The Customer Wins

Richard Walker
  • 0.0 (0)
  • ENTREPRENEURSHIP
  • UPDATED WEEKLY

This is The Customer Wins podcast where business leaders discuss their secrets and techniques for helping their customers succeed and in turn grow their company.

  1. 3 DAYS AGO

    [Emerging Tech] The Future of Financial Advice Automation With Eden Ovadia

    Eden Ovadia is the Co-Founder and CEO of FINNY, an AI-powered platform helping financial advisors identify prospects, automate outreach, and grow their client base more efficiently. She leads the company's mission to solve the organic growth challenge in wealth management through data, machine learning, and automation. Eden has a background in software engineering and machine learning, and previously worked at Boston Consulting Group, focusing on financial institutions and private equity. In this episode… Financial advisors often struggle to grow their businesses efficiently, relying on outdated methods like referrals, manual prospecting, and fragmented data systems. This makes it difficult to consistently find high-quality clients and build meaningful relationships at scale. With increasing competition and rising expectations, how can advisors modernize their approach to growth and client engagement? Eden Ovadia, an expert in AI, data, and financial services, explains that solving this challenge starts with leveraging large-scale data and automation to identify high-potential prospects. She highlights the importance of combining public and proprietary data sources, continuously updating client insights, and using AI to surface timely opportunities. Eden also emphasizes automating repetitive tasks like outreach and follow-ups, while preserving human connection for relationship-building. Additionally, she encourages teams to adopt AI tools internally, break complex workflows into smaller tasks, and rethink growth strategies with a data-driven mindset. In this episode of The Customer Wins, Richard Walker interviews Eden Ovadia, Co-Founder and CEO of FINNY, about using AI to transform client acquisition and growth. Eden also discusses agentic workflows, the future of user interfaces, and how AI enables leaner teams.

    37 min

  2. 30 MAR

    Scaling Client Success and Capacity With Dr. Jon Randall

    Dr. Jon Randall is the Founder of XFA Coach, a coaching and consulting firm that helps financial advisors scale their practices and achieve extraordinary growth and profitability. He has been coaching and consulting top-performing advisors since 2004 and is recognized for helping firms overcome growth plateaus. Earlier in his career, he spent nearly two decades as a successful financial advisor, gaining firsthand insight into the challenges that advisors face. Dr. Randall is also a published author and holds a doctorate in performance psychology, which informs his approach to leadership and business growth. In this episode… Many financial advisors want to grow faster, attract better clients, and deliver a stronger client experience, but they often encounter hidden capacity limits. When teams are stretched too thin, growth stalls, service quality declines, and the wrong clients can consume excessive time. How can advisory firms scale without sacrificing the experience that drives referrals and long-term success? Dr. Jon Randall, a coach and consultant to financial advisors, explains that the first step involves identifying the real business constraint instead of chasing growth tactics too early. He recommends improving capacity before adding more clients, using segmentation to match service levels to client value, tracking revenue per client to spot unprofitable relationships, and narrowing into specific niches that make referrals and delivery easier. Dr. Randall also emphasizes consistent communication, thoughtful follow-up, and leveraging technology and AI to streamline admin work so advisors can focus more on meaningful client conversations. In this episode of The Customer Wins, Richard Walker interviews Dr. Jon Randall, Founder of XFA Coach, about scaling advisory firms through better capacity management and client experience. Dr. Randall also discusses niching down for stronger referrals, using CRM systems to create thoughtful client touches, and how AI can increase efficiency without replacing human relationships.

    35 min

  3. 23 MAR

    [Emerging Tech] Turning Online Reviews Into Growth With George Swetlitz

    George Swetlitz is the Co-Founder and CEO of RightResponse AI, a reputation management platform that helps location-based businesses win more customers by improving their visibility and credibility through strategic responses to online reviews. He previously served as CEO of Alpaca Audiology, a private equity-backed healthcare business that grew to over 200 locations nationwide. Earlier in his career, George worked at McKinsey & Company and held leadership roles at Sara Lee before advising CEOs and private equity firms on operational strategy and profitability improvement. He currently focuses on helping businesses turn customer feedback into actionable insights that drive growth and better customer experiences. In this episode… Online reviews can quietly undermine marketing spend, customer acquisition, and local search visibility, especially for businesses with multiple locations. When responses are generic or missing, strong operations may still lose prospects to competitors with better reputations. How can businesses turn reviews from a reactive chore into a real growth strategy? George Swetlitz, an expert in AI-driven reputation management for location-based businesses, discusses practical ways to fix the problem. He emphasizes treating reviews as public marketing assets — encouraging positive feedback, responding in ways that highlight differentiators, learning from negative reviews, and using AI with guardrails to generate varied, accurate responses. George also highlights the value of combining response automation with human review for lower ratings, leveraging voice-of-customer analysis to spot patterns, and making review generation easier through text, email, and QR codes. In this episode of The Customer Wins, Richard Walker interviews George Swetlitz, Co-Founder and CEO of RightResponse AI, about using AI and customer reviews to drive growth. George also discusses why reputation affects conversion rates, how to keep AI responses accurate without sounding robotic, and what he learned as a non-technical founder building an AI-first business.

    36 min

  4. 16 MAR

    Why Pressure Is a Privilege With Andy Schwartz

    Andy Schwartz is the CEO and Managing Partner of OnePoint BFG Wealth Partners, a national wealth management and financial planning firm that provides personalized, goals-based fiduciary services to help individuals, families, and business owners manage and grow their finances. He co-founded the firm and brings over 40 years of experience as a CFP, focusing on helping clients build wealth, plan for retirement, and preserve their legacy. Under his leadership, the firm rebranded from Bleakley Financial Group to OnePoint BFG and has continued to expand its national presence and enhance its advisory capabilities. Andy is widely recognized in the industry for his client-centered approach and commitment to long-term financial partnerships. In this episode… In the financial services industry, leaders face mounting pressure to grow, adopt new technologies, and scale their firms without compromising client trust or company culture. Many advisors struggle with succession planning, enterprise value, and the fear that AI could replace rather than elevate their teams. How can firms expand responsibly while staying true to a client-first philosophy? Andy Schwartz, a veteran financial advisor and industry leader with over four decades of experience in wealth management, shares that growth must begin with mindset. He believes serving clients is a privilege and that deep listening builds lasting trust. Andy outlines three criteria for successful partnerships, including cultural alignment, measurable growth opportunity, and long-term economic upside. He emphasizes succession planning as a responsibility to clients, encourages leaders to share equity and reward teams generously, and views AI as a force multiplier that enhances service rather than replaces people. In this episode of The Customer Wins, Richard Walker interviews Andy Schwartz, CEO and Managing Partner of OnePoint BFG Wealth Partners, about scaling a wealth management firm without losing culture. Andy also discusses choosing the right private equity partner, building enterprise value through succession planning, and leveraging AI to elevate client service.

    36 min

  5. 9 MAR

    Rethinking CRM and AI Integration With Adrian Johnstone

    Adrian Johnstone is the Co-founder and CEO of Practifi, a performance optimization platform that transforms data into insights, action, and excellence at scale. Practifi helps wealth management firms go beyond traditional CRMs and redefine what's possible. With over 20 years of experience in wealth management, Adrian has an extensive background as a consultant and tech company founder, advising businesses on their technology, client experience, and regulation. He is also a renowned speaker at industry events in Australia and the United States. In this episode… AI is everywhere, and financial advisory firms feel intense pressure to adopt it fast. From note-taking bots to automated client communications, the promise of efficiency is seductive. But when technology moves faster than strategy, how do firms ensure AI enhances client relationships instead of eroding trust? Adrian Johnstone, a fintech executive and CRM innovator, explains that the key is starting with client outcomes, not shiny tools. He emphasizes listening closely to customers before building anything and focusing AI on high-impact areas like workflow automation and process standardization. Adrian advises firms to prioritize data integrity, use tight governance to prevent hallucinations, and require clear citations for AI-generated insights. He also encourages leaders to measure ROI rigorously, shut down tools that don't deliver value, and resist layering AI over broken systems. In this episode of The Customer Wins, Richard Walker interviews Adrian Johnstone, CEO of Practifi, about using AI responsibly in wealth management technology. Adrian discusses workflow automation, preventing AI hallucinations, and why fixing your data model matters more than chasing the latest AI trend.

    37 min

  6. 2 MAR

    [Emerging Tech] Compounding Institutional Knowledge for Growth With Ian Karnell

    Ian Karnell is the Co-founder and CEO of VastAdvisor, an AI-powered growth platform that helps RIAs and wealth management firms build scalable, compliant client acquisition systems. He has over 25 years of experience at the intersection of FinTech, SaaS, and digital marketing, leading innovations that combine technology with financial services growth strategies. Before founding VastAdvisor, Ian built one of the largest independent digital agencies in the US and held senior roles driving strategic initiatives at firms like Envestnet. He is focused on replacing traditional lead generation with AI-driven systems that lower acquisition costs and accelerate organic growth for advisory firms. In this episode… Many financial advisors rely heavily on referrals, but that strategy may not be enough in a rapidly changing market. With trillions of dollars shifting to digital-first generations, traditional growth tactics are becoming less predictable and harder to scale. How can advisory firms build a repeatable, data-driven growth engine that compounds over time instead of starting from scratch each year? Ian Karnell, an entrepreneur and AI strategist specializing in wealth management growth systems, explains that firms must move beyond lead brokers and manual marketing workflows. He emphasizes defining and refining ideal client profiles using data, activating emerging digital channels, and embedding governance into AI systems to ensure compliance and reliability. Ian also highlights the importance of human-in-the-loop controls, measurable learning loops, and compounding institutional knowledge to create a sustainable competitive advantage. By focusing on learning speed rather than just marketing output, firms can reduce acquisition costs and improve long-term growth outcomes. In this episode of The Customer Wins, Richard Walker interviews Ian Karnell, the Co-founder and CEO of VastAdvisor, about building AI-powered growth systems for financial advisors. Ian discusses governance-first AI design, orchestrating multiple agents instead of single tools, and turning marketing spend into compounding institutional knowledge.

    38 min

  7. 23 FEB

    Transforming Customer Experience Through Culture and AI With Katie DeFeo

    Katie DeFeo is the Vice President and Chief Experience Officer of SunWest Federal Credit Union, a community-focused financial institution offering banking services such as loans, savings, and digital banking solutions. She leads efforts to enhance member experience by blending digital innovation with genuine human connection and clear communication. Katie champions authentic branding and customer-centric strategies to help SunWest stand out in a competitive financial landscape. Her leadership also drives the credit union's digital transformation initiatives, which aim to deliver personalized and efficient services to members. In this episode… Many financial institutions pride themselves on strong service and long-standing member relationships. But in today's digital, fast-moving world, good service is no longer a differentiator. When technology, culture, and processes lag behind member expectations, friction builds and growth stalls. How can organizations evolve without losing the human connection that made them successful in the first place? Katie DeFeo, a financial services executive specializing in member experience, culture transformation, and digital innovation, explains that real change starts internally. She emphasizes that culture must come before strategy, aligning every employee's role to a clear purpose and member impact. Katie advocates for regularly ripping apart processes to uncover friction, mapping the full customer journey, and fixing breakdowns before they cost revenue. She also shares how humanizing AI, owning mistakes publicly, and inviting direct member feedback can rebuild trust and drive smarter innovation. By blending transparency, accountability, and intentional leadership, she shows how organizations can modernize without sacrificing authenticity. In this episode of The Customer Wins, Richard Walker interviews Katie DeFeo, Vice President and Chief Experience Officer of SunWest Federal Credit Union, about transforming member experience through culture and innovation. Katie discusses humanizing AI with transparency, eliminating friction in lending processes, and building purpose-driven teams that fuel sustainable growth.

    33 min

  8. 16 FEB

    How Financial Advisors Can Grow Through Referrals With Bill Cates

    Bill Cates is the Founder of Referral Coach International, a company that helps professionals grow their business by generating referrals and personal introductions through proven relationship marketing systems. He is a bestselling author of several books on referrals and business growth, including Get More Referrals Now and Radical Relevance. Bill has spent over 25 years helping thousands of financial professionals and business owners move from incremental to exponential growth by improving client engagement and communication. He also hosts the Top Advisor Podcast and founded The Cates Academy for Relationship Marketing. In this episode… Many professionals struggle to grow through referrals without feeling awkward, pushy, or inauthentic. At the same time, deeply held money beliefs — often shaped by fear or scarcity — can quietly sabotage both personal finances and client relationships. How can leaders overcome these hidden barriers to build trust, growth, and lasting wealth? Bill Cates, a referral expert, bestselling author, and coach to financial advisors, explains that referrals still dominate how people choose advisors — but only when handled with empathy and intention. He emphasizes shifting from asking to creating natural introductions, planting referral seeds through service, and aligning growth strategies with how clients want to connect. Bill also highlights the importance of understanding money mindsets, recognizing the emotional stories behind financial decisions, and transforming fear-driven behaviors into confident actions through education and awareness. In this episode of The Customer Wins podcast, Richard Walker interviews Bill Cates, Founder of Referral Coach International, about growth through referrals, money mindset, and client trust. Bill discusses why introductions outperform leads, how scarcity thinking affects advisors, and how storytelling can reshape beliefs about money.

    37 min
See All (169)

About

This is The Customer Wins podcast where business leaders discuss their secrets and techniques for helping their customers succeed and in turn grow their company.

Information

  • Creator
    Richard Walker
  • Years Active
    2023 - 2026
  • Episodes
    169
  • Rating
    Clean
  • Copyright
    © The Customer Wins (c) 2023
  • Show Website
    The Customer Wins

You Might Also Like