Deirdre Van Nest is the founder of Crazy Good Talks, a communication coaching firm that helps financial advisors become better communicators in order to help their clients and prospects take the next desired step. She has developed a very unique process that teaches advisors how to use foundational stories to make deeper connections with those they are trying to connect with. Listen in as we dive into why Deirdre believes that every financial advisor has the potential to be an emotionally compelling and highly effective communicator, even if communication is not one of their strong suits, and how she helps advisors to become the best communicators possible. We also discuss why Deirdre believes that advisors who know that the services they are offering are changing the lives of the people they work with have an obligation to learn how to be as persuasive, inspiring, and compelling as possible. For show notes and more visit: https://www.kitces.com/250

Drew Waldron is the co-founder of Canvas Wealth Advisors, an RIA based out of Kansas that manages $455-million for 150 families. Drew and his partner have taken the client experience to a whole new level by not only reinvesting into client services and better technology, but also by executing once-in-a-lifetime excursions exclusively for clients of the firm.  Listen in as Drew shares how he and his partner have differentiated their firm by leveraging client excursions and experiences, the different kinds of adventures his firm executes for clients, and the strategy they employ to assemble clients together to foster introductions and networking opportunities. We also dive into how this unique experiences-based marketing strategy has catapulted the firm to north of $450-million in assets in just over two years and why they place so much emphasis on constantly providing added value to clients and prospects. For show notes and more visit: https://www.kitces.com/249

J.D. Bruce is the Chief of Innovation for Abacus Wealth Partners, an RIA based out of Santa Monica that manages over $4-billion in assets for 1,900 clients. J.D. has been successful in scaling Abacus to its current size by implementing Angie Herbers’ Diamond Team Model to offer a variety of different service models to different types of clients.  Listen in as J.D. shares how Abacus has leveraged the power of Diamond Teams to keep clients connected to the firm while also allowing for flexibility in the advisors that they work with over time, and how this business model has allowed for the firm to segment its client base and offer a variety of different services based on the needs of those segments. We also discuss why J.D. believes that it’s more important to hire team members who will challenge the cultural status quo as opposed to finding the best cultural fit, and why he believes that conflict is actually necessary for growth and change. For show notes and more visit: https://www.kitces.com/248

Matthew Jarvis is the owner of Jarvis Financial, an RIA based out of Seattle that manages $240-million for 170 households. Matthew is incredibly focused on increasing the efficiency and profitability of his firm by systematizing his business processes, thereby delivering even more value to clients. Listen in as Matthew shares the secret behind more than doubling his AUM over the last four years, including why he made the decision to refer clients who are not a good fit for his firm to other advisors and how he ensures the transition is as smooth as possible. We also discuss how systems have played a big part in the firm’s growth, allowing him to deliver more value to clients while raising his fees accordingly. For show notes and more visit: https://www.kitces.com/247

Jessica Hovis Smith is the President of Longview Financial Advisors, an RIA based out of Alabama that oversees $194 million for 199 clients. Jessica oversaw a succession plan that brought two lifestyle practices into one employee-owned, multi-generational firm, navigating multiple transitions along the way to eventually arrive at a valuation that was fair for everyone. Listen in as Jessica shares her own personal journey to President of Longview, what it was like overseeing a succession plan that merged two lifestyle practices, and how they structured their purchase to ensure that new owners stood the best chance of staying with the firm throughout their careers. We also discuss the multiple transitions that happened along the way to arriving at a valuation that the founders and internal buyers were happy with, as well as why the actual process of arriving at that valuation was the biggest contributing factor to getting everyone’s buy-in. For show notes and more visit: https://www.kitces.com/246

John Kennedy, founding partner of CandorPath Financial, shares insights on leveraging the Entrepreneurial Operating System (EOS) to scale his hybrid RIA practice. He discusses the strategic framework that fosters clear decision-making and alignment within teams. The conversation highlights innovative techniques, including engaging social media videos and a custom Alexa skill, to enhance client connections. Kennedy also reflects on the journey of entrepreneurship, emphasizing the balance between business success and personal fulfillment.

Shannon McLay is the founder of The Financial Gym, an organization that offers financial coaching services on a monthly subscription basis to 3,500 Millennial and Gen-Z clients. Shannon has positioned her offerings in a similar way to personal trainers, helping people get “financially fit” through traditional financial planning services like budgeting, savings, debt management, and financial literacy. Listen in as we dive into the “aha” moment that led Shannon to launch The Financial Gym, how she convinced initial investors to buy into her business, and why she feels that an important benefit of the monthly subscription model is the accountability it places on her coaches to show value to clients. She also shares why she ditched an off-the-shelf software package and developed her own proprietary budgeting tool for clients, the lessons she learned through that development process, and why she has been able to build a diverse and inclusive team of coaches who can relate to clients in a really unique way. For show notes and more visit: https://www.kitces.com/244

James Bogart is the CEO and President of Bogart Wealth, an RIA located in Virginia that manages $1.8 billion of assets for 900 families. James has nearly doubled his firm’s AUM organically since the start of the pandemic by leveraging online educational webinars that address very specific issues regarding employee benefits for those working at certain companies in the energy sector. Listen in as James explains how his firm’s success is not just a result of understanding employee benefits, but rather of applying their knowledge to specific companies’ benefits to really differentiate themselves among prospects. You'll learn how he was able to leverage his CFP certification to source and interpret the requisite documentation for those companies, how he has created a marketing funnel using his webinars, and how he has been able to manage the challenges that arise with such rapid growth. For show notes and more visit: https://www.kitces.com/243

Charlotte Geletka is the owner and managing partner of Silver Penny Financial, a hybrid RIA based out of Atlanta where Charlotte personally oversees $140 million for 150 families. After purchasing the firm from her father, Charlotte took the existing business model and built the firm around her own vision to take the firm to the next level.  Listen in as she shares what her experience was like buying a legacy firm from her father, how she determined a fair price for the firm, and why she deliberately structured her seller-financed deal with an accelerated 3.5-year payback. We also dive into why leadership skills are important to a firm’s ongoing success, as well as why it is important to surround yourself with other like-minded financial advisors who are pulling for you to succeed.  For show notes and more visit: https://www.kitces.com/242

Bill Bachrach is the Chairman and CEO of AdvisorRoadMap, a platform that provides training and mentorship to financial advisors to help them better attract and communicate with their ideal clients. Bill is also the creator of the values-based financial planning framework that puts a client’s values and goals at the center of the financial planning conversation, and the creator of the new famous question: “what’s important about money to you?” Listen in as we dive into how Bill’s famous question gives advisors a powerful way to start meaningful conversations with clients and gives prospects the opportunity to communicate the value that they’re looking for from a financial planning relationship. We also discuss in depth how Bill’s framework helps advisors build more trust and relevance with their clients by teaching them how to listen more, say less, ask better questions, and answer questions more effectively and confidently. For show notes and more visit: https://www.kitces.com/241