RIA Edge

In this episode of the RIA Edge podcast, host David Armstrong speaks with Kay Lynn Mayhue, president of Merit Financial, about the firm’s approach to growth as it reaches $24 billion in assets under management and celebrates its 50th acquisition. Mayhue discusses Merit’s recent capital partnership with Constellation Wealth and how the firm balances aggressive M&A activity with organic growth initiatives. Mayhue explains Merit’s three partnership models—succession, leadership, and growth—and how the firm has evolved to attract larger, more sophisticated advisory practices. She emphasizes Merit’s philosophy that organic growth responsibility belongs at the company level rather than with individual advisors, allowing advisors to focus on client relationships while the firm develops strategic alliances and referral programs to drive new business. Key insights: How Merit Financial maintains a unified brand across all 50+ offices, which Mayhue credits with creating operational efficiencies while still allowing advisors significant autonomy within established guardrails How the firm’s approach to advisor efficiency varies based on client demographics and advisor growth potential, with top producers receiving additional support to maintain growth capacity How strategic partnerships with CPAs, banks, and retirement plan advisors serve as critical organic growth channels for Merit advisors How Merit’s leadership team development has been crucial to its scaling strategy, with Mayhue advising firms to hire strategic leadership positions earlier than they think necessary Resources: Listen to the RIA Edge Podcast on WealthManagement.com Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts Listen and Subscribe to the RIA Edge Podcast on Spotify Connect With David Armstrong: WealthManagement.com LinkedIn: WealthManagement.com  LinkedIn: David Armstrong Twitter: David Armstrong LinkedIn: Informa Connect With Kay Lynn Mayhue: Merit Financial Advisors LinkedIn: Kay Lynn Mayhue, CFP®, AEP®, RFC®  LinkedIn: Merit Financial Advisors About Our Guest: Kay Lynn Mayhue, CFP®, AEP®, RFC®, has played many roles in the financial advisory industry: as a successor, partner, seller, and buyer. This unique and diverse background allows her to be able to relate to advisors in all phases of their careers and mergers and acquisitions. With a background in financial planning and leadership, her career spans several areas, including advising clients, mergers and acquisitions, and strategic growth. Kay Lynn worked her way up from an entry-level position to earn her seat at the C-Suites table as President of Merit, which oversees $15.96 billion* in RIA and Brokerage assets under management. She holds her CFP®, AEP®, and RFC® and has been a critical decision-maker for two firms over the past twenty years. Kay Lynn has overseen multiple mergers and acquisitions over the past four years and has been recognized for her position as a female leader in the financial services industry. She is passionate about helping people take their careers – and themselves – to exceptional levels. Kay Lynn’s influence in the industry and her drive for success a driving factors in Merit’s ongoing growth and appeal to growth-oriented advisors. 

Is true independence possible at scale? In this episode of the RIA Edge podcast, host David Armstrong talks with Concurrent CEO Nate Lenz about how his fast-growing RIA platform is helping advisors stay independent while accessing the scale, capital and talent needed to grow.  From multi-custodial flexibility to a unique minority partnership model, Lenz shares what is energizing younger advisors looking to remain independent, even as pressures to scale drive business strategy and soaring RIA valuations keep many from being able to afford the benefits of firm ownership.  Key takeaways: Why Concurrent launched a “minority, non-control” capital program backed by capital partner Merchant to take ownership stakes in RIAs, arguing the approach aligns incentives with advisors and avoids the roll-up model that often strips away autonomy. How the firm’s “Basecamp” platform creates efficiencies that advisors could not achieve alone, even as they retain their own brands and client relationships, and how a “powered by Concurrent” co-branding with partner firms can preserve local culture while signaling national strength. How his firm is addressing the “talent wars” by turning inward and building training programs for new advisors. Lenz has a goal to train 100 new advisors over five years through a structured apprenticeship model. How Concurrent is using its large 401(k) plan sponsor base and partnerships with firms like TIFIN to create new organic growth channels. How higher interest rates have compressed valuations and raised the cost of capital in the RIA M&A market, yet not all firms will respond in the same way. Some well-capitalized firms with equity to deploy still have a strong edge even as they steer clear of auction-style deals where buyers pay unsustainable multiples. Resources: Listen to the RIA Edge Podcast on WealthManagement.com Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts Listen and Subscribe to the RIA Edge Podcast on Spotify Connect With David Armstrong: WealthManagement.com LinkedIn: WealthManagement.com LinkedIn: David Armstrong Twitter: David Armstrong LinkedIn: Informa Connect With Nate Lenz: Website: Concurrent LinkedIn: Concurrent LinkedIn: Nate Lenz About Our Guest: With more than a decade of financial industry experience, Nate Lenz is a leader for advisors looking to realize their potential as entrepreneurs. He is currently the CEO and Co-Founder of Concurrent, a $7 billion OSJ turned RIA that was named an InvestmentNews Best Place to Work in 2023. Concurrent is driven by partnering with advisors to help them grow their independent businesses. Nate’s career has focused on supporting financial advisors, empowering them to succeed without the backing of big financial services companies. Prior to his work at Concurrent, he was a Co-Founder and Managing Partner at I&A Consulting, focusing on mergers and acquisitions and recruiting experienced advisors. Before that, he was VP of Succession Planning & Acquisitions at Raymond James Financial Services, where he led the in-house consulting team that provided support to 4,000+ RJ independent financial advisors. His previous work helped shape his vision for Concurrent and deepen his investment in guiding independent financial advisors through all phases of the business life cycle. He graduated from Columbia University and was recognized in 2022 as an InvestmentNews 40 Under 40 honoree.

Scaling growth isn’t just about getting bigger; it’s about vision, discipline and striking the right balance between legacy and innovation. So how does a $30 billion-plus RIA navigate the complexities of rapid acquisitions, evolving culture and the disruptive promise of AI? In this episode of the RIA Edge Podcast, host David Armstrong sits down with John Bunch, CEO of Allworth Financial, to unpack how he’s guiding a founder-led firm into a professionally managed enterprise. From people and strategy to the smart use of technology, John shares what it takes to shape the future of advisory services at scale. John discusses: The evolution of Allworth from a founder-led practice to a $30 billion-plus RIA with a national footprint His leadership philosophy in transitioning firms from founder-driven to professionally managed organizations How acquisitions, large and small, fit into Allworth’s growth strategy and culture Why investment management, tax planning and estate services are central to serving today’s high-net-worth clients How the firm is using AI and why it is being employee-driven Resources: Listen to the RIA Edge Podcast on WealthManagement.com Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts Listen and Subscribe to the RIA Edge Podcast on Spotify Connect With David Armstrong: WealthManagement.com LinkedIn: WealthManagement.com LinkedIn: David Armstrong Twitter: David Armstrong LinkedIn: Informa Connect With John Bunch: Allworth Financial LinkedIn: Allworth Financial LinkedIn: John Bunch About Our Guest: John Bunch is the Chief Executive Officer at Allworth Financial. Universally recognized within the wealth management industry, he has accumulated an extensive 30-year history of successfully leading and expanding award-winning organizations that serve both retail and institutional clients. Before coming to Allworth, John spent over three years as the Chief Financial Services Director at Evelyn Partners (formerly Tilney Smith & Williamson), a leading integrated wealth management and professional services firm headquartered in the United Kingdom. Prior to that, he was the Chief Operating Officer and Executive Vice President of Edelman Financial Engines – where he oversaw 130 branch offices – and the Chief Executive Officer of The Mutual Fund Store. Before that, he held several key institutional sector leadership positions, including Executive Vice President at TD Ameritrade and Divisional Senior Vice President at Charles Schwab & Co.

Explosive growth doesn’t happen by accident. It’s fueled by intentional partnerships, strategic resources, and cultural alignment. In this episode of the RIA Edge Podcast, host David Armstrong sits down with Stan Gregor, CEO of Summit Financial, who shares how his firm has grown from $3 billion to nearly $25 billion in assets since 2020.  He reveals the minority investment model that prioritizes partnership over control, the resources Summit provides to help advisors grow organically and through acquisitions, and the importance of cultural fit. Stan also offers his perspective on private equity’s role in the industry and emerging service trends for RIAs. Keypoints: Summit Financial’s minority investment partnership model and how it differs from roll-up and aggregator structures The selective approach to onboarding partners, focusing on cultural fit, aspiration, and willingness to leverage resources In-house resources, from legal and estate planning to marketing via Chapman Communications, that drive above-market organic growth Industry shifts toward private equity, private credit and alternative investments, and how Summit vets boutique opportunities Views on competition, partnership pitfalls and future monetization strategies while maintaining focus on growth and enterprise value Resources: Listen to the RIA Edge Podcast on WealthManagement.com Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts Listen and Subscribe to the RIA Edge Podcast on Spotify  Connect With David Armstrong: WealthManagement.com LinkedIn: WealthManagement.com LinkedIn: David Armstrong Twitter/X: David Armstrong LinkedIn: Informa Connect With Stan Gregor: Website: Summit Financial LinkedIn: Summit Financial LinkedIn: Stan Gregor About Our Guest: Stan Gregor is the CEO of Summit Financial LLC. As a senior executive with over 30 years of experience, Stan has operated in banking, private wealth management, investment management, fiduciary trust services, fixed income trading, investment banking, retirement services, insurance, financial planning, and public finance. He has also been involved in acquiring and integrating some of the largest and most complicated banking, wealth management, insurance, and capital markets businesses and cultures with a demonstrated track record of increasing productivity, profitability, and shareholder value. Most recently, Stan was the founder and co-CEO of Cantor Fitzgerald Wealth Partners (CFWP). Under his leadership, CFWP grew to over $5 billion in assets in less than two years through several strategic acquisitions of RIAs, independent advisors, and wirehouse teams. Prior to joining Cantor Fitzgerald, Stan was the Head of Wells Fargo Wealth Management -Eastern US Markets and President of Wachovia Wealth Markets. He provided executive leadership to the Eastern U.S. Markets and headed up the Wealth Insurance Division, overseeing the private bank, wealth brokerage, investment management, fiduciary trust services, financial planning, and insurance. Stan was responsible for leading nearly 5,000 team members, generating revenues of $2.5 billion with $69 billion of investment fee-based AUM, $19 billion of deposit balances, and $16 billion of loans. Prior to Wachovia, Stan was CEO of Commerce Capital Markets, where he directed private wealth management, brokerage, asset management, fixed income trading, derivatives, investment banking, retirement services, insurance, and public finance. Subsequently, Stan was CEO of Quick and Reilly (Q&R) as one of the visionaries who transformed Q&R from a transactional discount broker to a full-service advisory company. When Q&R was acquired by Bank of America, Stan stayed on as co-CEO of Bank of America Investment Services until 2005. Over nearly a decade at Citigroup, Stan had several senior executive-level roles leading different divisions, including consumer banking, private wealth management, and Citigroup as Northeast Group Executive Vice President.

James Bogart, founder of Bogart Wealth, has created an organic growth machine, going from $526 million to $3 billion in assets in less than 10 years—client by client, no M&A.  His story shows the benefits of putting in place a strategic, repeatable and intentional growth program (especially for smaller entrepreneurial advisors) and focusing on a distinct niche where those efforts are more easily amplified. But at $3 billion, and with 40 employees, the growth path starts to look a little different.  In this episode of the RIA Edge Podcast, James describes to host David Armstrong what he is doing now to continue the trajectory—from letting go of some operational oversight to a trusted management executive, to building internal training programs and tapping institutional funding to support the business—all while eyeing his first acquisition. James and David discuss:  His early start as a new advisor focused on ExxonMobil executives, hosting education-only retirement planning lunches and dinners—and the metrics he tracked to fine-tune the strategy. How COVID-inspired digital seminars dramatically accelerated the firm’s growth When, and how, he started to adapt the organization, including departmentalization and multi-point client servicing models.  Solving the human capital problem with home-grown internal training programs  The decision to hire Jeffrey Fuhrman, formerly head of Focus Financial firm Coastal Bridge Advisors, as president Taking on outside capital for the first time with Constellation Partners Why he’s beginning to eye M&A for the first time to continue the growth trajectory.  Resources: Listen to the RIA Edge Podcast on WealthManagement.com Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts Listen and Subscribe to the RIA Edge Podcast on Spotify Connect With David Armstrong: WealthManagement.com LinkedIn: WealthManagment.com LinkedIn: David Armstrong Twitter: David Armstrong LinkedIn: Informa Connect With James Bogart: Website: Bogart Wealth LinkedIn: Bogart Wealth LinkedIn: James Bogart About Our Guest: As CEO of Bogart Wealth, James Bogart focuses on maintaining the highest level of customer service possible and seeking to deliver the most effective technology, reporting tools, and analysis to every Bogart Wealth client. A charismatic visionary and next-gen founder with seemingly endless energy, he surrounds himself with people who complement his skills. James promotes a collaborative environment, leading by example and always exemplifying Bogart Wealth’s core values. He sets a high bar for himself and his employees, encouraging everyone to acquire designations that will help them advance their careers and better serve clients.  A seasoned wealth advisor and visionary leader, James takes personal pride in assisting executives, entrepreneurs, and professionals in pursuing their dreams through highly customized financial planning strategies. James’s practice spans wealth plan design, investment management, estate planning, family legacy planning, business succession, charitable giving, asset protection, and retirement concerns, with a special insight and focus on multi-generational strategies. He regularly addresses audiences of industry professionals and senior corporate executives on new and upcoming developments in this field. Educated at the University of Virginia and Georgetown University, James is an Investment Adviser Representative, a Chartered Financial Consultant® (ChFC®), and a CERTIFIED FINANCIAL PLANNER (CFP®). James and his wife, Ashley, enjoy spending time with their children, Makenna, Peyton, and Landon. He serves on the board of directors for local non-profit The Hopkins Society. He is also a proud Eagle Scout, remaining active with the Boy Scouts of America. He enjoys golf, travel, reading, and cooking. 

It’s not surprising that tech-native firms see the wealth management industry’s high margins and sticky revenue, even with its notoriously disjointed and sometimes subpar tech stacks, and think, “Good business. But it could be better.”  At the recent WealthManagement EDGE conference in Boca Raton, Fla., David Armstrong, director of editorial strategy and operations for the Wealth Management Group at Informa Connect, spoke with Taylor Matthews, co-founder and CEO of Farther, to explore how the firm is seeking to improve the advisor experience and increase the operational efficiency of wealth management firms with home-built technology.  Backed by a handful of well-known venture capitalists, Farther is a “tech-forward” RIA where the user experience improvements are as much for the advisor’s benefit as it is for the client: The goal was to create workflow efficiencies for advisors that translate into increased time spent with more clients than is found at a typical RIA.  Taylor outlines how Farther also supports advisors with built-in marketing, lead generation and operational support. The conversation touches on the firm’s philosophy, use of AI, Taylor’s thoughts on the business investment environment for RIAs, and what the future may hold for his team’s firm. David and Taylor discuss: How Farther’s technology was built from the ground up to solve daily inefficiencies that advisors face with disconnected tech stacks Why returning time to advisors is central to Farther’s strategy, enabling them to focus more on client work and growth The four-part growth engine at Farther, including done-for-you marketing and lead generation How Farther’s internal teams support advisors in areas like estate planning, tax consulting and financial planning The firm’s long-term approach to growth without the constraints of private equity and why consolidation is reshaping the industry. Resources: Listen to the RIA Edge Podcast on WealthManagement.com Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts Listen and Subscribe to the RIA Edge Podcast on Spotify Connect With David Armstrong: WealthManagement.com LinkedIn: WealthManagment.com LinkedIn: David Armstrong Twitter: David Armstrong LinkedIn: Informa Connect With Taylor Matthews: Website: Farther Finance LinkedIn: Farther Finance LinkedIn: Taylor Matthews About Our Guest: Taylor leads Farther’s executive team and shapes the overarching strategy for the firm. Prior to founding Farther, Taylor was a member of the leadership team at ForUsAll, where he helped build the fintech retirement advisory firm from $25 million in assets under management to just under $1 billion in his two years there. Taylor previously co-founded Essmart, a social enterprise distributing tech-for-development products in India, and was an investment banker and management consultant in his early career. He graduated from MIT Sloan with an MBA and Yale with degrees in philosophy and political science. Taylor lives in San Francisco with his wife, three children, and a very excitable dog. As Victor Hugo wrote, “There is nothing like a dream to create the future.”

Join host David Armstrong, fresh off the Wealth Management Edge Conference in Boca Raton, Fla., as he interviews Michael Henley, founder and chief executive officer of Brandywine Oak Private Wealth. Michael talks about the firm’s rapid growth since leaving Merrill Lynch in 2018 with the help of Dynasty Financial Partners and the focus that helped the firm double its AUM to $1.5 billion since breaking away.  Like many serving HNW and UHNW clients, Henley’s firm takes a tax-centric approach to planning; unlike many similarly sized firms, Brandywine has brought tax preparation in-house, a service enthusiastically embraced by their clients. Henley talks about the conference panel he saw that led him and his firm to dive deep into crypto, educating clients on the technology and, for those who want it, adding a small sleeve to their portfolios.  A culturally young firm of advisors mostly in their 30s and 40s, Henley and his team believe growing the business is important not just for the principals, but for the clients, arguing scale is needed to bring HNW and UHNW families the range of services they will come to expect. The team is grappling with the best way to make that happen and whether or not to look for a partner or a source of capital to fuel their next chapter.  David and Michael discuss: Why he and his team left the wirehouse, and how opening their own firm unlocked an ability to serve clients with fewer conflicts and more opportunities. How the firm is “obsessed” with taxes, arguing proper tax planning moves the needle for HNW and UHNW clients like few other strategies. Why bringing tax preparation in-house (unique for a firm of their size) ensures advisors maintain control of the financial plan’s implementation. How the barriers have fallen around alternatives and structured products, and the role illiquid investments can play for clients. The decision to add a sleeve of cryptocurrency to their portfolios, and how clients reacted. He and his partner’s thinking around M&A, “acquihires,” and the possibility of bringing on a capital partner to accelerate the next phase of growth.  Resources: Listen to the RIA Edge Podcast on WealthManagement.com Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts Listen and Subscribe to the RIA Edge Podcast on Spotify Connect With David Armstrong: WealthManagement.com LinkedIn: WealthManagment.com LinkedIn: David Armstrong Twitter: David Armstrong LinkedIn: Informa Connect With Michael Henley: Brandywine Oak Private Wealth LinkedIn: Brandywine Oak Private Wealth LinkedIn: Michael Henley About Our Guest: Michael Henley is the Founder and CEO of Brandywine Oak Private Wealth, a distinguished private wealth management firm headquartered in Kennett Square, Pa. Over the course of his 20-year career, Michael has partnered with wealthy individuals and families to help streamline the complexity associated with significant wealth. Michael built his team with a singular purpose: to provide a preeminent private wealth management experience to executives, retirees, and their family members, founded on exceptional service, transparency, and consistency. A skilled leader, he surrounds each client with a dedicated team of credentialed professionals who are sensitive to that family’s unique needs, values, and goals. Michael resides in Chadds Ford, PA, with his two children and their dogs. He holds the CERTIFIED FINANCIAL PLANNERTM certification, the Certified Private Wealth Advisor® (CPWA®) designation, the Chartered Retirement Planning CounselorSM (CRPC®) designation, and the Retirement Management Advisor® (RMA®) designation.

Economic uncertainty, heightened volatility and on-again, off-again trade policies are challenging for investors. But similar to the Great Financial Crisis of 2008, fiduciary advisors can use this opportunity to assert their value and give clients confidence that their broader financial plans aren’t as negatively impacted as they may think, given the daily doom-and-gloom market headlines. Some RIAs can turn volatility into a growth engine. In this episode of the RIA Edge Podcast, Jalina Kerr of Charles Schwab shares how the most adaptive firms are expanding beyond portfolio management, into areas like estate and tax planning, which have far more profound impacts on client outcomes than marginal tweaks to an allocation model or changes in asset managers and investment funds. Top-tier RIAs are also using technology to scale more personalized client experiences, communicating to clients that their personal plans remain resilient, despite the daily ups and downs in the markets. Kerr discusses: The resilience of RIAs during down markets and how bear markets can be an opportunity for growth The increasing demand for comprehensive wealth management beyond portfolio construction, including estate and tax planning Integration of technology to deliver personalization at scale and the benefits of all-in-one platforms The rising interest in alternative investments and how they’re being integrated into many RIAs practices If the wealth management industry is any closer to solving the talent shortage, and how RIAs are doing in forging career development tracks within firms. Resources: Listen to the RIA Edge Podcast on WealthManagement.com Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts Listen and Subscribe to the RIA Edge Podcast on Spotify Connect With David Armstrong: WealthManagement.com LinkedIn: WealthManagment.com LinkedIn: David Armstrong Twitter: David Armstrong LinkedIn: Informa Connect With Jalina Kerr: Charles Schwab LinkedIn: Jalina Kerr LinkedIn: Charles Schwab About Our Guest: Jalina Kerr is the Managing Director, Head of Advisor Experience for Schwab Advisor Services. Kerr’s team shapes the constantly evolving client experience with progressive technical and human resources designed to support the custody needs of a diverse advisor base. Kerr began her career at Schwab in 1994 on the Advisor Services trading desk. During her tenure at Schwab, Kerr has held roles in client service delivery, operations, advisors in transition, strategy, and technology. In 2016, AZ Business Magazine recognized Kerr as one of Arizona’s Most Influential Women. Kerr also serves on the Board of the Arizona Women’s Leadership Forum. Kerr holds a bachelor’s degree in communications and her Series 7, 9, 10, 24, and 63 registrations.

In this episode of the RIA Edge Podcast, join host David Armstrong for an insightful conversation with Susie Cranston, president and COO of Cresset, as they explore how the firm rapidly scaled to $65 billion.  David and Susie discuss: How Cresset grew out of a family office for the founders, and how the firm defines “family office” services.  How the firm made the decision to source and offer clients private market investments via affiliate Cresset Capital Partners. How Cranston views the tension between growth via acquisitions and maintaining the integrity of the service model. “When you have to integrate multiple systems, when you have to be the one building those integrations, it really, really slows down your ability to grow and scale.” How crossing the $40B mark in AUM brings benefits to the firm and the clients by opening up “industrial scale” options for tech and service: “That is a real advantage when you can cross there because then you don’t have to change out your infrastructure, you can just scale on what you have.” Insights on evolving advisory models and the future of the RIA.  Resources: Listen to the RIA Edge Podcast on WealthManagement.com Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts Listen and Subscribe to the RIA Edge Podcast on Spotify Connect With David Armstrong: WealthManagement.com LinkedIn: WealthManagment.com LinkedIn: David Armstrong Twitter: David Armstrong LinkedIn: Informa Connect With Susie Cranston: Cresset LinkedIn: Cresset LinkedIn: Susie Cranston About Our Guest: Susie Cranston is President and Chief Operating Officer of Cresset, an award-winning multi-family office and private investment firm. In this role, Susie oversees Cresset’s Wealth Advisors, Client Service, Operations, and Compliance. Susie most recently served as the Chief Operating Officer at First Republic Bank, where she was responsible for the sales, client service, operations, strategic planning, and administrative management of the First Republic Investment Management business. After the firm’s acquisition by JP Morgan Chase, Susie served as the COO and Head of Integration. Susie originally joined First Republic in 2013 as EVP of Private Wealth Management, moving on to build one of the most successful wealth management businesses in the industry. She started her career at McKinsey & Company, where she spent 12 years consulting in various roles of increasing seniority and focused on strategy, risk management, and transformational change for financial services companies. Active in the San Francisco business community, Susie is a “Forever Influential” honoree and three-time recipient of the San Francisco Business Times “Most Influential Women in Business” designation and a member of C200. Susie is also a board member of the Commonwealth Club. She has authored several published articles and a book on women and leadership, “How Remarkable Women Lead.” Susie earned a Bachelor of Science degree in engineering and an MBA in business from Stanford University.

How can a firm truly put families first in wealth management? Join host David Armstrong as he interviews Chris Erblich, co-founder of TFO Family Office Partners. Chris shares the origin story and evolution of TFO’s three distinct but interconnected entities: a full-service multifamily office in Phoenix, a wealth management firm in Ohio and a South Dakota-based public trust company. He explains how each was built in response to real client needs rather than a grand business plan. It all started with a family office sparked by a gap in legal-client relationships, expanded into wealth management and ultimately the firm formed a trust company to address trustee challenges for ultra-high-net-worth families. Throughout the conversation, Chris emphasizes TFO’s purpose-driven mission: to help families, however and wherever they need it. David and Chris discuss: What prompted estate attorney Elbrich to first convince his law firm to back an in-house multi-family office, and why he and his partners eventually bought it outright. How an opportunistic meeting with a Genspring advisor looking for a new home led him to build a separate MFO in Phoenix. The firm’s approach to client services, tax preparation and estate planning. Building an in-house South Dakota Trust company that was, at first, seen as an accommodation, but soon became a profitable business service highly valued by clients.  Elbrich’s mission statement and the one question that helps him decide where to focus his efforts growing the business.  Future growth plans, and how he feels about mergers and acquisitions in the RIA space.  Resources: Listen to the RIA Edge Podcast on WealthManagement.com Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts Listen and Subscribe to the RIA Edge Podcast on Spotify  Connect With David Armstrong: WealthManagement.com LinkedIn: WealthManagment.com LinkedIn: David Armstrong Twitter: David Armstrong LinkedIn: Informa Connect With Chris Erblich: TFO Wealth Partners TFO Family Office Partners LinkedIn: Chris Erblich LinkedIn: TFO Wealth Partners LinkedIn: TFO Family Office Partners Husch Blackwell https://www.huschblackwell.com/ About Our Guest: Chris is a nationally recognized estate planning attorney, business owner, and speaker focusing on helping individuals and families connect their wealth and purpose. His clients are those who have truly lived the American dream, and Chris values the opportunity to work with and learn from them. In addition to Chris’ role as Partner at Husch Blackwell, Chris is the CEO and Chairman of TFO Family Office Partners (based in Phoenix, Arizona), CEO of TFO Wealth Partners (based in Maumee, Ohio), and President and Director of TFO Trust Company (based in Sioux Falls, South Dakota). Chris also has multiple real estate investments. It is this experience that enables him to understand firsthand the challenges and complexities of managing both companies and properties, and he readily identifies with clients’ goals and desires for their own businesses. In addition to the services he provides to clients, Chris is a highly sought-after speaker in the world of high-net-worth estate planning and has delivered more than 200 presentations nationwide to attorneys, accountants, financial service professionals, and business owners.