Dan Moisand is the Principal of Moisand Fitzgerald Tamayo, a fee-only RIA based out of Melbourne, Florida, that manages over $800-million in assets for 650 clients. Dan is a pro at communicating the value of financial planning to clients in a clear and compelling way, and is a perfect example of how focusing on planning issues with clients emphasizes the role as financial planner, regardless of how advisory fees are structured. Listen in as Dan shares his thoughts on the AUM model, advisor fees, and why many of the concerns among advisors for both are overblown or erroneous. We also discuss how the financial planning industry has changed over the 30 years of Dan’s career, and why the one thing that has not changed is still the most important part of the client relationship. For show notes and more visit: https://www.kitces.com/230

Alexandra Armstrong is the founder and chairwoman emeritus of Armstrong Fleming & Moore, a hybrid RIA based out of Washington, DC. Alex has a long and experienced 40-year career in the financial services industry, having first launched her firm in 1983 and subsequently selling it to four different successors. Alexandra is a true pioneer of the industry and brings a wealth of wisdom that she shares with us, including what set her apart in the early days of her career, what it was like being female in a primarily male-dominated industry, and what the real secret of her success was. She also discusses what the industry was like when she first earned her CFP marks in 1977, and explains why she believes that financial planning is an ideal career for women. For show notes and more visit: https://www.kitces.com/229

Jeremy Keil, founder of Keil Financial Partners, doubled his firm's size in two years by using lead generation services and outsourcing lead follow-up. He discusses how purchasing leads and nurturing them with digital marketing content has accelerated his firm's growth. He also focuses on meeting the unique planning challenges of Harley-Davidson employees and highlights his most valuable client deliverable.

Leighann Miko is the founder of Equalis Financial, a fully virtual advisory firm that offers ongoing planning services for 45 creatives within the LGBTQ community. Leighann has been able to realize financial freedom in her own life by serving a unique community that she is also a part of and that often face financial insecurity.  In this episode, Leighann shares her story about how her family’s money insecurities growing up led her to a career path in financial planning and how a failed succession plan was the catalyst for her starting her own firm to serve the LGBTQ community. She also discusses the benefits of being part of the community that you serve, why she hired a copywriter to convey her value to prospective clients, and how she adapted Kinder’s three famous questions for the LGBTQ community. For show notes and more visit: https://www.kitces.com/227

Paul Saganey is the President and Founder of Integrated Partners, a hybrid RIA based out of Waltham, MA, that manages over $10 billion for 18,000 affluent clients. Paul has managed to generate hyper growth for his firm through strategic alliances with accountants who act as a resource for CPA firms to build out their financial services divisions. In this episode, Paul details how he built his advisory firm through a robust referral program with CPAs, including the terms of engagement and how they structured client interactions. He also shares why he made the decision to partner with CPAs in particular, and how that partnership has helped him scale and grow to manage fewer clients who are more affluent. For show notes and more visit: https://www.kitces.com/226

Matt Gulbransen is the President of Pine Grove Financial Group, an RIA based in Minnesota that manages over $550 million for 325 families. Despite the widely held belief that direct mail and educational seminars no longer work, Matt has continued to see positive marketing results from both over the past decade. In this episode, Matt shares how he uses in-person seminar events geared toward educating people about financial planning and then convincing them to work with him to navigate the many life transitions on the way to retirement. We also talk about how Pine Grove has pivoted from in-person seminars to webinars due to the pandemic, as well as how that has affected their overall conversions. For show notes and more visit: https://www.kitces.com/225

Amy Mullen is the President of Money Quotient, a company that has developed tools and training to help advisors have more meaningful conversations with their clients. Money Quotient’s offering is unique in that they not only give advisors the tools to help clients achieve their goals, but they also help clients get clarity around what is most important to them so they can create goals they’re motivated to hit—and so the advisor becomes a partner in achieving those goals. In this episode, we talk about how Money Quotient helps advisors guide their clients to gain self-awareness around their values and how that realization then helps make financial decisions easier for the client. Amy also shares the system that makes Money Quotient so unique and how this system helps advisors leverage the resulting relationship with their clients to create a fully developed client experience. For show notes and more visit: https://www.kitces.com/224

Marianela Collado is the CEO and majority shareholder of Tobias Financial Advisors, an independent RIA based in Florida that manages over $500 million in AUM for 257 clients. Marianela navigated an accelerated succession plan laid out by the founder of Tobias Financial, and has successfully grown the firm from a one-person operation to a staff of sixteen with an eye towards a subsequent succession plan. Listen in as Marianela explains why she decided to keep the name Tobias Financial Advisors and how she has created such a great client experience that many clients are eager to refer others to the firm. She also shares how they have built a diverse team of advisors and a support staff that has earned them industry recognition, as well as why a succession plan was essential to making sure the client transition was a smooth and positive experience. For show notes and more visit: https://www.kitces.com/223

Jonathan Kuttin is the founder of Kuttin Wealth Management, a hybrid RIA based out of Long Island, New York that manages over $3 billion dollars for 5,500 clients. Kuttin Wealth has grown to the point where Jonathan made the decision to separate client-facing service from leadership and operations, which allows for employees to focus solely on what they’re truly good at—and has allowed the firm to grow even further. In this episode, Jonathan explains why he created three distinct roles within his firm and how this silo of roles has led to both superior results and better clarity around responsibilities within the firm. He also shares the hard lesson he learned about the importance of legal agreements, the five leadership areas he cultivates in every area of the firm, and why supporting employees to get what they want out of life is a cornerstone principle of his firm. For show notes and more visit: https://www.kitces.com/222

Miye Wire is the founder of an eponymous hybrid RIA that manages $200 million dollars for 250 young professional families and has become the go-to benefits and equity compensation expert for Microsoft employees. Miye has built her firm around a robust referral engine from her niche, thanks in part to the memorable client events she hosts throughout the year that create a unique sense of community for her clients. In this episode, she shares how her events and community strategy have led to her firm being built upon referrals, as well as why she has taken a team approach in her firm to make sure that not only are client inquiries handled promptly, but advisors are able to create more work-life balance. Listen in to learn how Miye shifted away from worrying about whether she was fitting into a certain financial advisor type and embraced what makes her—and her firm—different. For show notes and more visit: https://www.kitces.com/221