Financial Advisor Success Michael Kitces

Freeman Linde is the cofounder of La Crosse Financial Planning, an RIA based out of Wisconsin that oversees nearly $50 million in assets under management for 73 clients. Despite industry norms suggesting the need for tens of millions in assets to go independent, Freeman launched his own RIA with just $7M in AUM, shared with a business partner. Leveraging the freedom to create an SEO-optimized website tailored to their local community, they rapidly expanded the firm to $40M in less than four years.
Listen in as Freeman shares his strategic decision to operate as an independent RIA, utilizing a custom spreadsheet to analyze and favor the financial benefits over traditional broker-dealer models, including flat-cost expense management and the ability to offer lower client costs while raising AUM fees. He also discusses how adopting a focused local SEO strategy and creating distinct websites for niche markets accelerated his firm's growth, as well as his effective client-conversion approach. You'll hear how expanding his service offerings has solidified client loyalty and supported a sustainable business model that prioritizes recurring revenue over constant new client acquisition, inspiring newer advisors to start in fee-only environments.
For show notes and more visit: https://www.kitces.com/388

Today we're joined by Jenny Martella, Principal and Wealth Manager at Modera Wealth Management, whose unique journey in the financial advisory world saw her and her partner achieving remarkable success in growing their firm from $19 million to $250 million in assets under management within 7 years. Jenny and her previous partner were so successful that they decided to seek a merger with Modera Wealth, a much larger enterprise, so they could focus on their strengths. In this episode, we explore Jenny's strategies for growth, the challenges of operational responsibilities, and the decision-making process behind merging with a larger firm.
Listen in as Jenny discusses the intricacies of the merger process, from exploring potential partners to navigating the transition of clients and brand identity. She also shares lessons about managing change, adapting to new technologies, and finding her place within the larger organization. You'll learn about her methods for effective client communication and maintaining personal inspiration in the face of professional challenges, ideas for preserving brand identity during a merger, and more.
For show notes and more visit: https://www.kitces.com/387 
 

Dann Ryan is a Managing Partner at Sincerus Advisory, an RIA based in New York City that oversees approximately $165 million in assets under management for nearly 150 client households. Despite 17 years in the financial advisory business, Dann's persistent imposter syndrome fuels his anxiety before every client meeting, driving him to maintain high standards and accountability. This relentless pursuit of excellence has enabled Dann to build a thriving financial planning business that consistently attracts new client referrals.
Listen in as Dann shares how he and his partner have successfully quintupled their AUM in five years through exceptional client service that spurred referrals and led to a waitlist system, and why they continue to use an AUM fee model despite a shift towards more planning-centric services. He discusses his early career at a fee-only advisory when such paths were less common, the long hours spent building financial plans as crucial career investments, and his decision to start his own firm after not becoming a partner at his previous job. We also explore his agile approach to financial planning, his openness to incorporating clients' investment ideas, and how serving a diverse client base while building lasting relationships has helped manage his imposter syndrome and enhance his career success.
For show notes and more visit: https://www.kitces.com/386

Danielle Howard is the owner of Wealth By Design, a hybrid advisory firm based out of Colorado that oversees about $35 million in assets under advisement for 35 client households. Danielle's unique "Financial Fingerprints To Footprints" process assists clients who have difficulty implementing financial plans by uncovering and addressing their money memories. This approach helps them understand how past financial lessons shape their current financial identities and may hinder future goal achievement.
Listen in as Danielle shares how she structures her financial planning engagements, using a 5-meeting sequence focused on understanding the client’s financial situation and the psychological factors influencing their money management. She discusses her transition to a planning-centric business, influenced by personal experiences with life planning questions, and explains how she adapts her client headcount to suit different life stages. We also explore the unique contributions women can make in the financial planning industry, Danielle’s evolving definition of success, and the personalized career paths available in the industry that allow for personal fulfillment while aiding clients in achieving their financial goals.
For show notes and more visit: https://www.kitces.com/385

Hannah Provost is a partner and financial advisor at Lomanto Provost Financial Advisors, a hybrid advisory firm based out of New York State that oversees approximately $150 million in assets under management for 380 households. Hannah's unique journey in finance began with retail banking, progressing from lending and teller roles to a bank-based financial advisor, before she decided to broaden her expertise by working as an assistant under a seasoned advisor. This strategic move enriched her skills and knowledge, eventually propelling her to become a lead advisor and later a joint partner in the firm.
Listen in as Hannah shares her journey of balancing work, family, and education to advance her career, emphasizing how the CFP certification guided her path and how early participation in client meetings fast-tracked her to a lead advisor role. She also reveals how leveraging community visibility and smart automation tools has been key to managing a growing client base, the importance of seeking supportive mentors as "green flags" in the industry, and how her early investments have paid off in a successful practice and robust work-life balance.
For show notes and more visit: https://www.kitces.com/384

Troy Sharpe is the Founder and CEO of Oak Harvest Financial Group, an RIA based out of Houston that oversees $750 million in assets under management for 1,000 households. Troy's firm uniquely grew its AUM from $85 million to $750 million in five years by focusing on organic growth through diverse marketing strategies, including a radio show, in-person seminars, and notably, a scalable YouTube channel.
Listen in as Troy shares his innovative marketing strategies that transformed educational seminar content into targeted YouTube videos for pre-retirees and retirees, emphasizing trust over immediate sales pitches, and aiming for a threefold return on marketing investments. He also discusses the expansion of his firm's marketing and advisory teams to support its growth, the adoption of a 3-advisor pod system for enhanced client interaction, and the creation of the "Retirement Success Plan" for dynamic retirement planning.
For show notes and more visit: https://www.kitces.com/383