Financial Advisor Success

Jaksot

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  Ep 507: Growing Bigger For Succession And Then Intentionally Downsizing For A Simpler Lifestyle Practice with Carolyn McClanahan 15.09.2026 1t 30min

  Making the decision to downsize after growing can be shocking, but might also be the best decision for work-life balance. Today's guest shares the lessons she learned from growing her firm to more than 100 clients, before ultimately deciding that downsizing was the right choice.  Carolyn McClanahan is the founder of Life Planning Partners, an RIA based in Jacksonville, Florida, that oversees $300 million in assets under management for 65 client households. In this episode, Carolyn opens up about how she used business coaches to create clearer career paths, establish measurable expectations, and improve compensation structures, before ultimately recognizing that the firm's growth strategy was contributing to burnout. Listen in to learn why she believes the financial planning profession could benefit from medical-style residency programs and why building a great advisory firm sometimes means knowing when not to grow. For show notes and more visit: https://www.kitces.com/507     
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  Ep 506: Building A 'Killer' Scorecard To Track Key Weekly Metrics On The Path To $275M AUM with Jenna Biancavilla 08.09.2026 1t 30min

  Key metrics can not only show how your advisory firm is performing, but also whether your team is thriving. Today's guest builds a 'killer' scorecard to track the metrics that matter – from client engagement and new business activity to employee time off and retention – as well as why she shares valuable planning insights with prospects before they even become clients and how being more selective about the clients she works with has helped reduce stress and create more time.  Jenna Biancavilla is the founder of Pearl Capital Management, an RIA based in Phoenix that oversees approximately $275 million in assets under management for 110 client households. In this episode, she breaks down how she balances weekly and quarterly metrics, sets achievable targets, and uses data to keep her team focused on the firm's biggest priorities. Jenna also explains how adopting the Entrepreneurial Operating System helped her team address issues faster, run more effective meetings, and prioritize quarterly "rocks" that move the business forward. For show notes and more visit: https://www.kitces.com/506     
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  Ep 505: Using A "Pillow Test" To Make The Hard Business Decisions On The Way To $3.5B AUM with Andrew Rosen 01.09.2026 1t 30min

  How do you know you're making the right decision, especially when every option comes with trade-offs? Whether you're making career decisions or leading a growing advisory firm, today's guest offers practical lessons on building a business that aligns with your values while creating long-term success.  Andrew Rosen is the Executive Chairman of Diversified, LLC, and in this episode, he shares the decision-making framework he calls the "pillow test," a simple but powerful way to evaluate career moves, business opportunities, and strategic decisions. Listen in as Andrew explains how this mindset shaped his career, from choosing a lower-paying role with greater long-term opportunity to navigating acquisitions, ownership transitions, and decisions around private equity investment. You'll learn how Diversified evolved from founder-led ownership to a partner-owned firm, what matters just as much as technical expertise when earning clients' trust, and more. For show notes and more visit: https://www.kitces.com/505      
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  Ep 504: Taking Your Growth To The Next Level By Building An Authentic Personal Brand with Sheri Fitts 25.08.2026 1t 29min

  What makes a financial advisor stand out? The answer isn't a better logo or tagline—it's building a personal brand that stands out in the eyes of good-fit clients and ensures their work is in sync with their values. Sheri Fitts is a marketing strategist, and she joins the show to explain why every advisor already has a brand (whether they realize it or not), and how intentionally shaping that brand can attract more of the right clients. Listen in to learn how to uncover what existing clients value most about working with you, identify the niche that best aligns with your strengths and passions, and test your positioning before making major marketing investments. Sheri also shares how AI can help validate market opportunities, why experimentation is essential when refining your brand, and how having the courage to be bold—and stay true to your purpose—can create a business that's both more fulfilling and more successful.  For show notes and more visit: https://www.kitces.com/504  
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  Ep 503: Organically Growing To $800M AUM In Less Than A Decade By Investing In Educational Marketing with David Brooks 18.08.2026 1t 30min

  Whether you're looking to scale your advisory firm, improve your marketing strategy, or build a stronger brand presence, today's guest offers practical insights into how he has successfully done all that and more.  David Brooks is the founder of Retire SMART, an RIA based in Omaha, Nebraska, that oversees approximately $800 million in assets under management for 1,000 client households. David joins the show today to share his strategic approach to marketing and growth, including how educational events, radio, television, podcasts, YouTube, and social media have helped him expand his reach and build trust with prospective clients. He also talks about how he measures marketing ROI, creates value through tax-focused planning, and navigates the operational challenges that come with rapid growth.  For show notes and more visit: https://www.kitces.com/503  
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  Ep 502: Managing $240M As A 3-Person Team Through A Structured Meeting Approach with Wendy Ciehanski 11.08.2026 1t 29min

  Your client review meetings could become your firm's biggest competitive advantage. Today's guest shares how her advisory firm has refined a structured client review process over more than 25 years, creating a consistent meeting cadence that improves efficiency while strengthening long-term client relationships. Wendy Ciehanski is a Senior Wealth Advisor at Composition Wealth, and she joins the show today to talk about how standardized agendas, thoughtful preparation, and repeatable systems can help advisors deliver a high level of service without sacrificing personalization. Listen in to hear why leading with life conversations creates better client outcomes, how Wendy's team segments meeting frequency based on client needs, and why merging with a larger firm allowed them to spend less time on administration and more time serving clients. For show notes and more visit: https://www.kitces.com/502    
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  Ep 501: Navigating Succession Planning That Doesn't Turn Out As Expected (Even When You're Doing Everything Right) with Rick Kahler 04.08.2026 1t 29min

  You can take all the 'right' steps for succession planning… and it still might not go according to plan. After building an RIA managing approximately $300 million in assets for 130 client households, today's guest discovered that even the most carefully considered succession plans can unravel, forcing firm owners to adapt and rethink their future. Rick Kahler is the founder of Kahler Financial Group in Rapid City, South Dakota, and he joins the show to share the candid story of his decade-long succession journey. Listen in to learn why succession planning should begin years before an anticipated transition, how to structure partnership discussions to prepare for unexpected outcomes, and what Rick learned after multiple succession attempts before ultimately completing a successful sale to an external buyer. Whether you're years away from stepping back or just beginning to think about your firm's future, this conversation offers practical lessons on preparing your business and protecting your legacy. For show notes and more visit: https://www.kitces.com/501      
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  Ep 500: Amplifying Business Growth By Constantly Honing Your Time Towards Its Highest-And-Best Use with Michael Kitces 28.07.2026 1t 40min

  Building a highly successful advisory platform is less about running every department yourself and more about finding the right operational partners to turn big ideas into a structured reality. Today's milestone episode explores the personal frameworks, scaling pain points, and core values that propelled a solo blog into a powerhouse industry platform. Michael Kitces, co-founder of the 26-person Kitces.com platform, turns the microphone around for our 500th episode to be interviewed by financial planning nerd Adam Van Deusen. Unpacking his personal approach to time management, Michael breaks down the "look at the tape" tracking framework that helps pinpoint an entrepreneur's highest and best use. He also details his transformative shift away from direct people management by partnering with an operational "integrator" (inspired by Gino Wickman's Rocket Fuel), and how building firm-wide metrics around the platform's QNR (Quality, Nerdy, Relevant) content standards gave him the confidence to hand off production. Listen in to hear raw lessons learned from navigating a painful 4X hyper-growth cycle, the exact 49-day interview process Michael uses to ensure cultural alignment, and how his definition of success has evolved after 500 episodes of interviewing industry leaders. For show notes and more visit: https://www.kitces.com/500     
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  Ep 499: 4Xing To $200M AUM In 4 Years While Staying Lean By Leveraging AI, Technology, And Outsourcing All You Can Let Go Of with Ryan Townsley 21.07.2026 1t 30min

  Scaling a financial advisory practice often forces a choice between capping growth or building a large, people-heavy infrastructure. Today's guest challenges that conventional wisdom, pulling back the curtain on how he scaled his firm to nearly $2 million in revenue with only one recent full-time hire. Ryan Townsley is the owner of Town Capital, an RIA based in Bel Air, Maryland, that oversees approximately $200 million in assets under management across 155 client households. In this episode, Ryan shares how he shattered traditional solo advisor capacity limits by aggressively outsourcing non-client-facing operations like IT, compliance, and trading management. He breaks down the precise mechanics of his "time segmentation" retirement income portfolios, why he implements a mandatory client "slush fund," and how he utilizes a deeply integrated AI tech stack to automate meeting prep, draft workflows, and systematically build standard operating procedures out of his everyday client interactions. For show notes and more visit: https://www.kitces.com/499     
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  Ep 498: Hiring A COO And Creating Partnership Paths Early To Drive Enterprise Value On The Path To $3B AUM with Christine DeMao 14.07.2026 1t 29min

  Passing the torch to next-gen leaders requires more than paperwork; it demands deep cultural investment, transparent career pathing, and a training ground for collective decision-making. Today's guest highlights the profound personal and corporate transformations that happen when a firm commits to cultivating sustainable human capital. Christine DeMao is the COO of Gibson Capital, a $3B national RIA serving ultra-high-net-worth families. In this episode, she shares her 18-year journey from entry-level portfolio administrator to "boomerang" equity partner. In this episode, Christine explains how her firm uses a transparent "Path to Partnership" framework to map out character, cultural leadership, and business prerequisites early in a hire's tenure. She also opens up about her survival of a severe burnout health crisis, revealing how it fundamentally changed how she leads, leverages peer networks, and models work-life balance to protect her team. For show notes and more visit: https://www.kitces.com/498 
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  Ep 497: Growing From Solo To Siloed Partnership To A $3.3B Enterprise Ensemble (Without Taking Outside Capital) with Shane Morrow 07.07.2026 1t 29min

  Evolving a financial advisory practice is less about individual client ownership and more about aligning multiple practices under a unified corporate mission. Today's guest pulls back the curtain on the operational, cultural, and logistical realities of transforming a decentralized partnership into a centralized enterprise ensemble. Shane Morrow is the CEO of Iron Bridge Wealth Counsel, a hybrid advisory firm headquartered in Austin, Texas, that manages $3.3 billion in assets under management across more than 2,600 client households. In this episode, Shane discusses his professional trajectory from a solo practitioner to a siloed cost-sharing arrangement, and ultimately to an integrated enterprise ensemble. Listen in to hear about the unique financial formulas he and his partners implemented to blend distinct asset books and reallocate equity ownership. Shane also details the firm's structure of seven centralized internal departments, the strategic utilization of an operational pod framework, and an intentional, accelerated career pathing program for paraplanners managed by specialized directors rather than client-facing lead advisors. For show notes and more visit: https://www.kitces.com/497     
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  Ep 496: Lessons Learned From Building A $60B Advisory Enterprise with Shannon Eusey 30.06.2026 1t 29min

  Scaling a financial advisory firm from a startup with no clients into a national enterprise managing tens of billions of dollars: Today's guest offers practical insights into scaling, whether you're building an advisory firm or leading a growing organization, without losing sight of people, purpose, and client service. Shannon Eusey is the Chairman and Co-Founder of Beacon Pointe Advisors, one of the largest RIAs in the country. In this episode, she shares how she and her father launched a firm with a vision for scale, why acquisitions became a key growth strategy, and how Beacon Pointe evaluates potential partner firms with a strong focus on culture, talent, and long-term alignment. Shannon also explains how centralizing operations has allowed advisors to focus more on serving clients, the role private equity has played in the firm's evolution, and how Beacon Pointe balances rapid growth with maintaining its culture.  For show notes and more visit: https://www.kitces.com/496     
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  Ep 495: Scaling To $3.5M Of (Flat-Fee) Revenue by Leaning into A Unique Retirement Income Approach with Bradley Clark 23.06.2026 1t 39min

  What does it take to build a successful advisory firm using a flat-fee model instead of charging based on assets under management? And how can advisors scale effectively while still delivering highly personalized retirement income planning and maintaining strong client relationships?  Bradley Clark is the founder of Clark Asset Management, a remote RIA overseeing $1.6 billion in assets under management for 340 client households. In this episode, Bradley shares how he has grown his firm by focusing on flat fees for clients nearing and in retirement, and why he believes achieving "minimum efficient scale" is especially important for firms using this model. Listen in to hear how Bradley tracks operational metrics to measure growth and efficiency, how he has thoughtfully increased fees over time while maintaining strong client retention, and how lessons from his earlier career experiences helped shape the way he runs and grows his advisory business today.  For show notes and more visit: https://www.kitces.com/495    
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  Ep 494: Training Next-Gen Advisors In Business Development By Getting Really Clear About Who They Serve And How They Help with Kristin Harad 16.06.2026 1t 29min

  What does it take for next-generation advisors to become confident in business development without feeling overly sales-focused? And how can they build stronger relationships, have more authentic conversations, and generate warmer leads over time? Kristin Harad is the founder of Full Advisor Coaching, a marketing and coaching firm for financial advisors that teaches all of that and more. In this episode, Kristin breaks down how to make prospecting feel far more natural and effective for newer advisors, as well as how advisors can overcome the fear of sounding "salesy." We also discuss what to focus on instead of products, and what firms need to help newer advisors confidently communicate value. For show notes and more visit: https://www.kitces.com/494     
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  Ep 493: Growing To $350M AUM By Putting Client Cash Flow At The Center Of The Planning Process with David Mozeika 09.06.2026 1t 29min

  Budgeting – less about rigid restrictions, more about changing mindsets on using income effectively. Today's guest shares a different approach to financial planning: one that focuses less on restricting spending and more on creating intentional systems that help clients save automatically and use their income more effectively. David Mozeika is the founder of TOMORO, an RIA based in Red Bank, New Jersey, that oversees $350 million in assets under management for 600 client households. In this episode, David explains how his "income under management" philosophy helps clients treat cash flow as an asset, using a "cash flow reservoir" system to separate spending from saving and reduce unconscious spending habits. We also talk about his four-part financial positioning framework, how he approaches ongoing client meetings as a calibration process rather than a static plan review, and how leaning into his unique strengths ultimately shaped the growth of his firm.  For show notes and more visit: https://www.kitces.com/493     
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  Ep 492: Getting Your (Virtual) Team's Best Work Through Steward Leadership On The Growth Path To $500M with Mary Chapman 02.06.2026 1t 30min

  It takes intentionality to build a thriving hybrid workplace without losing accountability, culture, or client experience. In this FASuccess, Mary shares how she has successfully blended remote flexibility with high standards by applying the principles of steward leadership.  Mary Chapman is the chief operating officer of Cummings Wealth Management Group, a hybrid advisory firm based in Charleston, South Carolina, that oversees $500 million in assets under management for 260 client households. In this episode, Mary shares how clear communication, defined expectations, and intentional workflows can create a stronger team culture while still giving employees the freedom and flexibility modern workplaces demand. We also talk about how her firm structures its hybrid work model, what has reduced the need for micromanagement, and how they ensure the client experience remains consistent no matter where employees are located.  For show notes and more visit: https://www.kitces.com/492    
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  Ep 491: Earning Premium Planning Fees By Demonstrating Hard-Dollar Tax Savings For Business Owner Clients with Patrick Lonergan 26.05.2026 1t 30min

  What would it take for a client to happily pay you $70,000+ per year… and feel like they're getting a bargain? In the case of today's guest, it's building a high-value advisory firm by helping business owners unlock significant tax savings, often in the hundreds of thousands of dollars.  Patrick Lonergan is the founder of Vital Wealth, an RIA based in Clinton, Iowa, that generates $2.5 million in annual advisory fee revenue for approximately 100 client households. In this episode, Patrick breaks down how he structures his services around a clear, tiered tax strategy approach, starting with foundational optimizations and progressing into more advanced, high-impact planning techniques. Listen in to learn how these strategies go beyond tax savings to support better cash flow, smarter reinvestment decisions, and long-term wealth building for entrepreneurs, as well as how delivering clear, tangible value has turned his clients into powerful referral engines. For show notes and more visit: https://www.kitces.com/491    
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  Ep 490: Attracting And Retaining HNW Clients By Being More Available For Their Multigenerational Family Needs with Liz Miller 19.05.2026 1t 30min

  For high-net-worth clients, financial planning is often not just about managing their money during their lifetimes, but also a matter of preparing the next generation to inherit family wealth. Which suggests that meeting with clients' children can both offer value for current clients and also begin a relationship with the next generation that could last for decades to come. Liz Miller is the founder of Summit Place Financial Advisors, a $300M firm she built by focusing on deep relationships and multigenerational planning. Listen in to hear how she raises multigenerational conversations with clients and their children and how she converts clients' children from regular contacts to fee-paying clients. Liz also discusses how she finds that ensuring "nothing falls through the cracks" can be more valuable than chasing returns (and the value of checklists to support this task) as well as why she lets her high-net-worth prospects lead off discovery meetings with their most pressing concern rather than starting with her own qualifications and services. For show notes and more visit: https://www.kitces.com/490   
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  Ep 489: Winning More Clients By Talking Less And Reducing Friction For Prospects with Sara Grillo 12.05.2026 1t 30min

  For financial advisors, it might seem intuitive to spend time with prospects explaining the value they can offer. However, doing most of the talking can leave prospects unsure whether the advisor truly understands their needs, potentially discouraging them from becoming a client. In this episode, we welcome Sara Grillo, a marketing specialist for financial advisors, to discuss how focusing less on an advisor's expertise and more on what their prospects are truly worried about can lead to winning more clients. Sara also shares how to reduce friction in advisior marketing so prospects are more likely to take action and her practical approach to content creation, including how to turn real client questions into high-value content and how targeted content can drive both visibility and referrals. For show notes and more visit: https://www.kitces.com/489  
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  Ep 488: Bringing Hiring In-House To Support Rapid Growth After Doubling AUM To $600M In One Year with Joe Schmitz Jr. 05.05.2026 1t 30min

  How do you scale a financial advisory firm to 40+ staff and $630M AUM in just a few years without breaking your hiring, culture, or client experience? In this episode, you'll hear about the hiring and marketing strategies fueling this kind of growth and how being open about a firm's values can lead to greater retention of both clients and team members.  Joe Schmitz Jr. is the founder of Peak Retirement Planning, a hybrid advisory firm based in Columbus, Ohio, that oversees $630 million in assets under management for approximately 1,000 client households. He joins the show today to share how he built a high-performance hiring engine that attracted over 5,000 applicants in a single year and turned them into a values-aligned, growth-focused team. He also talks about how his firm uses a structured, tech-enabled hiring process to identify the right people, why recruiting straight from colleges has been a competitive advantage, and how engaging in multiple synergistic marketing tactics has led to the strong flow of prospects his firm receives.  For show notes and more visit: https://www.kitces.com/488