The Long Game Growth Tips for Financial Advisors + Our Stories in the Industry (with Mark Cecchini, CFP®)
Dec 5, 2025
In this discussion, Certified Financial Planner Mark Cecchini shares his journey of developing modern advisory practices. He emphasizes the importance of niching to avoid being pigeonholed and becoming a sought-after expert. Mark and Thomas explore the value of personal branding and social media in attracting clients, as well as the challenges of managing client relationships. They also touch on the significance of a tailored onboarding process and the need for transparency in demonstrating value to clients. Practical advice for aspiring advisors is provided throughout.
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Traditional Apprenticeship Before Entrepreneurship
- Mark Cecchini started in a traditional fee-only RIA and spent seven years learning the craft before building his own practice.
- He served other people's clients for years and only leaned into business development about 2–3 years ago.
Pick The Right Seat Early
- There are two distinct advisor seats: lead advisors who grow business and background planners who deliver technical work.
- Choosing the right seat fits temperament and prevents failure from being in the wrong role.
Become An Obvious Specialist
- If you can become an expert in one area, clients will seek you out and you will be hard to displace.
- Specialize on complex topics like equity comp, business planning, or taxes to command higher fees.