wealth. Discipline, money, and time are the three key ingredients to wealth creation. It is important to develop the discipline to save and live below your means, put your money to work through investments, and give it time to grow. Building a successful advisory firm requires a long-term mindset and a focus on providing value to clients. Invest in technology and systems that will support the growth of the firm and stay up-to-date with industry trends. Quotes "Anytime I meet a young person, I try to tell them about the wonderful world of personal finance. I think this is the greatest profession. You can make a great living for your family and employees. You also go to sleep at night, knowing you added a lot of value to everybody." ~ Brian Preston "There's a new breed of influencers and people out there in the financial space who are telling you that financial advisors are not what you need. So, you better make sure that you can tell people what and how you add value, and then you also need to make sure you're doing the things that you're telling people." ~ Brian Preston Links  Brian Preston on LinkedIn Money Guy Show on Twitter Money Guy Show on Apple Podcast The Money Guy Show on YouTube Abound Wealth Financial Order of Operations Course | Money Guy Show Progressive Commercial Millionaire Mission The Millionaire Next Door by Dr. Thomas Stanley The Wealthy Barber Resources | Money Guy Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 44: In this episode of The Connected Advisor, Kyle talks with Scott Colangelo, Chairman and Managing Partner at Prime Capital Investment Advisors (PCIA) and Managing Director of Qualified Plan Advisors (QPA). Scott has earned several industry awards and recognition for his vision, leadership, and innovation. He leverages his industry knowledge and expertise to create customized solutions that help clients achieve their financial goals and objectives. Scott is also passionate about empowering clients with education, guidance, and tools that enhance their financial well-being and security. Scott talks with Kyle about the collaborative nature of local wealth management firms in Overland Park, Kansas. He also discusses the four pillars of a healthy firm: wealth, retirement, education, and production. Scott believes that clients will continue valuing education and personalized guidance and that technology will free up advisors' time to build relationships. Scott shares his optimism about the industry's future, emphasizing the importance of technology and AI in enhancing client relationships.  In this episode: [01:15] - Why Overland Park is a hotbed for wealth management firms. [03:50] - Collaboration among asset management firms. [10:17] - How Prime Capital practices intelligent flexibility. [14:26] - Scott's money moment that led him to a career in wealth management. [16:40] - The promise Scott made to his advisors. [21:03] - Revolutionizing company culture through equitable ownership. [22:11] - Cultivating an ego-free workplace culture. [24:26] - How Scott came up with the four components of a healthy firm. [27:56] - The characteristic shared by fast-growing companies. [32:34] - Scott's take on the future of the industry. [34:46] - Scott's Milemarker minute: potential career outside finance, bucket list travel destination, favorite books, hobbies, and favorite restaurant outside Greater Kansas City. Key Takeaways The industry is trending toward a more holistic approach, with firms offering comprehensive services in wealth management, retirement planning, education, and product production. Alignment is crucial in a firm, and Prime Capital Advisors has implemented an ownership structure that aligns the interests of advisors and the firm. Education and wellness programs are essential in helping participants reduce stress and improve their financial well-being. Technology and AI will enhance the wealth management industry by streamlining processes and allowing advisors to focus more on building personal relationships with clients. Quotes "There are simple ways for us to grow this industry, grow our practices, get more efficient, and scale better, and you can still be just as good of a fiduciary." ~ Scott Colangelo "Alignment is everything. If we're all rowing at 100% and one person is rowing at 99%, we'll eventually go a big circle and end up back where we started." ~ Scott Colangelo "If you get somebody in a good financial spot, their kids learn from that, their grandkids learn from that. They're happier in retirement. This is real impact stuff, and you're going to make more money because you're going to end up getting all their business whenever they have needs." ~ Scott Colangelo Links  Scott Colangelo on LinkedIn Prime Capital Investment Advisors Morgan Stanley Goldman Sachs Merrill Lynch Mariner Wealth Advisors Redtail Technology Nitrogen Wealth eMoney Advisor MoneyGuidePro Glenn Spencer Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 043: In this episode, Kyle talks with Justin Steitz, President at Copper Financial. In his role, he leads sales, investment operations, compliance, and audits for the CommunityAmerica advisor channel and the broker-dealer business unit. Justin is dedicated to the credit union mantra of "people helping people" and focuses on giving back to the community. With a strong background in compliance, he is well-versed in the highly regulated wealth management industry. Before joining the Copper Financial team, Justin served as Chief Compliance Officer for Ausdal Financial Partners, Inc., where he led the effort to build an in-house broker-dealer. Justin talks with Kyle about the unique challenges and opportunities of serving the credit union space. He highlights the importance of philanthropy and community in the credit union industry and how Copper Financial is dedicated to helping credit union members invest and improve their financial well-being. Join us as we discuss: [01:47] - Copper Financial's philanthropic activities. [03:35] - Justin's money moment that led him to a career in wealth management. [06:40] - How Copper Financial creates investment programs for clients of all sizes. [11:42] - Why credit unions are lagging behind in digital adoption. [14:14] - What differentiates Copper Financial from other investment firms. [18:28] - The competitive advantages of credit unions over wealth management firms and private banks. [24:01] - The challenges and benefits of AI in the industry. [29:08] - Justin's thoughts on the future of wealth management and credit unions. [32:32] - Milemarker minute: must-see places in Kansas City, Chiefs' game vs Royals' game, and bucket list travel destination. Key Takeaways Copper Financial provides investment programs for credit unions and is driven by the credit union mantra of "people helping people." The credit union industry is community-focused and emphasizes giving back to members and the community through philanthropy and financial literacy programs. Technology, including robo-advisors and self-directed trading, is driving the evolution of credit union wealth management. Credit unions have historically been slower to adopt digital technologies due to resource constraints. There is a growing need to compete with fintech companies and provide members with digital investment options. Quotes "It doesn't matter if it's $500 or $5 million, we're going to work with them. And that was my moment of 'I'm all in.' I build products and services for credit union members to invest in. I love to help people. And it went into that mantra of people helping people. Now, I get to do it in the industry I love and help change people's lives." ~ Justin Steitz "We can be the entry point, not only digitally, and get you to start investing. Then, we have the financial advisors to grow and morph into. It's a one-stop shop." ~ Justin Steitz "It comes down to survival of the fittest with the amount of technology that's in the space. You've got to be spending money on technology in order to compete, or a customer or a member is going to go somewhere else where they have that." ~ Justin Steitz Links  Justin Steitz on LinkedIn Copper Financial CommunityAmerica Credit Union Robinhood Betterment SoFi Stash Vanguard Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 042: In this episode of The Connected Advisor, Kyle talks with Jason Gordo, Co-founder and President of Modern Wealth Management. Jason is an accomplished wealth management executive with a diverse background in business strategy, execution, and mergers and acquisitions. He is known for his expertise in integrating tax planning into the financial planning process, helping clients optimize their financial strategies, and minimizing tax liabilities. Before joining Modern Wealth's founding team, Jason was a Managing Director at Goldman Sachs Personal Financial Management. Jason and Kyle discuss Modern Wealth's unique approach to managing wealth, mergers and acquisitions, and client retention. He shares insights into their M&A strategy and how they identify firms that align with their culture and business model. Their conversation highlights the importance of building strong relationships and providing exceptional client service. In this episode: [02:49] - The money moment that sparked Jason’s interest in investing. [07:50] - How Jason has helped others with their investments. [09:51] - What inspired Jason to start Modern Wealth Management. [12:13] - What sets Modern Wealth apart from other advisory firms. [18:00] - How Modern Wealth attracts and retains clients. [20:03] - What Modern Wealth looks for when buying firms. [21:23] - How Modern Wealth acquires firms. [24:11] - Jason's future goals. [26:14] - How interest rates and capital market changes impact Modern Wealth's acquisition process. [28:16] - How Modern Wealth integrates technology in its acquisitions. [29:51] - Milemarker minute: March Madness, golf course pick, travel destination bucket list, and the best book Jason read in 2023. Key Takeaways Modern Wealth Management integrates financial planning, investment management, and tax planning to provide clients with comprehensive solutions. Modern Wealth's acquisition strategy prioritizes cultural fit, business model alignment, and the potential for long-term partnerships. Technology integration is crucial in Modern Wealth's growth and acquisition process, ensuring a seamless transition for new partners. Modern Wealth Management focuses on building a great company with exceptional partners and delivering value to clients. Quotes "I want to positively impact the people around me and the lives of the clients who have trusted me with their finances. We're giving CPAs in our business that same opportunity. We're trying to make it fun, engaging, and rewarding so that they're able to truly impact people's lives." ~ Jason Gordo "Anytime I talk to a potential partner, I talk about three different buckets: cultural fit, business model fit, and the currency makeup of a transaction." ~ Jason Gordo "Our focus every week is simple: find exceptional people who we believe would be great partners, who we believe would have a lot of fun together, and build a great company." ~ Jason Gordo Links  Jason Gordo on LinkedIn Modern Wealth Management Merrill Lynch Callaway Golf Warren Buffet Berkshire Hathaway Inc. The Millionaire Next Door Vanguard Dean Barber Michael Capelli Bud Kasper LPL Financial The Good Life Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 041: In this episode of The Connected Advisor, Kyle talks with Melissa Bouchillon, Managing Partner at Sound View Wealth Advisors. With a background in psychology and education, Melissa brings a different perspective to the financial advisory industry. In addition to her passion for helping her clients, Melissa is on the board of organizations near and dear to her heart, including the Landings Military Relief Fund, Marshes of Skidaway Island, and the Savannah Music Festival.  Melissa talks with Kyle about her unique approach to marketing in financial advisory. She shares how her background in psychology and education has helped her as a financial advisor. Melissa highlights the significance of simplifying complex financial concepts for clients and the role of technology in driving efficiency and enhancing client experiences.  In this episode: [01:29] - Melissa's unique marketing approach. [05:10] - The money moment that led Melissa into financial advisory. [08:15] - How Melissa's background in psychology and education has helped her as a financial advisor. [10:23] - How Melissa simplifies complex financial concepts for clients. [12:38] - Why Melissa chose to open an office in Bluffton, South Carolina. [14:19] - Why Melissa rotates staff between different office locations. [17:08] - What it takes to onboard and make employees successful. [20:02] - The role of technology in building Sound View Wealth Advisors. [23:54] - Melissa's view of the future of the RIA industry. [26:06] - Milemarker minute: longest race Melissa has ever run, her bucket list travel destination, potential career outside teaching, best book read. Key Takeaways Building a successful wealth management firm involves understanding clients' needs and driving impact in the community. Simplifying complex financial concepts is crucial for effective communication and client understanding. Building trust and rapport with clients requires active listening and understanding their unique goals and experiences. Using technology can enhance client experiences and improve decision-making. The future of the RIA industry lies in driving efficiencies, focusing on what matters, and maintaining a human-centered approach.   Quotes "A really great sign of understanding material and a subject matter is being able to explain it in a way that's not fancy and uses all the jargon but simply allows people to take action." ~ Melissa Bouchillon "Most of our decision-making is all around doing what's best for our clients first and foremost and then what's best to support the people working with us so that they really are giving our clients their best work." ~ Melissa Bouchillon "Taking the role of mentoring seriously and making sure you have people within your firm who are willing to provide guidance to the new hires and the folks working at the firm is mission-critical." ~ Melissa Bouchillon Links  Melissa Bouchillon on LinkedIn Sound View Wealth Advisors Landings Military Family Relief Fund The Marshes of Skidaway Island Savannah Music Festival Merrill Lynch Nitrogen Wealth UBS Focus Financial Partners Orion Advisor Solutions Envestnet | Tamarac Fidelity Investments Charles Schwab Hidden Levers eMoney Advisor Salesforce Atomic Habits James Clear Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 058: Financial advisory firms always look for innovative ways to create a culture of growth. Internal promotions and residency programs are some unique and great strategies. By nurturing talent and creating opportunities for advancement, specializing in a specific niche, and the strategic integration of technology, firms can cultivate seasoned advisors who understand the company's core values and philosophy and offer comprehensive planning solutions that truly resonate with clients. In this episode, Kyle talks with Patrick Sweeny, Chairman and CEO of Apella Wealth and Co-founder of Symmetry Partners. Patrick focuses on investor education and the strategic growth of the firm. He is a recognized speaker on asset-class investing and transforming advisor businesses into more efficient models. Patrick and Kyle discuss how to create a culture of growth through internal promotions and residency programs, the advantages of focusing on a specific niche, and the importance of technology in providing comprehensive planning services. In this episode: [01:31] - Patrick's money moment [03:36] - The difference between institutional and retail clients [04:24] - The evolution of Apella Partners [08:52] - Finding executive talent from within [13:09] - How Apella's residency program works [17:28] - Manging acquired companies [20:00] - How Apella successfully delivers comprehensive planning services  [24:24] - Apella's tech stack [29:19] - Organic growth [33:48] - Apella's strategy for collecting and leveraging data [36:09] - Patrick's outlook on the future of the industry [38:33] - Patrick's Milemarker Minute Key Takeaways Financial advisors can differentiate themselves from the industry by delivering services that are important to clients. A residency program is a unique and great way to onboard people who can provide meaningful advice, act as real advisors on real accounts, and do real planning. The most successful advisors have a niche. They understand their niche and can train their clients for success. Having internal employees promoted to C-level positions helps maintain the company's culture, core values, and philosophy. Quotes [18:35] - "We always talk in this business about how you differentiate yourself. You don't need to think long and hard about it. You differentiate yourself by delivering more services that are important to clients." ~ Patrick Sweeny [21:08] - "The most successful advisors have a niche. They understand their niche, and when the prospect sits in front of them, they quickly realize, this is my person. This is my advisor because they know everything there is to know about me already."~ Patrick Sweeny [28:07] - "This is still a relationship business. People want a relationship in place with someone they trust. And technology is there for us to leverage and use to make us more effective at what we do." ~ Patrick Sweeny Links  Patrick Sweeny on LinkedIn Apella Wealth Symmetry Partners Jason Gentile Jim Scanlan Jason Schuck Bogle On Mutual Funds A Randon Walk down Wall Street Vanguard Dimensional Fund Advisors Envestnet Meghan Martin Orion Advisor Solutions eMoney Advisor Salesforce Dave Bulter 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 040: The traditional path to building a business is often painted as a clear roadmap, following established blueprints and pre-defined steps. But, some founders follow a different playbook — one that focuses on the human element of business, fostering an environment that becomes a breeding ground for personal and professional growth. In this episode, Kyle talks with Benj Miller, Co-Founder & CEO of System & Soul. Benj is a proven entrepreneur who values character, culture, and innovation. In 2021, he co-founded System & Soul, a business operating framework that teaches leadership teams how to find unity, get healthy, and be more effective. Benj has also founded other marketing and software businesses, authored The Clarity Field Guide, and co-hosted the System & Soul Podcast. Benj talks with Kyle about the importance of having a renegade spirit in business. He explains how System & Soul differs from other operating systems and why businesses should focus on people development and business growth. Benj also provides insights into leadership development and offers practical advice for RIAs looking to build successful and fulfilling businesses. Join us as we discuss: [02:52] - How System & Soul came to be. [05:58] - The unique challenges facing RIAs in building a business. [08:37] - Benj's advice on building an RIA. [09:53] - What makes System & Soul different from other operating systems. [13:49] - Qualities that make a great leader. [17:44] - What it means to be a renegade entrepreneur. [22:47] - Benj's practical advice for business owners. [24:55] - The transition from renegade founder to renegade leader. [27:23] - How Benj helps people define their goals and find clarity. [30:31] - Milemarker minute: Benj's basketball team, bucket list travel destination, and dream car. Key Takeaways Building a successful business requires a renegade spirit willing to take risks and go against the odds. Leadership development is crucial for RIAs to become effective leaders who can create a positive and energizing work environment. RIAs face unique challenges in building their businesses, including the need to transition from being solely focused on managing clients to building the business itself. Transitioning from a renegade founder to a renegade leader does not necessarily mean becoming the CEO. It is about finding the role that aligns with your strengths and passions. Quotes "If you're building an RIA, don't be afraid to look outside your industry to bring in the best talent you need who are business builders. We need business builders, or else we'll just be stuck with plateauing or very linear growth based on individual books of business." ~ Benj Miller "Logically, it's just dumb to start a business. But there's something in a renegade that has to do it. The risk of regret is worse than the risk of failure." ~ Benj Miller “The world needs your renegade spirit, your renegade energy. There are some things the business might need to do to grow and you might have to do some things to shift from a renegade founder to a renegade leader. But please, please, please don't lose that renegade spirit.” ~ Benj Miller Links  Benj Miller on LinkedIn System & Soul Renegades Ninety The Clarity Filed Guide Chris White Michael Kitces Tim Spiker The Only Leader’s Worth* Following Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 039: The wealth management industry is moving beyond asset allocation and investment management. Clients require a broader suite of services, encompassing areas like tax planning, estate planning, and retirement accounts. Adero Partners recognizes these trends and is expanding its service scope to cater to its clients' evolving needs, signifying the firm's focus on providing a more comprehensive wealth management experience, and acting as the central advisor or family CFO for their clients. In this episode of The Connected Advisor, Kyle Van Pelt talks with Aaron White, Chief Growth Officer at Adero Partners. Aaron brings years of experience to the conversation in pre-liquidity planning, wealth transfer, private investments, and tax strategy. Before joining Adero, he worked as a business valuation and litigation consultant for a regional accounting firm. In his current role, Aaron focuses on providing comprehensive wealth management services to clients, with expertise in tax planning, estate planning, and alternative investments. Aaron talks with Kyle about the evolving landscape of the financial advice industry and how Adero is adapting to meet clients' changing needs. He shares how Adero provides comprehensive planning services, including tax planning, estate planning, and 401(k) assistance. Aaron also discusses the firm's use of technology, such as AI and LLMs, to enhance client experiences and improve efficiency.  Join us as we discuss: [04:02] - The money moment that led Aaron to the financial industry. [05:30] - Adero’s biggest driver of growth. [06:24] - Adero's content strategies. [07:40] - Why Adero focuses on consulting clients on QSBS (qualified small business stock). [08:52] - How Adero helps people make the most of QSBS. [11:40] - How Adero has adapted to remote work. [14:32] - Adero's growth trajectory. [16:26] - How Adero uses 401(k)s as a competitive advantage. [17:58] - Adero's estate planning services. [21:18] - Aaron's outlook on the future of financial advisory. [24:56] - Aaron's background in hockey and coaching. [27:10] - Milemarker minute: favorite sports car, bucket list travel destination, and potential careers outside financial advice. Key Takeaways The wealth management industry is evolving to provide more comprehensive services beyond asset allocation and investment management. Alternative investments are becoming more accessible and offer opportunities for diversification outside of the public markets. AI and LLMs have the potential to enhance efficiency and provide quick access to information, but caution is needed around data privacy. Quotes "The qualified small business stock exclusion is one of the most significant potential tax savings opportunities. The maximum exclusion is $10 million for capital gains. If you're in a state that conforms to federal QSBS, you can save another 10% plus for some high-tax states. That's a pretty significant savings." ~ Aaron White  "Our role with our clients is to be the family CFO or the central advisor that they look to to coordinate and execute on all their tax planning and financial strategy." - Aaron White "Oftentimes, we find that an estate plan was done and signed, but they didn't actually follow through on it. And so that's something that we can help with and make sure that you actually benefit from all the money you spent and the documents you created." ~ Aaron White Links  Aaron White on LinkedIn Adero Partners Pontera Wealth.com Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 038: In this episode of The Connected Advisor, Kyle Van Pelt is joined by John Barrows, Founder and CEO of JB Sales. John has a wealth of experience in all aspects of business and sales, from making 400 dials a week to leading a self-funded team from startup through acquisition, starting his own business, and now working with some of the world's fastest-growing and most dynamic companies. He believes that, when done right, sales is one of the greatest professions in the world, but when done wrong, it's one of the worst.  John talks with Kyle about bringing rainmakers back to the financial services industry. They delve into the challenges sales professionals face and the need for a strong work ethic to succeed. John emphasizes the value of having a plan, working hard, and consistently adding value to clients. He also shares practical tips on how to cut through the noise, build a personal brand, and leverage AI in sales and marketing. Join us as we discuss: [02:12] - What stops people from being rainmakers. [07:10] - What hard work means in today's day and age. [11:42] - Utilizing networking groups for lead generation. [14:28] - How salespeople can cut through the noise and get recognized. [16:36] - A story about how providing value makes a difference in financial services. [22:44] - Tactical tips on adding value to clients. [30:31] - What it takes to build a brand. [33:03] - How to avoid repeating the same message in sales. [37:12] - John's book recommendation about sales. [40:04] - How John leverages AI. [44:45] - Milemarker minute: John's potential career outside sales, the NFL draft, his bucket list of travel destinations, and book recommendations. [47:56] - Where to find John's content. Key Takeaways In sales, having a strong work ethic is crucial for success. Sales professionals need to put in the effort and have a clear plan to achieve their goals. Building a personal brand requires consistently adding value to your audience. To cut through the noise, sales professionals should have a reason for every client interaction.  AI can be a valuable tool in sales and marketing, but it should augment the advisor's role rather than replace it. Sales professionals can leverage AI to curate content, stay updated on industry trends, and provide personalized insights to clients. Quotes "Touching base and checking in should be erased from every sales rep's and producer's vocabulary. They should start every conversation with, 'The reason for my call is.' If you cannot finish that sentence, you should not make the phone call. And it better be something better than, 'I'm going to sell you something.'" ~ John Barrows  "Most people don't build their brands because there are no short-term results and no short-term gratification to it. A brand is a long-term play, but especially in this world of AI, if you are not working on your brand, AI is going to take over your brand." ~ John Barrows  "There's always somebody one step ahead of you, and there's always somebody one step behind you. Follow the people who are one step ahead of you, consume their content, and then translate it down to the people who are one step behind you." ~ John Barrows Links  John Barrows on LinkedIn John Barrows on Twitter John Barrows on Instagram JB Sales Northwestern Mutual Feedly Michael Kitces The Challenger Sale The Challenger Customer The JOLT Effect Perplexity Crystal Knows Greenlights Make It Happen Mondays Podcast Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 037: The pace of technological change is rapid, to say the least. But change often brings with it exciting opportunities. Technology innovation presents nearly endless possibilities and potential to improve how firms and advisors operate and serve their clients.  In this episode of The Connected Advisor, Kyle Van Pelt talks with Mark Delato, Managing Partner and COO at Simon Quick Advisors. Mark plays a significant role in providing comprehensive financial advice to high-net-worth individuals and families, and he brings years of experience to the discussion of rapidly changing technology.  In this wide-ranging conversation, Kyle and Mark talk about the transformative effects of AI and technological innovation on wealth management. They also discuss the challenges of integrating family office services within an RIA framework, focusing on the importance of multi-generational teams, goal-based financial planning, and maintaining a high-quality customer experience while scaling personalized advisory services. Mark emphasizes the need for a cohesive technology platform to support operational efficiency and to meet the evolving demands of clientele, while also reflecting on his personal motivations in finance, inspired by his grandfather's financial wisdom. Join us as we discuss: [02:04] - Mark's money moment [03:42] - Balancing saving and enjoying wealth [07:34] - Simon Quick Advisors’ unique positioning [12:09] - The challenges of offering family office services at scale [18:54] - The importance of exceptional service for financial advisors [24:12] - Leveraging technology in wealth management [28:53] - Mark's commitment to nonprofit work [31:34] - Milemarker minute: lightning round   Key Takeaways Embrace technology and AI in financial planning to enhance efficiency and improve data usage, as it is rapidly changing the financial industry and offering new possibilities for better service delivery. Recognize the importance of goal-based financial planning, and don’t shy away from important conversations about legacy. Consider a multi-generational team approach to cater to the diverse needs of different generations within client families. This helps ensure long-term client relationship satisfaction. Excellence in service is non-negotiable; it requires a culture of continuous improvement and a mindset of ownership. Quotes “The independent advisor community certainly has been more in tune, I think, with the goals-based planning approach for many, many years now. Having those kinds of deeper meaning conversations, whether it's philanthropic giving or whether it's providing the next generation and beyond with wealth. Those softer conversations are what's leading the charge to get people to actually enjoy their wealth.” ~ Mark DeLotto “The service standard, simply put, is just excellence. And it permeates from the top. You have to treat every client like they're all the only client.” ~ Mark DeLotto “To me, it all comes down right now, at this point, to data — data quality, single source of truth, where is everything and how can we get it. And it's still a challenge for us, and what I've been focused on the last three to four months is, how can we improve on that?” ~ Mark DeLotto Links  Mark DeLotto on LinkedIn Simon Quick Advisors Villanova University ArcMorris Michael Kitces Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 036: Athletes are often stereotyped as prone to making poor financial decisions. While this perception is unfair, the real problem lies in a lack of financial education. This gap can leave them susceptible to mismanagement and potentially risky financial ventures. Fortunately, with the right tools and support, professional and college athletes can overcome these obstacles and build a legacy of wealth far beyond the playing field. In this episode of The Connected Advisor, Kyle is joined by Brandon Averill, Partner at AWM Capital and former professional baseball player. They discuss the unique challenges and opportunities in serving professional athletes and their families. He emphasizes the importance of education in managing finances, shares insights on the complexities of athlete taxation, and highlights the impact of the recent NIL legislation on college athletes. Join us as we discuss: [01:55] - Brandon's money moment that led him to the financial advisory industry. [04:17] - How athletes can create multi-generational wealth. [07:28] - The importance of financial education for athletes. [09:53] - The emergence of NIL deals in college baseball.  [11:01] - Athletes' income and tax allocation. [14:28] - The impact of content creation on business growth. [18:00] - The regenerative nature of the sports market. [19:54] - The challenges of finding and retaining talent. [22:00] - People, technology, and systems integration at AWM Capital. [24:13] - Brandon's outlook on the future of the industry. [26:12] - Brandon's Milemarker minute: best baseball park in America, favorite wine, travel destination, and the best part of being a financial advisor. Key Takeaways AWM Capital focuses on serving athletes and their families, providing a human-centered family office approach to create multi-generational wealth and financial success. Athletes face unique financial challenges and stereotypes due to a lack of financial education and guidance. It is crucial to provide education and support to help them make informed financial decisions. The recent NIL compensation for college athletes has created new opportunities and challenges in managing their wealth. Quotes "The athlete gets this bad rap like we're this uneducated, blowing money-type situation. We do a terrible job as a country of educating athletes on finances. So, to us, it wasn't an athlete problem. It's an education problem." ~ Brandon Averill "Money is just a tool. So, you always want to focus on making sure that you're doing the proper things to maximize your wealth, which could ultimately impact your family or the causes you care about." ~ Brandon Averill "It's unfortunate that most of the wealth, even in sports, is still controlled by brokers in wirehouses. We felt like that wasn't the best way to do it." ~ Brandon Averill  Links  Brandon Averill on LinkedIn Brandon Averill on Twitter AWM Capital Morgan Stanley Brian Cain Peak Performance Deovlet Sonny Boy Red Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 035: The conventional route to becoming a financial advisor is no longer the only path to success. The industry is evolving, demanding a more holistic and strategic approach to developing elite, successful, and growing advisors. The future now lies in joining established practices, where guidance from experienced advisors, exposure to their expertise, and participation in a well-defined succession plan can make all the difference. In this episode of The Connected Advisor, Kyle talks with Alex Goss, Managing Partner at NewEdge Capital Group and CEO & Co-Founder at NewEdge Advisors. Before serving at NewEdge Advisors, Alex built his father's advisory practice into an $8 billion RIA. In his current role, Alex is fully dedicated to understanding what successful advisors need. His mission is to provide advisors with the tools and flexibility they require to better serve their clients without the limitations wirehouses and big banks force on advisors. Alex talks with Kyle about his journey in the wealth management industry and his passion for mentorship. He explains how NewEdge Advisors is creating a home for successful, growing practices by providing resources, better pricing, and technology integration. Alex also provides his insights on the industry's future, where technology and the emergence of regional culture-first firms offer advisors more choices and opportunities for growth. Join us as we discuss: [02:07] - The money moment that inspired Alex to start a financial advisory business. [06:14] - Why Alex is passionate about mentoring. [09:32] - Building career paths and opportunities in wealth management. [13:37] - How people at NewEdge Capital grow and succeed. [17:56] - How NewEdge integrates technology into its practice. [21:20] - Alex's outlook on the financial planning industry. [27:06] - Milemarker minute: favorite restaurant, LSU Tiger prediction, golf course bucket list, favorite holiday. Key Takeaways Financial advisors are business owners. They have the potential to build successful small businesses by taking care of their clients and building strong relationships. The wealth management industry is experiencing a shift towards a more entrepreneurial model, where financial advisors are seen as business owners rather than employees. Mentorship and exposure to successful individuals are crucial in inspiring and empowering young people to realize their potential and pursue careers in the industry. New Edge Advisors focuses on supporting established, successful practices by providing resources, better pricing, and technology integration. The firm aims to create a home for these practices and help them grow and scale. Quotes "Our country's number one asset is our youth. Once a kid realizes they have everything they need to do anything and everything that anybody else can, it's amazing how transformative that can be in their life." ~ Alex Goss "It takes associateship, mentorship, and time to become a really successful advisor. Opportunity comes through exposure, mentorship, seeing other people you can aspire to become like or accomplish what they've accomplished." ~ Alex Goss "The traditional path is dead. The future now is more often joining an established practice and becoming part of the succession." ~ Alex Goss Links  Alex Goss on LinkedIn NewEdge Capital Group NewEdge Advisors Nola Angel Network Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 034: Providing excellent client service is more than just answering phone calls and replying to emails promptly. It means cultivating a loyal client base of raving fans. Achieving this requires building deep connections with clients and knowing them personally. Given the demands of advisor schedules and the complex nature of the industry, how can advisors deliver this level of personalized service? In this episode of The Connected Advisor, Kyle talks with Anand Sheth, CEO and Co-Founder of Pulse360. As a long-standing practice manager in the advisory industry, Anand recognized the inability to create professional, customized, and timely meeting documentation. He created Pulse360 to help financial advisors automate and streamline creating client deliverables, including meeting prep agendas, follow-ups, client tasks, and annual summaries. Anand aims to get advisors back to advising versus doing administrative work. Anand joins Kyle to discuss how to turn clients into raving fans. He emphasizes the need for advisors to go beyond the basics of client service and provide a personalized and exceptional experience. Anand also introduces Pulse360 and shares how the software helps advisors streamline their operations, capture valuable client data, and tell the story of the value they provide. Join us as we discuss: [01:38] - The money moment that led Anand to the wealth management industry. [02:49] - Anand's transition from working directly with clients to stepping into a compliance-focused role. [04:24] - The challenges of being the COO of a growing RIA. [07:20] - How advisors can create raving fans out of their clients. [14:49] - The value proposition of Pulse360. [18:10] - How Pulse360 organizes big data. [20:39] - The impact of AI on the industry and beyond. [27:06] - How Anand uses photography to help underprivileged people. [29:59] - Milemarker minute: Nikon vs. Canon, place to travel, favorite conference. Key Takeaways Providing exceptional client service goes beyond answering phone calls and replying to emails within 24 hours. Advisors can turn clients into raving fans by personalizing their interactions and anticipating their needs. Data fragmentation and the lack of tools that communicate with each other are operational challenges for advisors.  Pulse360 aims to provide a systematic way for advisors to enter and access client data, communicate with clients, and streamline their operations. It allows advisors to stay informed and showcase their expertise and personalized service. Quotes "I was lucky enough that the different advisors I worked with were always high-performing. And one of the things that makes them successful is their eye for detail and how they want to provide an amazing client experience." ~ Anand Seth "I built Pulse360 to create a systematic way where it's easy for folks to enter their data, communicate with clients, and create raving fans out of their clients." ~ Anand Sheth "I built Pulse360 because I wanted the advisor and the team to create raving fans because those create referrals which grow your practice." ~ Anand Sheth Links  Anand Sheth on LinkedIn Anand Sheth on Twitter Pulse360 Nitrogen Wealth Redtail Technologies Wealthbox Salesforce Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts Promos 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 033: The financial world thrives on relationships, not just with individual clients but with strategic partners who can supercharge offerings and take the business to new levels. However, forging successful partnerships takes more than a handshake. It requires alignment from sales teams, product experts, and executives united by a shared vision of mutual benefit. In this episode of The Connected Advisor, Kyle is joined by Rachel Cameron, Director of Strategic Partnerships at DPL Financial Partners. Having spent most of her career in wealth management, Rachel has created integrated technology solutions and solved problems for independent wealth advisors. At DPL, she brings focused expertise in technology integrations, operational efficiency, and company growth strategies.  Rachel talks with Kyle about building successful partnerships and providing great financial services. She discusses the different types of partnerships and the need to define the relationship clearly. Rachel also highlights the value of a crawl, walk, run strategy and the importance of aligning sales teams, product teams, and executives. In the end, Rachel draws parallels between leading a Girl Scout troop and organizational leadership, emphasizing the need for organization, communication, and building confidence, courage, and character. Join us as we discuss:  [02:03] - The money moment that led Rachel to wealth management. [04:04] - What makes great client service. [08:26] - What a partnership between technology companies looks like. [10:59] - Different types of partnerships. [14:20] - How RIAs can build better partnerships. [16:18] - How to measure the success of partnerships. [19:03] - An example of a great partnership strategy. [22:35] - The parallels between leading a Girl Scout troop and organizational leadership. [28:01] - Rachel's thoughts on the future of the wealth technology industry. [32:41] - Milemarker minute: Best restaurant, best book, favorite industry conference. Key Takeaways Successful partnerships require alignment and excitement from sales teams, product teams, and executives. Tailoring messages and making things easy for others is crucial in providing great service. Defining clear goals is crucial to the success of a partnership. The crawl, walk, run strategy allows partnerships to grow and evolve over time. Quotes "When I think of a really good partnership, there are things happening that fire on all cylinders. There's got to be a buzz and excitement around what you're doing." ~ Rachel Cameron  "If you really want partners that you're running with, you have to be okay with the slow burn of a crawl, walk, run, and really building to get to that place where you're in lockstep with the partner and you're truly winning together." ~ Rachel Cameron  "The best partnership is one that is well-educated. Start slow and be very intentional to sign the right partner who is excited about doing what you're doing." ~ Rachel Cameron Links  Rachel Cameron on LinkedIn Rachel Cameron on Twitter DPL Financial Partners Merrill Lynch Black Diamond Wealth Platform Tyrone Ross Jr. Crying in H Mart Future Proof Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 032: In this episode of The Connected Advisor, Kyle Van Pelt is joined by Lyle Wolberg, CEO, Senior Financial Life Advisor & Partner at Telemus. They discuss the importance of trust and how Telemus differentiates itself from other firms. Lyle also talks about the challenges and opportunities in hiring and developing talent. He shares his insights on technology investment and the future of the RIA industry, emphasizing the need for firms to offer additional services and create a one-stop solution for clients. Forbes Best-in-State Wealth Advisors (2023)* *Awards and recognitions by unaffiliated publications should not be construed by a client or prospective client as a guarantee that the client will experience a certain level of results if Telemus Capital, LLC (“Telemus”) is engaged, or continues to be engaged, to provide investment advisory services, nor should they be construed as a current or past endorsement of Telemus or its representatives by any of its clients. Rankings published by magazines and others are generally based on information prepared and/or submitted by the recognized adviser. The Forbes ranking of Best-In-State Wealth Advisors, developed by SHOOK Research, is based on an algorithm of qualitative criteria, gained through telephone, virtual and in-person due diligence interviews, and quantitative data. The algorithm weighs factors like revenue trends, assets under management, compliance records, industry experience and those that encompass best practices in their approach to working with clients. Portfolio performance is not a criterion due to varying client objectives and lack of audited data. Data provided by SHOOK® Research, LLC — Data as of 6/30/22. Neither Forbes nor SHOOK receive a fee in exchange for rankings. Requirements to be considered eligible include: at least seven years as an advisor, minimum 1 year at current firm, advisor must be recommended and nominated by their firm, completion of an online survey, over 50% of revenue/production must be with individuals, and acceptable compliance record. Click here for a more in depth look at SHOOK’s methodology. Barron’s Top 1200 Advisors (2023)* *Awards and recognitions by unaffiliated publications should not be construed by a client or prospective client as a guarantee that the client will experience a certain level of results if Telemus Capital, LLC (“Telemus”) is engaged, or continues to be engaged, to provide investment advisory services, nor should they be construed as a current or past endorsement of Telemus or its representatives by any of its clients. Rankings published by magazines and others are generally based on information prepared and/or submitted by the recognized adviser. Data as of 9/30/22. Barron’s rankings are based on a 102-question survey filled out by advisory firms. Barron’s verifies that data with the advisors’ firms and with regulatory databases and then apply their rankings formula to the data to generate a ranking. The formula features three major categories of calculations: (1) Assets (2) Revenue (3) Quality of practice. In each of those categories we do multiple subcalculations. For instance, Barron’s take into account not just the amount of assets an advisor manages, but also the type of assets—are they private-wealth assets or institutional? If they’re institutional, are they for a foundation or an endowment, or are they corporate assets? Barron’s measures the growth of advisors’ practices and their client retention. Barron’s also consider a wide range of qualitative factors, including the advisors’ experience, their advanced degrees and industry designations, the size, shape, and diversity of their teams, their charitable and philanthropic work and, of course, their compliance records. Investment returns are not a component of the rankings. Telemus did not pay a fee for inclusion on this list.

Episode 031: The future of wealth management is about a strategic balance between people, technology, compliance, and marketing. Investing in skilled professionals, robust tech platforms, stringent compliance measures, and effective marketing strategies will be crucial to capture new opportunities and attract the attention and loyalty of the next generation of clients. In this episode of The Connected Advisor, Kyle talks with Brett Bernstein, CEO & Co-Founder at XML Financial Group. Brett is an active financial advisor assisting clients with his holistic approach to goal-setting and problem-solving. He manages the operations of the firm, including its M&A strategy. His experiences working at Merrill Lynch, LPL, and as an RIA gave him a comprehensive understanding of the industry from different angles. Brett is also involved in various nonprofit organizations, including So What Else, a grassroots charity that supports at-risk youth. Brett talks with Kyle about the importance of technology and innovation in wealth management and the need for firms to invest in people, compliance, and marketing. Brett shares his insights on the industry's future, including the consolidation trends and the shift toward growth. He also emphasizes the value that financial advisors bring to clients and the need for firms to adapt to the preferences of younger generations.  Join us as we discuss:  [03:04] - The money moment that led Brett to financial services. [05:14] - The analogy between a doctor and a financial advisor. [06:40] - The greatest attribution to XML's growth. [09:15] - How Brett allocates capital to turbocharge XML's growth. [12:05] - Technology investment vs headcount investment in scaling businesses. [14:25] - The value of hiring a Chief Technology Officer (CTO). [18:30] - Brett's thoughts on the future of financial services. [23:49] - The need for specialization in M&A planning. [26:13] - What it takes to build an M&A specialization. [29:40] - Brett's involvement with So What Else. [32:32] - One place Brett would love to travel. [33:15] - The best pitch Brett has ever heard from a kid's Shark Tank competition. Key Takeaways Wealth management firms need to invest in technology and innovation to meet the expectations of younger clients. Mergers and acquisitions will continue to be prevalent in the industry, driven by the aging advisor population and the need for succession planning. The future of the wealth management industry will require firms to invest in people, technology, compliance, and marketing to stay competitive and capture new opportunities. Quotes "Other people want to turbocharge their growth but don't have the entrepreneurial spirit, the backing, or the desire to do it on their own. So if they can plug into something already set up, having the technology stack, the marketing stack, and the operational team, they get to where they want to get faster." ~ Brett Bernstein "It's okay to say, 'That's not something I focus on. Let me bring in someone else who does.' I think people have to have a little humility and get over their egos and say, 'What’s right for my firm so I don't put my firm at risk? What’s right for the client so the client has the best experience?" ~ Brett Bernstein Links  Brett Bernstein on LinkedIn XML Financial Group So What Else Maryland Smith Merrill Lynch LPL Financial Focus Financial Partners eMoney Advisor John Bogle Vanguard Fidelity Investments Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts Promos 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 057: Financial advisors often go beyond the confines of business to become trusted guides in their client's financial lives. More than crafting investment strategies and managing portfolios, advisors offer support and expertise to individuals and families through various life stages and financial challenges.  In this episode, Kyle talks with Scott Hanson, Co-Founder and Vice Chair at Allworth Financial. A nationally recognized financial expert, Scott has been named to Barron's list of the Top 100 Independent Wealth Advisors in America numerous times and has been listed as one of the 25 most influential people in the financial services industry nationwide. For more than 29 years, Scott has co-hosted Money Matters, a financial radio program and podcast, making it one of the longest-running shows of its kind in America. Scott talks with Kyle about what makes financial advisory a noble profession. He discusses his early experiences in the industry and the shift toward a more inclusive and diverse approach to financial advising. Scott also shares Allworth Financial's successful consolidation strategy, the importance of marketing as a business development tool, and why they're a sought-after partner for firms.  In this episode: [01:36] - Scott's money moment [02:41] - Scott’s early career in financial services [07:06] - Allworth Financial’s approach [09:24] - The driving force behind Allworth's growth [13:03] - Why organic growth is difficult for some firms [15:50] - How radio and podcasting has impacted Allworth’s growth [20:11] - Stepping down from leadership [28:05] - Scott's outlook on the future of the industry [35:21] - What good planning looks like [36:22] - Scott's Milemarker Minute Key Takeaways What makes financial advice a noble pursuit is guiding clients through life's diverse challenges, embodying a role far beyond asset management. Marketing is one of the most effective ways to grow organically. A proactive approach to marketing and client development is critical. Embracing a blend of data-driven decision-making and a client-centric approach is pivotal to the industry's growth and success. Quotes [06:14] - "The longer I'm in this industry, the more noble I believe it is. I've personally held clients' hands through lots of different things, whether financial markets going crazy or their personal lives going crazy. Navigating the clients through all those different seasons is tremendously valuable to them." ~ Scott Hanson [33:35] - "If someone's at Allworth, they're going to be well served. One of the reasons I'm passionate about continuing to grow the organization is there are a lot of people out there who need good financial advice, and I would love to be able to provide it to them." ~ Scott Hanson Links  Scott Hanson on LinkedIn Allworth Financial Lincoln Financial Focus Financial Partners Johnson Financial Group Money Matters Radio Show and Podcast Pat McClain Dan Sullivan Strategic Coaching John Bunch Switch on Your Brain 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 030: In this episode of The Connected Advisor, Kyle is joined by Peter Raimondi, Founder & CEO at Dakota Wealth Management. With more than 40 years of experience in the industry, Peter has built multiple successful companies, including Banyan Partners and The Colony Group. He is known for his expertise in options trading and has written a thesis on insider trading in the options market. Peter is passionate about creating an employee-owned company and prioritizes caring for his team and clients. Peter joins Kyle to share his journey into the wealth management industry, starting with his fascination with options trading during law school. He discusses his approach to building Dakota Wealth as an employee-owned company and the benefits of this model. Peter also highlights the role of technology in wealth management, particularly cybersecurity, and the need for firms to stay updated with modern technology. Join us as we discuss: [01:34] - Money moment that led Peter to the wealth management industry. [04:36] - The journey from law school to wealth management. [06:01] - The role options trading played in Peter's career. [09:09] - Why don’t all firms offer options trading? [11:36] - Peter's motivation for creating Dakota Wealth Management. [15:23] - Peter's advice for managing firms enjoyably. [17:27] - Putting employees first to benefit clients. [22:00] - Factors that make Dakota stand out in the market. [25:40] - Dakota Wealth Management's tech strategy. [29:37] - Peter's choice of business outside of wealth management. [30:22] - Peter's interests outside of work. [31:58] - Why Peter loves muscle cars. Key Takeaways Options trading can be a valuable strategy for wealth management. However, its time-sensitive nature requires a unique skill set and constant attention. Acquiring firms with an entrepreneurial spirit and a willingness to grow can catalyze success.  Dakota Wealth stands out by offering a sustainable equity partnership and involving the founders in shaping the company's future. Employee ownership is a key driver of wealth management firms' success. Prioritizing employees' well-being and ownership can create a sense of unity and purpose that translates into exceptional client service. Investing in technology, particularly cybersecurity, is crucial in today's digital landscape. Quotes "It's my job and my obligation to do whatever it takes to make sure I'm taking care of the company, the people, the shareholders, and the clients." ~ Peter Raimondi  "We don't put our clients first. We put our employees first. If I put my employees first and take care of them first and foremost, they will be the best they can be for my clients. And therefore, my clients will get the best from them." ~ Peter Raimondi "Cybersecurity is probably the biggest threat we have in our industry. So, look at your tech stack as the weapons that you're fighting a battle with. You can't possibly use old weaponry from two wars ago and expect to beat the enemy." ~ Peter Raimondi Links  Peter Raimondi on LinkedIn Dakota Wealth Management Boston University School of Law Merrill Lynch The Colony Group Goldman Sachs Ayco Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts Promos 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 029: Educating clients and creating value are pillars of success in the financial advisory industry. Bogart Wealth's explosive growth is a testament to the effectiveness of providing valuable content and actionable steps to clients. The firm has built strong relationships and attracted new business by empowering investors and helping them understand the “why” behind their financial decisions. In this episode of The Connected Advisor, Kyle is joined by James Bogart, CEO & President at Bogart Wealth. In his role, James focuses on maintaining the highest level of customer service and attention to detail available in the industry, and on delivering the best technology, reporting tools, and analysis to every Bogart Wealth client. His practice spans wealth plan design, investment management, estate planning, family legacy planning, business succession, charitable giving, asset protection, and retirement concerns, with a special insight and focus on multi-generational strategies. James talks with Kyle about how education and value creation have fueled Bogart Wealth's explosive growth. With valuable content and actionable steps, Bogart Wealth gains clients' trust and attracts new clients. James also shares how transitioning to digital platforms helped grow his practice, the challenges of rapid expansion, and the importance of a strong team and culture. Join us as we discuss: [01:59] - James' money moment. [03:37] - The importance of providing valuable and in-depth content. [07:55] - Educating investors and involving them in the planning process. [09:53] - The integration of value-added activities in client relationships. [12:27] - Bogart Wealth's path to success. [14:42] - The success of digital events in expanding the firm's reach. [17:28] - The impact of digitization on lead flow and client referrals. [22:01] - How to get people to attend webinars. [25:25] - What great content can do for your business. [28:07] - Challenges associated with fast-growing companies. [34:12] - How to get the best talent on your team. [37:05] - James’ involvement with philanthropy. [39:11] - James' personal reasons for being in the wealth management industry. [43:30] - James' favorite book from 2023. Key Takeaways Educated investors are powerful investors. Providing valuable content and actionable steps builds trust and attracts clients. The shift to digital events during the pandemic opened up new opportunities for growth and reach. Growth requires a strong team, delegation, and a culture of collaboration. Quotes "People want good content. They want reliable content and things that would translate what had meaning or impact for them into their situation." ~ James Bogart "People want integration. But more importantly, they want to know that the person they're trusting with that integration knows what they're talking about and can ultimately apply it to their situation." ~ James Bogart "An educated investor is a very powerful investor." ~ James Bogart "If you create great content and have a great value proposition, you won't have to sell anything." ~ James Bogart Links  James Bogart on LinkedIn James Bogart on Twitter Bogart Wealth Michael Kitces Advisor Growth Track Outlive by Peter Attia Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts Promos 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 028: In this episode of The Connected Advisor, Jud Mackrill is joined by Scott Klaassen, Managing Director at Milemarker to discuss the critical role of reporting in advisory services. Together, they explore the challenges of ensuring accurate, transparent reporting and the complexities involved with alternative investments and multiple custodians. They also cover the importance of data management alignment within firms, the non-profitability of many client relationships, the potential of AI tools to enhance data insights, and an overview of Milemarker's managed back-office solution aimed at optimizing technology for advisors and clients. Jud and Scott discuss: [01:42] - Intro to Scott Klaassen. [03:15] - Why is reporting important? [05:25] - What measures can be implemented to improve the accuracy of financial transactions? [08:56] - Are there specific patterns or common issues that lead to transaction inaccuracies? [12:17] - What are the implications of having multiple custodians? [14:23] - What is the best way to solve for Household returns with Alternatives (IRR) and Traditional (TWR)? [16:22] - Is it possible to extract relevant performance and asset allocation data from Orion but then present it as we wish in our portal? [17:45] - What percentage of firms report on a client's full balance sheet? [19:39] - How do I get the entire firm aligned on data management? [23:04] - How should I go about getting the entire firm aligned on data management? [23:23] - What AI (Artificial Intelligence) tools would you suggest to give better insights into our data? [24:42] - What are your favorite reporting systems and why? [26:13] - How do you decide if a specific reporting system is better for one advisor vs another? [29:39] - What are people doing with asset classes these days? Quotes “Reporting is important because that is how we are communicating the value we bring to our clients. It's our report card to them of how we're doing as an advisor.” ~ Scott Klaassen “When everything is getting more commoditized, it makes our value seem less on the wealth management side, so reporting is a great opportunity for us to uniquely tell the story that actually matters to your client.” ~ Jud Mackrill Links  Scott on LinkedIn Orion Black Diamond Schwab Fidelity Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 027: In wealth management, data is paramount. But it's not just about the data itself. It's about how people present, digest, and ultimately act upon it. That's where the user experience (UX) revolution in wealth management takes center stage. Today's investors, from seasoned veterans to tech-savvy millennials, demand clarity, personalization, and a seamless digital journey. They want information that's visually appealing, readily digestible, and actionable. In this episode of The Connected Advisor, Kyle talks with Clifton Schaller, Chief Growth Officer at FutureVault. Clifton has a passion for customer-driven insights, striving to identify the biggest trends, pain points, and opportunities for innovation across the entire financial services ecosystem and then looking for people or technology best positioned to address them. With a corporate development, product management, and strategic partnerships background, Clifton drives the intersection of top-line growth and product strategy. Clifton talks with Kyle about the importance of user experience (UX) in the wealth management industry. He emphasizes the importance of UX design and how it can impact client retention and acquisition. Clifton also shares his insights on retirement readiness, access to private markets, generational wealth transfer, and the changing preferences of millennials and Gen Z. He believes that the industry is well-positioned to address these challenges and adapt to clients' changing needs. Join us as we discuss: [03:13] - Clifton's money moment. [07:18] - What Clifton's experience as a UX designer at Morningstar looked like. [10:36] - What it takes to have a great user experience. [13:21] - Clifton's motivation to choose UX design. [17:07] - Clifton's outlook on the future of the industry. [25:33] - The role of FutureVault in wealth technology. [32:04] - Clifton's five insights for professional growth. [38:53] - Clifton’s favorite book from 2023. [39:13] - What firms looking for growth should focus on in 2024. Key Takeaways User experience (UX) design is crucial to client retention and acquisition. The industry needs to help clients navigate the sea of investment products, and tailor portfolios to their specific needs. Access to private markets is becoming more democratized, providing personalized opportunities for investors to participate in high-growth investments. Understanding the needs of the next generation will significantly impact the overall economy. Quotes "People process information in different ways, but they process it very quickly. If you're showing something that looks crisp, easy to process and go through, you have a higher likelihood of retaining or gaining a client." ~ Clifton Schaller "Our industry will be well-positioned for those who transform and change to meet the needs of the next generation. This is going to have an impact not just on individuals but on our economy macro-wise as well." ~ Clifton Schaller "People who are willing to roll up their sleeves — it inspires people. Knowing how to lead from the front, lead from the rear, and lead from the field —people are able to inspire others through selfless leadership." ~ Clifton Schaller Links  Clifton Schaller on LinkedIn Anthony Stich Morningstar The 48 Laws of Power by Robert Greene Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts Promos 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 026: Delivering world-class integrated advice lies in a harmonious blend of human expertise and digital efficiency. It's a tightrope walk between leveraging the knowledge and intuition of seasoned professionals and harnessing the power of data-driven insights and streamlined processes. The challenge lies in ensuring these forces coexist, cooperate, amplify, and elevate each other. In this episode of The Connected Advisor, Kyle talks with Spenser Segal, CEO of ActiFi. They discuss how to deliver world-class integrated advice more effectively and profitably. Spencer highlights the need for professional management in scaling a wealth management firm and the importance of optimizing processes and technology to support growth. He also emphasizes the potential for AI to automate non-high human value-added activities while allowing advisors to focus on providing personalized and valuable advice to clients. Join us as we discuss: [01:38] - How Spenser got into the wealth management industry. [02:54] - What world-class advice looks like. [05:05] - What inspired Spenser to create a world-class integrated advice. [07:01] - What it takes to deliver a world-class integrated advice.  [11:10] - How ActiFi provides better tools for wealth management. [15:05] - Spenser's take on what's happening in advisor technology today. [19:24] - How to structure technology for more centralized operations. [23:03] - Spenser's thoughts on AI in wealth management. [24:56] - What makes AI a transformative technology in wealth management? [30:20] - The best book Spenser read in 2023. [30:35] - The single most important metric firms should be tracking. [30:56] - The best part about the Twin Cities. Key Takeaways The scariest resource in the industry is professional management, and firms need experienced managers who can optimize processes and leverage technology effectively. People trump process. Process trumps technology, and technology is critical to building a scalable and efficient practice. AI can potentially reduce the cost of non-human value-added activities by over 90% and can significantly increase value and margins for advisors. Full automation is not desirable or effective in delivering world-class integrated advice. Clients prefer working with experts who can explain the rationale behind their decisions. Implementing AI requires a well-defined process and a cohesive data strategy to ensure clean and consolidated data that can be used to train AI models.  Quotes "What clients really want is to maximize the probability of achieving their goals and the after-tax cash flow that can be allocated to those goals in alignment with what they truly value." ~ Spenser Segal "There’s so many different capabilities, so many specialized vendors that are exploding. There's no better time in advisor technology than now. The trick, though, is to adapt your processes to take advantage of that." ~ Spenser Segal "AI will be the most transformational technology in the history of the wealth management industry, and it will likely be 10 times more impactful than the internet." ~ Spenser Segal Links  Spenser Segal of LinkedIn Spenser Segal on Twitter ActiFi Barron's Clear Thinking by Shane Parrish The Knowledge Project with Shane Parrish Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 025: In this episode of The Connected Advisor, Jud Mackrill is joined by Victoria Bills, Chief Investment Strategist at Banrion Capital Management, and Steve Zushin, Chief Revenue Officer at Mammoth Technology. Together, they dive into the world of alternative investments for business growth and retirement strategies. They also discuss the complexities of incorporating alternative investments into business strategies, positioning them for clients, and overcoming challenges. They touch on the importance of building a positive client experience and tailoring investment strategies for retired clients.  Join us as we discuss: [01:22] - Intro to Victoria Bills and Steve Zuschin. [05:10] - How do advisors know if alternative investments are right for their clients? [10:50] - How should advisors be positioning alternative investments to their clients? [14:55] - What’s the biggest challenge most advisors face in starting to use alternatives? [21:08] - Best structure for sub docs process? [24:41] - What factors are considered in building alts allocation? [26:29] - How do advisors build client experience? [30:38] - What are advisors doing to satisfy due diligence when they don’t claim to be experts in underwriting one fund from the next? [33:02] - Why should financial advisors advocate for allocating a specific percentage of a HNW client’s portfolio to hedge funds, given their potential to mitigate risk and generate alpha in volatile markets? [34:14] - In what ways can financial advisors tailor alternative investment strategies to align with the income generation goals of retired clients with a moderate risk tolerance? [35:13] - How can financial advisors tactically implement private equity and real estate investments to enhance diversification within a client’s portfolio? [36:20] - How do you evaluate the solidarity of an alt fund? [37:55] - Any warnings on alt environment, specifically private equity or opportunity zones due to interest rates? [39:34] - What is Mammoth Technology’s business model? [42:02] - How does Mammoth’s platform integrate with other platforms an advisor is already using? [43:32] - Can you white-label Mammoth’s platform? [43:39] - Does Mammoth’s platform include fund listings and descriptions, subscription process and fund reporting? [43:56] - Is Mammoth’s platform just for advisors or L.P.’s as well? Quotes “We don’t get paid to put products on our platform. We don’t get paid if you invest. We get paid for the fact that we continue to work as an advocate for the funds that are on our platform, but most importantly, keeping the financial advisor in mind.” ~ Victoria Bills “Ultimately, that's why Mammoth exists, is to try and reduce some of those challenges and to make alternatives easier for you to approach, but also easier for you to provide excellent service to your clients when they do allocate to these different types of products on the private market." ~ Steve Zuschin Links  Victoria on LinkedIn Steve on LinkedIn Banrion Capital Management Mammoth Technology Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 024: When it comes to wealth management, building a high-growth firm requires more than just providing financial advice. It requires a deep understanding of who you are as a brand and the ability to authentically connect with your clients.  In this episode of The Connected Advisor, Kyle talks with Tony Stich. Tony has spent most of his career in the wealthtech industry – currently serving as the chief revenue officer for Entrustody. He is a thought leader in the fintech space, providing invaluable statistics and perspective. Tony talks to Kyle about building a high-growth wealth management firm, emphasizing the importance of authenticity and embracing a unique brand. He also shares his insights on how advisors can leverage their authentic selves to attract the right clients and provide better advice. Knowing the barriers that hinder advisors from providing clients with optimal service, Tony provides an overview of Entrustody and its mission to disrupt the industry by offering a frictionless and transparent custodial experience. Join us as we discuss: [01:18] - What it's like to be at a startup. [03:22] - How Tony got into the financial services industry. [08:04] - What it takes to build a high-growth wealth management firm. [12:43] - How to create a brand that people can understand and associate with. [18:35] - Overcoming the fear of rejection and embracing authenticity. [21:31] - About Entrustody. [24:11] - The ideal customer for Entrustody. [26:48] - The best book Tony read this year. [27:55] - Tony's thoughts about marketing and sales. [28:35] - Tony's favorite conference location. Key Takeaways Embrace your authentic self and love yourself to attract clients who resonate with your message. Get your house in order by defining your brand archetype and messaging before expanding your team. Differentiate yourself by creating a memorable brand that resonates with your target audience. Don't be afraid of rejection. Attract clients who appreciate your authenticity and trust you. Entrustody is a modern digital custodian focused on providing a frictionless and delightful experience for advisors and their clients with transparent fees. Quotes "The moment the advisor embraces and accepts that your authentic self will drive in the people you want to provide good advice for, that's when the rubber hits the road." ~ Tony Stich "When you think about your authentic self, you must love yourself for who you are. You must be proud of your profession. You must be proud of your family because the moment you do that, you can love your clients more. And in doing so, you provide better advice." ~ Tony Stich "We're building a modern technological experience that is frictionless and delightful to use with transparent fees." ~ Tony Stich Links  Tony Stich on LinkedIn Tony Stich on Twitter Entrustody Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 023: The heartbeat of any organization lies within its workforce — the collective sum of individual talent, skills, and aspirations. Understanding the intricate connection between building and leading a team, nurturing authenticity, and embracing shifting workforce dynamics is important for firms aspiring for growth. In this episode of The Connected Advisor, Kyle is joined by Carolyn Armitage, CEO of True Circle Organization. Carolyn shares her journey of starting a nonprofit organization while working in the wealth management industry. She emphasizes the significance of building and leading teams in the wealth management industry, highlighting the changing dynamics of the workforce, particularly with the rise of millennials and Gen Z, who prioritize work-life balance and seek fulfillment beyond financial compensation. A serial builder of independent wealth management firms, Carolyn provides insights into the challenges and opportunities facing firms that want to grow. She discusses the need for firms to create an environment that allows employees to show up as their authentic selves and provides opportunities for growth and development to attract and retain top talent. Join us as we discuss: [01:39] - Why Carolyn founded True Circle Organization. [06:14] - What motivated Carolyn to help the homeless? [09:48] - The importance of hiring and retaining the right people. [12:11] - Building and leading teams in a changing workplace culture. [17:42] - The role of technology in the modern workplace. [20:35] - Building an enticing environment for the next generation. [25:13] - Promoting the wealth management industry as a good career path. [29:16] - Creating an environment that supports employee success. [34:25] - Carolyn's thoughts on wealth management in the future. [39:36] - The need for both boutique RIA firms and big brands in the marketplace. [44:02] - The best place to find new talent. [44:24] - The best book for developing leadership skills. [44:46] - The most important piece of technology in an advisory firm. Key Takeaways Hiring the right people is a key element for success in wealth management, as is building and leading teams. Managing employees is a skill set that may require outside help. The workforce is changing, and organizations need to adapt to the needs and expectations of millennials and Gen Z employees. Providing a flexible and inclusive work environment is important for attracting and retaining talent. Quotes "Without hiring the right people, retaining them and getting their full involvement, and allowing their whole self to show up for work, you'll be less successful than others who are fully embracing their workforce." ~ Carolyn Armitage "In order for an organization to grow, they have to know why they want to grow. What's the purpose? And if it's just to put more money in your pocket, you're going to fail. You need some type of compelling distinction that will put you ahead of the competitor just down the street." ~ Carolyn Armitage "A team can only go as far as your weakest link. And usually, the weakest link within the team is the lack of communication." ~ Carolyn Armitage Links  Carolyn Armitage on LinkedIn Carolyn Armitage Email True Circle Organization Ron Carson Carson Wealth Michael Kitces The 6 Types of Working Genius Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 022: The financial advisory industry has always been known for its meticulous attention to detail and dedication to providing a seamless client experience. However, the traditional approaches to managing fees and contracts have presented challenges, requiring a revolution in processes to elevate the onboarding experience for clients. In this episode of The Connected Advisor, Kyle is joined by Lacey Shrum, Founder of Smart Kx. They discuss the challenges of fee schedules and billing in the wealth management industry. With a background in law, Lacey saw the need for better automation and efficiency in the fee and contract processes for financial advisors. Lacey explains how Smart Kx streamlines the client onboarding process, optimizes fee schedules, and ensures accurate billing. She also touches on the importance of providing a seamless client experience and how automation can help advisors grow organically.  Join us as we discuss: [02:09] - Why Lacey prefers Kindle over physical books. [04:05] - The problem Smart Kx solves. [07:15] - The importance of digitizing fee schedules. [11:00] - The benefits of using Smart Kx to streamline billing processes. [12:50] - What inspired Lacey to create Smart Kx? [14:52] - How Lacey's background as a lawyer is beneficial in running an advisor technology firm. [20:33] - Simplifying and automating client contracts to streamline the onboarding process. [24:18] - Ways to improve the client onboarding experience. [27:49] - Lacey's best investment. [31:12] - Mile Marker Minute: Tip for organic growth in wealth management. [31:21] - Mile Marker Minute: Favorite brand in advisor technology. [31:50] - Mile Marker Minute: Tip for growing on LinkedIn. Key Takeaways Smart Kx helps financial advisors optimize client onboarding, draft fee schedules, and automate the billing process. Customizable fee schedules are a common challenge for advisors, and Smart Kx ensures that the fees in the contract match the fees calculated in the system. Automating the client onboarding process and reducing friction can help advisors grow organically and provide a better client experience. Quotes "If you look at the fee problem, you have these client contracts on one hand and the processing system on the other hand. Now, we've built all these systems to hold them together." ~ Lacey Shrum "From a business standpoint, when you have a prospect that says yes, this advisor needs to get that prospect on immediately. They don't need to give them a bunch of homework." ~ Lacey Shrum "You're sitting at the table with a prospect, and they say, 'Yes, I want to come on board.' What if you could take that 'yes' and instantly click through our system and say, 'Great, I've already sent you the documents.’" ~ Lacey Shrum Links  Lacey Shrum on LinkedIn Lacey Shrum on Twitter Smart Kx The Daily Stoic by Ryan Holiday Altruist Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 021: The growth of a wealth management firm is about cultivating a culture that thrives on innovation, effective delegation, and a deep understanding of the intrinsic value of financial advisors. It's about embracing change, optimizing resources, and staying true to the firm's purpose—helping clients achieve a successful financial future while evolving to meet the demands of the changing marketplace. In this episode of Connected, Kyle talks with Matt Reiner, Managing Partner at Capital Investment Advisors and CEO at Wela Strategies. They discuss how delegation, innovation, and recognition of financial advisors' unique value drive growth in wealth management. A thought leader in practice management for advisors, Matt shares his insights on the importance of self-awareness and mindfulness in becoming a better business owner. He also emphasizes the value of human financial advisors and the need for advisors to focus on their unique value to serve clients better. Finally, Matt shares his thoughts on the role of innovation and technology in improving efficiency and client experience. Join us as we discuss: [02:10] - Matt's approach to juggling multiple responsibilities. [03:44] - Practical steps to effectively delegate tasks. [07:24] - Balancing delegation and follow-up for effective outcomes. [09:36] - Why delegating tasks can be time-consuming in the beginning. [13:13] - The challenges of growing an RIA. [18:51] - Why business owners should separate ownership from management. [23:59] - The value of human financial advisors. [26:20] - Innovation as a mindset, not just technology. [32:51] - The importance of behavioral coaching and emotional connection with clients. [36:44] - Matt's top advice for a company that wants to achieve organic growth. [36:52] - The most important piece in the technology stack for an RIA. [37:04] - What it takes for a company to integrate with technology successfully. Key Takeaways Delegation is a skill that requires self-awareness and the ability to let go of perfectionism. Innovation is not just about technology, but it's also about mindset, process, and technology.  The true value of financial advisors extends far beyond investment management. Good integration with technology requires close collaboration with providers and custodians. Quotes "When it comes to delegation, you have to be okay with accepting that things aren't going to be done your way. And I have always been a perfectionist, and my way is always the best way. But I've realized that my way is not always the right way." ~ Matt Reiner "Ultimately, if we focus on us, then we can serve more. There is so much potential. And then, over time, the world will see the value we provide, which is more than just investment management." ~ Matt Reiner "Innovation is not just technology. It's mindset, process, and technology." ~ Matt Reiner Links  Matt Reiner on LinkedIn Matt Reiner on Twitter Matt Reiner Website The Circle Capital Investment Advisors Wela Strategies Bridging The Gap Podcast Dr. Cole Cash Will See You Now Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 056: Partnering with a platform that prioritizes service over growth offers valuable opportunities for advisors and financial institutions. This strategic approach, combined with the power of technology and data analytics, streamlines operations and fosters deeper client connections. Priority Financial Group's approach to wealth management, rooted in flexibility, control, freedom, and technology, is a blueprint for success in the financial services industry. In this episode, Kyle talks with Mike Prior, CEO of Priority Financial Group. With more than 25 years of experience in the securities industry, Mike helps advisors and financial institutions reach their unique goals. He is a recognized industry expert and sought-after speaker who helps financial institutions adopt and implement a best practices approach to building successful investment services programs.  Kyle and Mike discuss revolutionizing wealth management for advisors and credit unions, and the importance of data and technology in achieving clients’ goals. In this episode: [02:27] - Mike's money moment [05:01] - What inspired Mike to start Priority Financial Group (PFG) [09:25] - Why Idaho Central Credit Union partnered with Priority Financial Group [10:52] - Why credit unions prefer the RIA model over traditional brokers-dealers [12:41] - Partnering with the University of Southern California [17:21] - Consolidation in the credit union space [19:03] - Mike's outlook on the future of credit unions [21:56] - How PFG helps credit unions capitalize on their data [24:30] - How PFG delivers its robo-advisor platform [26:43] - Mike's Milemarker minute Key Takeaways Priority Financial Group's innovative approach to wealth management services for advisors and financial institutions sets a new standard in the industry, driving innovation and success in a competitive market. Providing options to RIAs and financial institutions enables them to tailor their services to meet the specific needs of their clients. The integration of technology and data analytics drives growth, streamlines operations, and enhances client relationships. Quotes [07:00] - "About 10 years ago, when we formed the RIA, it was to come up with a different idea, an alternative that was RIA-forward and RIA-focused. We are an RIA platform for advisors and financial institutions." ~ Mike Prior [08:31] - "I've seen a lot of really neat things happening in the fintech space. But when financial institution people see what we have related to our core platforms, they're pretty impressed." ~ Mike Prior [11:37] - "We care about every single advisor, every single client. That matters to us. Every institution is a client, a friend, and a partner. We don't have crazy growth goals; we have crazy service goals." ~ Mike Prior Links  Mike Prior on LinkedIn Priority Financial Group Charles Schwab Fidelity Investments American Express Orion Advisor Solutions CRM - Redtail Technology Salesforce Idaho Central Credit Union University of Southern California USC Credit Union Difficult Conversations 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 020: In this episode of Connected, we’re sharing a conversation between Milemarker Co-Founder Jud Mackrill and Great Hill Partners Executive in Residence John Wernz, about finding success through organic growth for your firm. John, an expert in digital marketing and strategic growth, has joined us to provide some game-changing insights. We explore how to convert leads into clients, the role technology can play in streamlining your business, and how vital a documented, goal-driven plan can be for your firm's organic growth. Also, we're touching on trends in the industry, like the surprising effectiveness of podcasting as a marketing channel, and strategies to increase your organic ranking. But that's not all. We're diving deep into the need for experimentation, creativity in budget planning, and looking into more innovative marketing and business development strategies. We discuss why understanding your firm's maturation cycle when assigning business development roles is key, the underestimated importance of technology in communication and scheduling, as well as the impact of aftermarket and direct-response media advertising. Join us as we discuss: [02:07] - Intro to John Wernz [02:53] - Intro to Jud Mackrill [03:42] - Are webinars trending down? What key topics drive engagement? [06:13] - We currently show up on Google for "retirement planning near me" but not high enough. What are the best practices to increase ranking organically for certain key phrases? [08:59] - What's the typical lead-to-client conversion timeline? [11:28] - What percentage of top-line revenue should firms spend on lead generation or organic marketing services? [15:16] - How should advisors be thinking about podcasting as a marketing channel? [18:29] - How are you thinking about AI in terms of supporting organic growth? [21:48] - How do we best enable our tech stack? How can this help prompt growth within the firm? [27:05] - Is it more effective to have dedicated business developers rather than assigning business development responsibilities to advisors? [31:01] - How many clients should an advisor work with and still have time for business development activities? How should the time break down? [33:46] - What results do you need to see to show that you have a successful organic growth strategy? [40:03] - How much time should you give a strategy to see if it is working before adjusting or terminating? [43:17] - What new or seldom used strategies are worth considering or researching? [45:56] - What are three things advisors can do right away to improve and accelerate their organic growth? Quotes “The question to me is not can you get those leads? It's can you actually create a funnel to convert them? Can you get those leads to appointments and clients? To me, that is the larger question for most RIAs thinking about doing organic.” ~ John Wernz “You have to be continually experimenting with what you're doing and have the margin to do that. You have to have truly creative people you work with that are willing to pivot and willing to ask questions, willing to be accountable." ~ Jud Mackrill “I'm pretty biased toward just creating unique content. I think that's the thing that's missing in our industry — we've been leaning on these marketing companies that are mostly built for broker-dealers and it doesn't really work. You have to have unique, consistent content." ~ Jud Mackrill Links  John Wernz on LinkedIn Great Hill Partners Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 019: For high-net-worth families, wealth is more than just numbers on a balance sheet. It represents a legacy, a responsibility, and a means to achieve their unique aspirations. Managing the intricacies of wealth preservation, succession planning, philanthropy, and lifestyle management for these families is no easy task. It requires a tailored and holistic approach that takes into account their financial objectives, deeply held values, and unique needs. In this episode of Connected, Kyle is joined by Frazer Rice, Director of Family Office Services at Next Capital Management. Frazer talks about the role of family office services in managing the wealth and lifestyle of high-net-worth individuals and families. Frazer emphasizes the importance of communication and conflict resolution in preserving wealth across generations. Join us as we discuss: [01:52] - Duke's football victory. [04:28] - Frazer's love for film and horror genre. [06:51] - Frazer's experience acting in a horror movie. [09:06] - How Frazer got into wealth management. [14:34] - Multidisciplinary approach in solving problems for ultra-high net worth clients. [17:37] - Challenges of raising kids in wealthy families. [20:59] - Why Next Capital decided to start family office services. [26:12] - When it makes sense to employ a family office. [29:59] - What RIAs need to consider when offering family office services. [32:02] - What the future looks like for the ultra-high net worth segment. [36:46] - The three best golf courses Frazer has played on and his top three bucket list courses. Key Takeaways The wealth management industry requires a multidisciplinary approach to problem-solving, combining expertise in law, finance, and other domains. Communication is the biggest challenge in preserving wealth across generations, and conflict resolution is crucial in avoiding destructive situations. The ultra-high net worth space requires independent advice and a focus on minimizing conflicts of interest. Technology can enable advisors to better serve clients, but manual labor and personal relationships will continue to play a significant role. Quotes "When you start moving up the wealth chain, and people start understanding that they have enough to spend during their lifetime and their legacy going forward is what's important to them, that's when you start getting into a different level of discussion and framework-building." ~ Frazer Rice "The biggest threat to wealth isn't bad tax planning or investments. The ecosystem of smart people to solve those problems is broad and wide. But the biggest issue is communication. And it's amongst in between the generations." ~ Frazer Rice "It's really my job and the job of the firm to help the families identify the different issues that are out there, look around corners, and look for opportunities, either for tax savings or structuring to further their goals." ~ Frazer Rice Links  Frazer Rice on LinkedIn Frazer Rice on Twitter Next Capital Management The "Wealth Actually" Podcast Wealth Actually on Amazon Football - Duke University Riley Leonard Sam Raimi Evil Dead Steve McQueen The Blob The Devil's Restaurant Tony Guernsey Wilmington Trust Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 018: The traditional approach to estate planning involves working with an attorney. However, clients often procrastinate or delay creating an estate plan due to the discomfort of discussing end-of-life decisions with a stranger. While technology has significantly transformed and simplified the estate planning process, this alone has not solved the problem.  In this episode of Connected, Kyle is joined by Matt Morris, CEO of EncorEstate Plans. They discuss the importance of estate planning and the challenges people face in getting it done. Matt explores the options available for estate planning, including DIY, working with an attorney, and the advisor-driven approach. The conversation highlights the role of technology, such as AI, in making estate planning more efficient and accessible. Lastly, Kyle and Matt discuss the future of wealth management and the importance of advisors in providing comprehensive services to clients. Join us as we discuss: [02:23] - Matt's background and journey to starting EncorEstate Plans. [06:24] - The challenge of comparing oneself to other CEOs. [11:20] - The importance of vulnerability and connection in leadership. [12:35] - Insights Matt gained from his sabbatical. [18:36] - Why estate planning is gaining popularity at the moment. [22:27] - The benefits of integrating financial advisors into the estate planning process. [25:42] - Do it yourself vs. advisor-driven planning. [30:30] - Why advisors are the quarterbacks of wealth management in the future. [31:49] - The role of AI. [33:31] - Matt's experience with e-biking and its benefits. Key Takeaways Estate planning is a critical but often overlooked aspect of financial planning, with many people not having a plan in place. Technology has made estate planning more accessible, but many people still prefer to work with a trusted advisor who can guide them through the process. Financial advisors have a unique opportunity to integrate estate planning into their services and provide a comprehensive client experience. The future of the wealth management industry lies in advisors acting as quarterbacks, leveraging technology to provide a full range of services to their clients. Quotes "When we have a worthwhile project that is interesting and compelling, and people can do it with people they enjoy, the rest of it kind of takes care of itself." ~ Matt Morris "We believe that financial advisors should be integrated into the state planning process without practicing law. And if they can help drive the client experience within the balance of the law, then they can control the experience. The client wins, and the advisor is going to win in so many ways." ~ Matt Morris "The future of financial advice isn't going to be asset management alone. As AI is helping us accomplish where that is going, just that one piece is just not going to be enough. And to be relevant in the future, it's going to have to be comprehensive." ~ Matt Morris Links  Matt Morris on LinkedIn Matt Morris on Twitter  EncorEstate Plans Nitrogen Wealth Helios Quantitative Research  Aaron Klein LegalZoom Matt Pistone Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 017: The journey to success starts with letting advisors be great advisors. Outsourcing offers a solution for advisors who want to maximize their efficiency and scale their businesses without the burden of running day-to-day operations. By leveraging the support and resources available to them, advisors can build successful businesses, maximize valuation, and ultimately provide the best possible service to their clients. In this episode of Connected, Kyle talks with Penny Phillips, President and Co-Founder of Journey Strategic Wealth. They discuss the need to stop encouraging advisors to be CEOs and instead allow them to focus on being great in their roles. Penny explains that many advisors don't enjoy running the business side of things. She believes advisors can outsource the running of their firms while still owning the business. That allows advisors to maximize their valuation and focus on what they love – providing great advice and building genuine, long-term client relationships. Join us as we discuss: [01:48] - Penny's point about advisors not being encouraged to become CEOs. [04:39] - How to spark young people's interest in becoming financial advisors. [09:01] - Why rainmaker-style advisors are declining. [12:06] - How independent advisors grow their businesses. [14:18] - The benefits of outsourcing the entire business process. [19:59] - How advisors define independence. [21:48] - What sets Journey Strategic Wealth apart from other aggregators. [29:11] - Journey's proactive approach to consulting and coaching advisors. [30:25] - Penny's experience studying in London. [31:34] - What Penny likes best about London. [32:19] - Penny's top destination on her bucket list. Key Takeaways Rather than acting as CEOs, advisors should focus on being great advisors. The industry needs more quality advisors, and models like Journey Strategic Wealth can help retain and attract advisors by providing support in running their businesses. The rainmaker advisor is becoming a dying breed, and firms need to find new ways to grow and develop business. Outsourcing and institutionalizing various aspects of the business can help advisors focus on what they do best and maximize their profitability. Independence should mean owning your data, book of business, and client relationships, not necessarily running every aspect of the business. Quotes "Over the course of my consulting, I found that so many advisors or entrepreneurs, if they're building within a firm, happen to be very good at building a business and inspiring others. But they don't really love running the business." ~ Penny Phillips "We need more advisors. We need quality advisors. We need advisors to stay advising. And so I just love this idea of giving advisors permission to not be the CEO." ~ Penny Phillips "We believe that it's our responsibility not just to offer a core infrastructure, it's to constantly be evolving and updating that infrastructure and getting feedback from our advisors on how it should evolve." ~ Penny Phillips Links  Penny Phillips on LinkedIn Penny Phillips on Twitter  Journey Strategic Wealth Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 016: The success of M&A in the wealth management industry depends on a combination of qualitative and quantitative factors. Firms that can differentiate themselves through a compelling client experience, deliberate growth strategies, and effective use of technology will be well-positioned for organic growth and increased enterprise value.  In this episode of Connected, Kyle is joined by Matt Brinker, Managing Partner at Merchant Investment Management. An expert in M&A in the wealth management industry, Matt discusses the key variables that make a great firm. He emphasizes the importance of building a differentiated client experience and investing in organic growth. Matt also delves into the challenges of succession planning and attracting young talent in the industry. Finally, Matt shares insights on the emotional challenges that can arise during the transaction process and the need for clear expectations and integration plans. Join us as we discuss: [01:35] - The key variables that make a great firm. [04:09] - The challenges of succession planning and attracting young talent in the industry. [07:12] - What organic growth means for career development and the success of a firm. [09:42] - Matt's tips for growing a firm organically. [13:29] - Creating a unique client experience. [19:15] - What sets wealth management firms apart from their competitors? [22:00] - What drove Matt to invest in building the FinLife platform? [24:32] - Potential pitfalls to watch out for during the buying process. [28:31] - How Merchant Investment Management operates. [34:22] - The importance of investing in technology in wealth management. [39:56] - Matt's hobbies and interests outside of work. Key Takeaways The qualitative aspects of a wealth management firm, such as the client experience and infrastructure, are just as important as the quantitative aspects like financials and growth rates. Building a destination firm for clients, with a consistent and differentiated client experience, is crucial for attracting and retaining talent. Organic growth is not just about making more money but also about creating career growth opportunities within the firm. Before investing in marketing and digital strategies, firms should ensure they have a strong and differentiated client experience worth promoting. The wealth transfer between baby boomers and the next generation presents a significant organic growth opportunity for firms that can engage and serve the next generation effectively. Quotes "What really informs the financials, client retention, and organic growth rates is the underlying infrastructure of the business. That means operating scale, effective use of technology, consistent client experience, systematic growth, and defined branding and strategy." ~ Matt Brinker "When it comes to organic growth, systems and processes, and onboarding the next generation of employees, there's a certain ilk of firms that know how to do that and will continue to win when it comes to attracting, developing, and keeping talent." ~ Matt Brinker "You can't have a personalized customer experience if you don't have a personal relationship or personalized data on the client." ~ Matt Brinker Links  Matt Brinker on LinkedIn Matt Brinker on Twitter Merchant Investment Management FinLife Partnerships Raymond James Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 015: One of the biggest challenges in managing a wealth management firm is integrating various systems and platforms to create a seamless workflow. This challenge can often feel like trying to piece together a complex puzzle where every component must fit perfectly to maintain a technological edge in the industry. In such a rapidly evolving field, providing a comprehensive infrastructure for advisors is essential, as it allows them to concentrate their efforts on what truly matters: exceptional client service and sustainable growth. In this episode of Connected, Kyle talks with Kyle Wesley, Chief Digital Officer at Bleakley Financial Group. They discuss the challenges of managing a firm, the importance of integration in the technology stack, and the future of the industry. Kyle also shares insights on how Bleakley supports its advisors and leverages technology to provide a seamless experience. He highlights the role of technology and artificial intelligence in driving growth and efficiency. Join us as we discuss: [02:10] - Being a Penn State Nittany Lion fan. [03:38] - The role of a chief digital officer in an RIA. [05:49] - How to stay on top of technology changes in the industry. [07:03] - Bleakley's predefined technology stack. [08:30] - Bleakley's criteria for integrating its core systems. [10:23] - Advisors' support system at Bleakley. [14:46] - The challenges of managing a platform. [17:38] - What it takes to implement technology in a platform. [21:58] - The challenge of integrating multiple platforms. [26:09] - The use of Power BI for data analysis. [30:11] - Kyle's thoughts on the future of the financial advisory industry. [35:23] - Kyle's favorite thing to do outside of work. Key Takeaways Providing a comprehensive infrastructure for advisors allows them to focus on client service and growth. Integration is a key challenge in managing a technology stack, and Bleakley prioritizes seamless integration between platforms. The future of the industry lies in a centralized data warehouse and a user interface that brings together all the necessary tools and information. AI has the potential to revolutionize the industry by automating processes and providing personalized insights for advisors. Quotes "In everything we do, we pilot with a small user group. We get more feedback before we roll it out slowly to a broader group until it is fully rolled out to all advisors and staff." ~ Kyle Wesley "The challenging part of any integration is if you have different platforms, it's never going to be completely seamless. So that's definitely the challenge because you have to teach everyone where you need to go for which thing, and it's not going to be one spot." ~ Kyle Wesley "Cybersecurity, in general, is probably the biggest threat to our business. But if you're able to normalize the data because you have it from so many sources, that's where AI becomes more meaningful." ~ Kyle Wesley Links  Kyle Wesley on LinkedIn Bleakley Financial Group Michael Kitces Orion Advisor Solutions Salesforce Practifi Ignite CRM Solutions eMoney Advisor LPL Financial Pontera DocuSign Power BI Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 014: The role of cryptocurrency in financial advisory has been a topic of increasing interest and debate. Digital currencies, their potential to reshape the financial landscape, credibility crises, and the urgent need for a clear regulatory framework have all contributed to this conversation. While crypto has its share of trials, it has the potential to revolutionize the financial advisory industry. And the key lies in embracing this transformative technology responsibly, along with comprehensive education and regulatory clarity. In this episode of Connected, Kyle talks with Tyrone Ross, CEO and Co-Founder of Turnqey Labs and President and Founder of 401 Financial. They discuss how cryptocurrency can play a role in the financial advisory industry. As one of the go-to voices for all things crypto, Tyrone discusses his work in cryptocurrency and why financial professionals need to embrace blockchain technology and cryptocurrencies as part of the evolving financial landscape. Tyron also highlights how Turnqey Labs and 401 Financial help advisors provide informed advice to clients regarding their crypto holdings. Finally, Tyrone emphasizes the value of understanding and helping others by getting close to their experiences, highlighting society's need for empathy and compassion. His experience helping homeless individuals reminds us that humanity and compassion should be integral to financial professionals' work. Join us as we discuss: [02:04] - How Tyrone's meeting with the SEC about crypto turned out. [05:23] - What people think about crypto at the moment. [10:18] - A comparison between the rise of AI and the rise of crypto. [13:46] - Why "crypto winter" looms in the industry at present. [18:48] - The value Turnqey brings to advisors. [24:21] - Tyrone's second venture, 401 Financial, and what its mission is about. [27:10] - What 401 Financial's reverse referral program is about. [29:00] - Building a unique tech stack for 401 to cater to specific client needs. [35:00] - Get proximate: what it means and how it works. [41:56] - Humanity and compassion in a divided world. [43:16] - Tyrone's weekly cupcake tradition and its significance. Key Takeaways The importance of education and regulatory clarity in the crypto space. The transformative potential of cryptocurrencies in providing financial access to underserved communities. The growing role of blockchain technology and cryptocurrencies in the financial industry. Turnqey Labs aims to simplify the crypto space for financial advisors, making it easy for them to provide informed advice to clients regarding their crypto holdings. Quotes “Everything crypto is going through now is self-inflicted wounds. We've anointed the wrong people to be the face of the space." ~ Tyrone Ross "I think the approach to educating advisors has been wrong, which is why, between Turnqey and 401, we're trying to turn that upside down to give advisors everything they need." ~ Tyrone Ross "The main thing with 401 is I wanted to provide financial planning to people that have never had it before. I wanted to provide financial planning services in your pocket to get people who have never used an advisor, to get them into it." ~ Tyrone Ross Links  Tyrone Ross on LinkedIn Tyrone Ross on Twitter Turnqey Labs 401 Financial BlackRock Fidelity Investments Charles Schwab Altruist Kubera Notion Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 013: Behavioral finance has been gaining traction in the wealth management industry as more advisors recognize its potential to provide better advice and improve client outcomes. The enthusiasm for its adoption has grown, and the value it brings to clients is undeniable. As technology continues to advance, embedding behavioral finance into an advisor's workflow will become increasingly important.  In today's episode of Connected, Kyle talks with Dr. Daniel Crosby, Chief Behavioral Officer at Orion Advisor Solutions. They discuss the importance of behavioral finance in the wealth management industry. A psychologist and behavioral finance expert who helps organizations understand the intersection of mind and markets, Dr. Crosby shares his insights on adopting behavioral finance by advisors and the value it adds to their practices.  Dr. Crosby also shares his favorite books, his writing process, and his thoughts on the nicest cities for people, food, art, and sports and the importance of experiencing a city through the eyes of someone who loves it. Join us as we discuss: [03:26] - How Dr. Crosby became a fan of the Cardinals. [07:31] - The adoption of behavioral finance in the advisor community. [10:39] - The increase in enthusiasm for behavioral finance. [14:32] - Behavioral finance as a competitive advantage for advisors. [19:25] - The most popular books authored by Dr. Crosby. [21:58] - Dr. Crosby's thought process when writing a book. [29:19] - Dr. Crosby's picks for the best cities for food, sports, people, and arts. Key Takeaways Behavioral finance is gaining momentum in the wealth management industry, but adoption has been uneven. Research shows that advisors who incorporate behavioral finance practices have higher wallet share capture from clients. Behavioral coaching is an essential value-add for advisors, even though clients may not explicitly recognize its importance. Technology excels at speed and precision, but behavioral finance requires human connection and empathy. Every city has unique and worthwhile aspects, and finding someone who loves their city can help you discover its best parts. Quotes "The enthusiasm for behavioral finance has never been greater. But to take it to the next level, we need tools and technology that can exist on an advisor's desktop." ~ Dr. Daniel Crosby "People who intentionally and explicitly used behavioral finance in their practices last year had three times the wallet share capture of those who didn't. So they got three times more assets from existing clients than people who didn't." ~ Dr. Daniel Crosby "Behavior is the last stand of the advisor. If you look at what tech does well, it does speed and precision stuff well. What it doesn't do well is selling and connecting and empathizing." ~ Dr. Daniel Crosby Links  Dr. Daniel Crosby on LinkedIn Dr. Daniel Crosby on Twitter Orion Advisor Solutions Standard Deviations with Dr. Daniel Crosby Orion Advisor Academy The Laws of Wealth The Behavioral Investor St. Louis Cardinals Atlanta Braves Merrill Lynch Morningstar Vanguard Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 012: Managed Service Providers (MSPs) are becoming important as the world of finance undergoes a rapid digital transformation. They specialize in compliance, security, and support, ensuring that the firm's technology aligns with regulatory requirements while providing a seamless user experience. As the changing regulatory environment presents challenges and opportunities for firms to enhance their cybersecurity and compliance practices, partnering with the right MSP helps firms build a more secure, fully supported, and highly scalable industry. In this episode of Connected, Kyle is joined by Stephen Simons, Chief Executive Officer at Restyn. They discuss how an MSP (Managed Service Provider) can help wealth management firms with IT, security, and compliance. An entrepreneur with strong strategic planning, critical thinking, and technology solution delivery skills, Stephen emphasizes the need for a strategic approach to IT. He highlights the benefits of using an MSP, such as access to expertise, scalability, and cost-effectiveness. Stephen also shares the recent changes in the regulatory environment for cybersecurity and the importance of adopting the Zero Trust model. Join us as we discuss: [01:42] - How Stephen got into the field of IT, security, and compliance. [05:00] - What MSP stands for. [06:23] - What an MSP company does. [09:09] - How to identify a good MSP. [12:25] - MSP vs. in-house IT staff. [15:35] - The Zero Trust approach to cybersecurity. [20:19] - Balancing security and user experience in authentication. [23:31] - Preventing fires rather than constantly fighting them. [28:37] - The benefits of using Snowflake. [34:03] - Stephen's Eagle Scout experience. [36:25] - Why Stephen painted his fingernails blue. Key Takeaways MSPs provide comprehensive IT support, including compliance, security, and support, allowing firms to focus on their core business. The regulatory environment for cybersecurity is constantly evolving, and it is crucial for firms to stay up-to-date and implement the necessary measures. Zero Trust is a security approach that focuses on verifying and validating every user and device, providing a more secure and convenient user experience. Snowflake is a powerful tool that allows firms to integrate data from different vendors and create a unified view of their business, improving decision-making and efficiency. Quotes "Rather than getting caught up in just the technology, unmitigated by the human story around it, I like to see the human impact and understand how people are using technology and how they are trying to get an advantage for themselves, their businesses, and their enterprises using it." ~ Stephen Simons "Helping folks realize that there's a huge competitive advantage waiting for them in those most mundane decisions and helping them set up a stack and an infrastructure that's stable, scalable, secure, and the competitive advantage for their businesses is a lot of fun for us." ~ Stephen Simons "Imagine not being married to a vendor because of the data they hold over your head. Instead, being able to choose the vendors you want as your needs change because your data is intact throughout whatever transition you choose is an incredibly empowering thing." ~ Stephen Simons Links  Stephen Simons on LinkedIn Restyn Snowflake Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 011: As an organization surges forward, it navigates a path filled with complexities, intricacies, and diverse dynamics. Regulatory developments, technological advancements, and shifting investor expectations all play a role in transforming wealth management and financial services. In this episode of Connected, Kyle Van Pelt is joined by Aaron Jasper, CEO of Mutual Group. They discuss how Mutual Group, a combination of an RIA and an independent broker-dealer, achieved its current success. Aaron attributes their impressive growth to their passionate team and mission of powering the success of financial advisors. He emphasizes the importance of being a good partner to financial advisors and the value of personalized service.  Aaron talks to Kyle about the challenges of scalability and regulatory change associated with running a dual organization. Join us as we discuss: [01:53] - Aaron's background and how he got into the financial services industry. [04:06] - Factors contributing to Mutual Group's impressive growth. [05:46] - Mutual Group's philosophy on partnering with advisors. [09:13] - The companies from which Mutual Group draws inspiration. [13:39] - The complexities of running a dual organization. [19:41] - How compliance and service converge. [23:20] - Balancing intentional plans with rapid growth. [28:01] - Aaron's thoughts on the future of the financial industry. [33:17] - Aaron's personal adventures outside of work. Key Takeaways Mutual Group's impressive growth can be attributed to its passionate team and commitment to serving financial advisors. Being a good partner to advisors requires active listening, collaboration, and transparency. Scaling service in a complex organization requires flexibility and customization. The future of the industry will see more specialization, technological innovation, and increased regulation. The needs of investors for personalized, relationship-oriented financial advice will not change. Quotes "How do you serve others well? First and foremost, I think it comes down to being a really good listener and not coming at it from the point of view that says, 'We know better.' Being just incredibly collaborative." ~ Aaron Jasper "What's good service today isn't necessarily going to be good service tomorrow. I think the bar always needs to be raised. That's a good thing and a worthy challenge to pursue." ~ Aaron Jasper "Financial advice being delivered by financial advisors is going to be still a very human kind of flesh-to-flesh, heart-to-heart, and face-to-face interaction. The industry, though, will continue to see lots of new enhancements and changes, but that's just been inevitable." ~ Aaron Jasper Links  Aaron Jasper on LinkedIn Mutual Group Fidelity Investments Four Seasons Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 055: In this episode, Kyle talks with Shannon Spotswood, CEO at RFG Advisory, about empowering independent advisors through technology. Shannon discusses the importance of a tech-forward approach to delivering services and optimizing internal processes and what it takes to become the RIA of the future. She also shares the foundational pillars of RFG 2.0 and offers a glimpse into the future with RFG 3.0 and the strategic initiatives driving the platform's growth. In this episode: [03:23] - Shannon's money moment [07:39] - Shannon's first experience with wealth management [09:16] - Why Shannon left her career in wealth management [11:01] - How Shannon got back into the industry [15:15] - The beginnings of RFG 2.0 [19:04] - How Shannon helped RFG grow more than twice the industry average [24:20] - How RFG helps advisors succeed [32:22] - What RFG 3.0 is and how it works [39:02] - What it's like to lead a successful wealth management firm [45:32] - Shannon's Milemarker Minute Key Takeaways Technology allows advisors to build enterprise value and deliver a frictionless advisor experience. It empowers them to operationalize and professionalize their business. Advisors deserve high-touch service, advanced technology, and comprehensive support to deliver exceptional client experiences. RFG Advisory's data-driven approach and focus on operational efficiency provides advisors with the tools and resources needed to become the RIA of the future. Becoming the RIA of the future means serving multi-generational clients wherever they are in their financial lifecycle and doing it profitably. The client of the future needs a financial life advisor. They want to live richly, not just die rich.  Quotes [17:33] - "My obligation and duty in the industry is not only to be a mentor and a champion for innovation but also for RFG to be a testimony that if you link arms with talented people, you're aligned on your mission, and you're willing to walk through that trench and that valley, you can build something reflective of these big dreams." ~ Shannon Spotswood [29:15] - "Advisors deserve more. They deserve a tech stack that is as frictionless as possible. They deserve centralized operations. They deserve a team that is wrapped around them, highly trained, motivated, and force multipliers for their clients and their growth. They deserve marketing and coaching resources anchored around the business they want to build." ~ Shannon Spotswood  [37:45] - "We are builders. We are servants. We like to build something bigger than ourselves. That ‘service above self’ unites us all and drives us to get out of bed in the morning." ~ Shannon Spotswood  Links  Shannon Spotswood on LinkedIn RFG Advisory Beating the Street Liar's Poker Den of Thieves Nuveen Bobby White Rick Wedell Jim Bowen First Trust Long Ridge Abby Salameh Kenneth Kim Brendan Frazier Jud Mackrill Amp It Up 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 010: People seeking wealth management advice want clarity, not confusion. As individuals seek sound advice to navigate the intricate landscape of their financial futures, the focus is no longer on bombarding them with jargon or overwhelming them with exhaustive financial plan reports. Instead, it is forging a connection, understanding individual aspirations, and simplifying the process of achieving their financial goals. In this episode of Connected, Kyle is joined by Dave Alison, Founding Partner and President of C2P Enterprises and the Founder and CEO of Alison Wealth Management. Dave shares his journey into the wealth management industry and discusses the importance of differentiation when recruiting advisors. He highlights the 'three uniques' of C2P — the holistic approach to advising, the tax trilogy, and the advisor career path.  Dave also dives into the bucket plan, a simplified approach to holistic financial planning, and how C2P has elevated it with a four-step process. The conversation concludes with a discussion on the virtual nature of the business and the success of serving clients remotely. Join us as we discuss: [01:34] - How Dave got started in the wealth management industry. [07:20] - The 'three uniques' that C2P utilizes to attract experienced advisors. [13:48] - How advisors can effectively manage a growing business. [16:25] - The three ways to incorporate tax preparation into a wealth management business. [20:46] - How C2P simplifies holistic financial planning. [24:27] - The five core pillars of holistic wealth management. [26:50] - The bucket plan and its four-step process. [34:24] - The secret sauce to high growth in the financial industry. [36:16] - How virtual meetings helped Dave build a successful financial planning practice. [40:58] - Dave's approach to managing high-concentrated taxes. [45:50] - What it's like to teach young people about economics. [48:54] - Dave's best fishing story. Key Takeaways Advisors should align with a firm that offers a value proposition that resonates with their goals and clients. The 'three uniques' of C2P Enterprises are the holistic approach to advising, the tax trilogy, and the advisor career path. The bucket plan provides a simple and understandable framework for clients to organize their assets based on time horizons. Tax preparation services can be offered through building, borrowing, or buying a tax business. Customization is key in wealth management, tailoring strategies and solutions to individual client needs. Quotes "For an advisor, if they're looking for a true home and a true partner, it's all about alignment. At the end of the day, you have to align with the firm that can do things you want to do and provide the resources you need for your clients and your business." ~ Dave Alison "The wealth management business is continuing to become more and more competitive and more and more commoditized. And advisors need to have a strong value proposition to remain relevant and stay ahead." ~ Dave Alison "When we're sitting down with clients, the more jargon we use and the more 200-page financial plan reports we use, the more confused the consumer is. Simplicity is the ultimate sophistication." ~ Dave Alison Links  Dave Alison on LinkedIn Dave Alison on Twitter C2P Enterprises Alison Wealth Management Raymond James Jason Smith JL Smith Group The Bucket Plan Prosperity Capital Advisors Nitrogen Wealth Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 009: Real estate is not just about properties, it's about people. It's fostering meaningful connections that enrich your journey and your clients. From sparking interest through authentic engagement to crafting workplaces that inspire, the path to success in commercial real estate is lined with the ability to build better connections, the discipline of prospecting, and the commitment to growth. In this episode of Connected, Kyle talks with Charlie Harrison, Senior Vice President at Capital Real Estate Group. They talk about building better connections and growing a real estate business. Charlie shares his insights on building rapport and connecting with others, emphasizing the importance of being authentic and asking meaningful questions. He also discusses the current trends in office space and the return to the office. He highlights the value of location, amenities, and flexible space design. Furthermore, Charlie shares his disciplined approach to prospecting and the importance of consistent outreach. Join us as we discuss: [01:01] - Charlie's personal and professional background. [02:24] - Charlie's advice for people who want to build better connections with others. [04:45] - How Charlie developed his ability to connect with others. [07:25] - How Charlie creates a network that can significantly improve his business' growth. [09:17] - The similarity between Charlie's role as a commercial real estate broker and a financial advisor. [15:47] - The latest trends in office space. [20:21] - Designing office environments for better connection and collaboration. [22:27] - Charlie's advice for finding the right person to help with office space search. [25:38] - Why cold outreach is still important in the real estate industry. [30:06] - Overcoming the fear of rejection in cold outreach. [34:17] - How Charlie manages the various aspects of his business. [38:54] - Charlie's experience as a professional golfer. [43:33] - Why Charlie is passionate about the Parkinson's Foundation. Key Takeaways Building better connections requires authenticity and asking meaningful questions. The return to the office is happening, with professional services firms leading the way. Location, amenities, and flexible space design are important factors in office space selection. Working with a knowledgeable advisor can help find the right office space and negotiate favorable terms. Consistent prospecting and outreach are key to growing a business. Quotes "People inherently want to talk about what they do and what matters most to them. And if you can find basic ways to get in front of folks and pique their interest, they'll gladly talk to you about what they've done, what they're doing, and what they plan to do." ~ Charlie Harrison "If you, as an employer, are going to ask or mandate that your employees be back in the office, it helps to honestly give that employee a workplace that is superior to what they feel they have at home." ~ Charlie Harrison "Real estate is prospecting intentionally. It's like having a boat driving along in the ocean, and you get to determine the number of fishing lines you dangle off the back of the boat." ~ Charlie Harrison Links  Charlie Harrison on LinkedIn Charlie Harrison on Twitter Capital Real Estate Group Morgan Stanley Merrill Lynch Bob Knakal Parkinson's Foundation Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 008: Technology has opened new possibilities. Advanced tools and digital platforms have empowered wealth managers to streamline processes, enhance client experiences, and optimize portfolio management. However, the heart of wealth management remains in its human touch. In this episode of Connected, Kyle Van Pelt and Jud Mackrill are joined by Matt Sonnen, Chief Operating Officer at Coldstream Wealth Management. They talk about building better connections and achieving operational excellence in wealth management. Matt also shares his love for classical music and the story between his newborn son and Van Halen. Also the founder of the COO Society, Matt discusses the challenges and opportunities in the financial services industry, including the impact of consolidation and the need for better technology integration.  At the end of the show, Matt shares a story about his daughter, Layla Paige, and how his experience has led his family to be a part of TrinityKids' philanthropic mission. Join us as we discuss: [01:35] - The story between the birth of Matt's son and Alex Van Halen. [04:02] - How Matt developed a love for classic rock. [06:21] - Matt's advice for building better connections. [13:36] - The challenges and importance of operational excellence in firms. [15:27] - Tips for hiring a COO. [18:30] - The impact of consolidation on COOs and operations. [21:57] - Data challenges in the financial services industry. [24:57] - The role of technology in the lives of advisors. [27:48] - Key KPIs for COOs. [34:37] -The shift towards goals-based financial planning. [44:31] - Matt's story about Layla Paige. [50:45] - Matt's top advice for a company looking to supercharge its growth. Key Takeaways Building connections with others is best achieved through humor, simplicity, and genuine human interaction. The role of a COO is multifaceted, involving managing technology, human resources, and day-to-day administration. The challenge of data integration persists in the industry, and the key to solving it lies in finding tools that truly integrate and streamline workflows. The industry is shifting towards a goals-based approach in financial planning, focusing on helping clients achieve their specific goals and providing personalized service. Organic growth can be achieved by identifying a niche and providing value beyond investment management, such as specialized expertise and services tailored to specific client needs. Quotes "Tech is great. But it has to be used to support the human interactions that we're having with clients and prospects." ~ Matt Sonnen "If you're solving unique problems for a small subset of the population, you're going to grow exponentially faster than the majority of RIA that just say, we work with individuals and institutions ranging from 5 million to 25 million." ~ Matt Sonnen "Having a client niche and a focus on who your ideal client is and what you're doing for them is how you supercharge your growth." ~ Matt Sonnen Links  Matt Sonnen on LinkedIn Matt Sonnen on Twitter Coldstream Wealth Management PFI Advisors Vestia Wealth Advisors Geometric Wealth Advisors TrinityKids Care The COO Roundtable Podcast Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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 007: In financial services, relationships are everything. The best advisors build deep connections with their clients, understanding their needs and goals. Discover how financial services professionals are shaping a brighter, more client-centric future, from the power of co-creation to innovative marketing techniques.  In this episode of Connected, Kyle is joined by Diana Cabrices, Founder and Fractional Chief Evangelist of Diana Cabrices Consulting. Diana shares her insights on building connections, executing successful succession plans, and creating standout brands in the financial advisory industry. She emphasizes the importance of vulnerability, storytelling, and personalized experiences in connecting with others.  With a background in technology and a passion for supporting financial advisors, Diana also discusses the future of the financial industry, highlighting the need for tech-enabled companies and the growing importance of online reviews. Join us as we discuss: [01:17] - Introduction to Diana Cabrices. [02:50] - Diana's advice on building great connections with others. [07:07] - Tips for connecting with an audience during presentations. [10:28] - The role of a chief evangelist. [16:28] - What it takes to execute a successful succession plan. [19:36] - Insights on the future of the financial industry. [22:02] - The importance of reviews in decision-making. [28:40] - Strategies for building a standout brand as a financial advisor. [34:46] - Diana's experience teaching English abroad. [39:57] - Tips on how financial advisory firms can supercharge their growth. [42:19] - How to get connected with Diana. Key Takeaways Building connections requires vulnerability and the willingness to initiate conversations. Successful succession planning involves starting early, asking the right questions, and focusing on compatibility and overcommunication. To stand out in the financial advisory industry, firms should invest in marketing, creativity, and personalized experiences. Online reviews play a crucial role in decision-making for financial services, regardless of whether the service is transactional or long-term. The financial industry will likely see a cleanup and a shift towards tech-enabled companies prioritizing education and co-creation with clients. Quotes "Tech companies want to build better connections with advisors, and they know having great people at the forefront is the best way to do that." ~ Diana Cabrices "Approach succession planning and M&A as you approach a new relationship on a romantic level. If you truly want to find that good fit, you have to dig deep. Compatibility and over-communication are key to any successful succession plan." ~ Diana Cabrices  "The best advisors that are going to do it right, that are going to be strong in this future industry that we have, they're going be focused on not just giving a client a plan but co-creating through that whole process."~ Diana Cabrices  Links  Diana Cabrices on LinkedIn Diana Cabrices on Twitter Diana Cabrices Consulting Aaron Klein Nitrogen Wealth BrightLocal Snappy Kraken Orangetheory Fitness Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Google Podcasts 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.