Financial Advisor Success
Michael Kitces
The Financial Advisor Success podcast brings you real success stories and insights from the most successful financial advisors, and leading industry consultants, about how to take your advisory business to the next level. Get a glimpse of what it's like behind the scenes building a successful advisory business, and how entrepreneurial advisors navigate the inevitable highs, and lows, of growing a firm. Whether you're a new financial advisor trying to get started on the right foot, or an experienced advisor who's hit a wall, we're here to give you the insights and inspiration you need to break through and reach the level of success you want to achieve. Subscribe to the show, and get even more at the leading industry blog Nerd’s Eye View at www.Kitces.com.
Episodes
Mentioned books
32 snips
Sep 23, 2025 • 1h 30min
Ep 456: Expanding From $75M Solo To $260M Multi-Advisor Team By Creating A Company Blueprint Of How Clients Will Be Served with Hilary Hendershott
Hilary Hendershott, founder of Hendershott Wealth Management, oversees $260M AUM in San Jose. She shares her journey of transforming a solo advisory practice into a multi-advisor firm through a living 'Blueprint' that emphasizes values and purpose. Hilary discusses the importance of cultural fit in hiring and lessons from past mistakes. The Blueprint shapes client communications and business decisions, evolving with team input. She also addresses onboarding practices and fostering a client-centered mindset, ensuring a consistent experience across her growing team.
Sep 16, 2025 • 1h 30min
Ep 455: Adding Hard-Dollar Value For HNW Executives By Guiding Them In Negotiating For More (Equity) Compensation with Emily Shacklett
Emily Shacklett, Managing Director at Fairport Wealth, specializes in guiding high-net-worth executives through the intricacies of their compensation packages. She emphasizes that many leave money on the table if they're not savvy negotiators. Emily shares insights on how to maximize salary, bonuses, and equity, while highlighting the importance of collaboration with legal advisors. She also discusses the value of educational initiatives and personal relationships in navigating these complex negotiations, ultimately helping executives secure what they're truly worth.
21 snips
Sep 9, 2025 • 1h 30min
Ep 454: Turning Abstract Behavioral Finance Research Into Practical Tools To Better Client Outcomes with Dr. Daniel Crosby
Dr. Daniel Crosby, Chief Behavioral Officer at Orion Advisor Solutions, discusses how behavioral finance can transform client relationships. He introduces innovative tools like the 'money personality' framework and goals assessment to enhance decision-making. The conversation dives into understanding clients' money attitudes, the importance of nonjudgmental listening, and the challenges advisors face with their own financial beliefs. Daniel emphasizes the need for empathy and a holistic approach to improve financial outcomes and client satisfaction.
55 snips
Sep 2, 2025 • 1h 30min
Ep 453: Improving Efficiency By Turning Client Meetings Into Working Sessions So There Is Less Follow-Up To Manage with Becky Walsh
Becky Walsh, founder of Oak Maple Finance, is revolutionizing financial planning with her innovative 'working session' model. She shares how her efficient approach reduces prep time while enhancing client relationships. By structuring onboarding into a six-month sprint with real-time sessions, Becky caters to 'Earners Wanting Advice Now' without losing the personal touch. She also discusses utilizing software tools for financial assessments and the importance of ongoing client engagement through tailored service tiers and supportive peer study groups.
58 snips
Aug 26, 2025 • 1h 30min
Ep 452: From $200M To $1.4B In 5 Years By Spending 15% Of Revenue On Marketing (That Still Works) with Gabriel Shahin
Gabriel Shahin, CEO of Falcon Wealth Planning, shares how his firm skyrocketed from $200 million to $1.4 billion in assets. He emphasizes the key role of digital marketing and agile team dynamics in achieving rapid growth. Shahin discusses innovative strategies like targeted Google ads, the importance of fast lead follow-up, and personality matching for improved client-advisor relationships. He also delves into a revenue-based compensation model for advisors and the impact of stepping back from daily operations to focus on broader growth objectives.
Aug 19, 2025 • 1h 29min
Ep 451: Evolving Your Leadership Style And Hiring Process As The Firm Grows From 1 To 20 Team Members with Maggie Kulyk
Maggie Kulyk, founder of Chicory Wealth, shares her journey from a self-proclaimed 'terrible' manager to a visionary leader overseeing $760 million in AUM. She discusses evolving leadership styles and intentional hiring as her firm grew from one to over twenty members. Maggie emphasizes the importance of aligning team values, creating ownership opportunities, and integrating social consciousness into investing. Her personal experiences, including a transformative loss, highlight the significance of authentic relationships in both client and team dynamics.
17 snips
Aug 12, 2025 • 1h 30min
Ep 450: Adding $80M To Your Practice In 7 Years By Providing Financial Education Through Local Seminars with Ryan Morrissey
Ryan Morrissey, founder of Morrissey Wealth Management, shares his journey overseeing $140 million in AUM while specializing in retirement planning seminars. He reveals how hosting local educational seminars transformed his practice, allowing him to attract high-net-worth retirees. With a focus on participant engagement, charging nominal fees enhanced the perceived value of his classes. Morrissey discusses overcoming challenges in transitioning to RIA ownership and maintaining a simple service model, all while effectively converting attendees into loyal clients.
23 snips
Aug 5, 2025 • 1h 30min
Ep 449: Growing To $2B AUM Organically By Setting High Client Service Standards with Michelle Perry Higgins
Michelle Perry Higgins, Principal of California Financial Advisors, shares insights on cultivating exceptional client service standards that have propelled her firm to $2 billion in assets under management. She reveals her 'non-negotiable' practices, like ensuring clients never wait over five minutes for meetings, resulting in over 99% retention. The discussion dives into her innovative ‘Everything Binder’ to enhance client organization and the importance of meaningful conversations to uncover client values. Michelle also candidly reflects on balancing career demands with motherhood in the finance world.
Jul 29, 2025 • 1h 30min
Ep 448: Attracting More Ultra-HNW Clients By Taking The Time To Due Diligence More Alternative Investments with Monish Verma
Monish Verma, CEO of Vardhan Wealth Management, specializes in alternative investments for high-net-worth clients. In this discussion, he reveals how educating prospects leads to trust and retention. He emphasizes the importance of a tailored approach to investments and client communication, fostering long-lasting relationships. Monish shares insights on navigating client referrals and maintaining confidentiality, as well as the significant shift from wirehouses to independent practices to better serve client needs and build meaningful connections.
28 snips
Jul 22, 2025 • 1h 30min
Ep 447: Getting A Healthy Flow Of New Clients From Centers Of Influence By Addressing The Referral Risk They Fear The Most with Dan Allison
Dan Allison, owner of The Exchange and a marketing expert for financial advisors, dives into the crucial dynamics of securing referrals from Centers of Influence (COIs) like accountants and attorneys. He outlines how COIs often hesitate due to reputation concerns and offers strategies to build trust over time. Listeners will learn effective networking tips, the importance of personalized gratitude, and how ongoing communication fosters fruitful partnerships. Allison also discusses identifying the right COIs and rethinking success to focus on relationships over mere wealth.
