Advisors Off Script

Shelby Nicholl
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Advisors Off Script is the podcast where financial advisors step away from the polished talking points and get real about what it takes to build, break away, and boldly grow. These are stories from the independent front lines. Every advisor has a choice: follow the script laid out by the industry—or write your own.  Formerly known as Kick It Open, the show is hosted by Shelby Nicholl, founder of Muriel Consulting and known as the “RIA Whisperer.” She brings candid conversations, insider insights, and practical strategies that help advisors move from uncertainty to clarity and from frustration to freedom. Because this isn’t just a podcast—it’s your playbook for building boldly and living off script. Get ready for amazing guests, including advisors who have tread the journey before, leaders from the firms serving independent advisors and partners who help advisors create thriving practices.  Here at Muriel Consulting, we're helping advisors kick the door open on their personal success by living a life off script.  About the Host Shelby Nicholl is the founder and lead consultant at Muriel Consulting, where she helps financial advisors break free from limits, align their businesses with their ambitions, and build thriving practices. With 25 years in leadership roles at firms like LPL Financial and Edward Jones, she combines deep industry experience with her passion for empowering advisors to take bold steps toward independence and success. She is also the founder of Muriel Network, a digital community for women in wealth management seeking connection, inspiration, and growth.  

  1. Tripled to $2 MM Top-Line in 5 Years – Growing in a Rural Market | Matt Bragg & Kellie Schleicher

    -20 Ч

    Tripled to $2 MM Top-Line in 5 Years – Growing in a Rural Market | Matt Bragg & Kellie Schleicher

    Matt Bragg has been a financial advisor for over 30 years. He grew up watching farm families lose everything because no one talked about money. That experience never left him — and it shaped every decision he has made about how to run his practice. In this episode, Shelby sits down with Matt and his associate Kellie Schleicher, a two-person team based in rural Missouri that has tripled in size over the past five years at Smith Moore — a 100+ year old, advisor-owned independent firm. Their approach is deliberately simple: no proprietary products, no sales quotas, no 60-page spreadsheet plans. Just principled guidance, kitchen table conversations, and a commitment to meeting clients exactly where they are. Matt and Kellie talk through the move to Smith Moore, what advisor ownership actually means in practice, how they manage explosive growth with a lean team, and why they have turned away clients from opening investment accounts when it wasn't the right call. This is a conversation about what financial advising looks like when relationships come first — and what it can produce when you stay true to that. Topics covered: Matt's origin story and the farm crisis that shaped his "why"What they were running from — and running towardSmith Moore's ownership model and what "independent but not alone" means day to day3x growth in 5 years as a two-person officeWhy they use a legal pad and calculator instead of a planning portalTelling clients to pay down debt before they investBuilding a rural market through walk-in trustThe lightning round: client gifts, small market lessons, and what takes too long to learnHosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.

    43 мин.
  2. The Value Stack Framework Top RIAs Won't Stop Using | Steve Lockshin

    3 АПР.

    The Value Stack Framework Top RIAs Won't Stop Using | Steve Lockshin

    Steve Lockshin has been doing things differently since before "going independent" was a trend. He founded his first RIA in the 1990s, co-founded Advice Period, and is now chairman of Vanilla — an AI-powered estate planning platform built specifically for advisors. In this conversation with Shelby, Steve gets direct about the things most advisors won't say out loud: that AUM fees create a structural conflict of interest, that asset management is largely commoditized, and that the biggest gap in most advisory practices isn't investments — it's estate planning. They also get into how AI is reshaping what advisors can deliver, where the real differentiators will be in five to ten years, and why Steve keeps building new things even when he tells himself he's going to stop. Whether you're running a growing practice or just getting started, this episode will challenge how you think about your value and your model. Hosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.

    44 мин.
  3. Give It Away to Grow: How to Build a $4B Practice on Abundance | Nathan Bennett

    20 МАР.

    Give It Away to Grow: How to Build a $4B Practice on Abundance | Nathan Bennett

    What if the fastest path to a $3M or $5M practice was giving business away instead of hoarding it? Most advisors are wired for scarcity — protecting every client, every lead, every dollar. But Nathan Bennett, Managing Partner at Summit Financial Group, has built a nearly $30M revenue firm approaching $4B in assets on the exact opposite philosophy. In this episode, Shelby sits down with Nathan to unpack the abundance mindset that has powered Summit's 20-year run — and why the advisors who give the most seem to grow the fastest. This one is packed with frameworks you can take directly back to your practice. We cover topics like: Why giving away clients to other advisors actually accelerates your own production and fills your book with higher-value relationshipsThe Summit model — the middle path between full independence and the wirehouse ceiling — and why it's produced multi-million dollar practices in under a decadeHow Summit structures equity, profit-sharing, and compensation so that abundance is financially rewarded, not just philosophically encouragedThe three non-negotiables Nathan looks for in every advisor: hungry, care about people, do it rightWhy breakaway advisors at sub-$500K revenue may be setting themselves up to fail — and what to consider insteadHow the Summit Symposium and client experience infrastructure creates stickiness that solo advisors simply can't replicateThe scarcity vs. abundance mindset — and how your relationship with time is the real bottleneck in your growthIf you're debating a breakaway, building a team, or just trying to unlock the next level of growth, this conversation will reframe how you think about what it takes to get there. Hosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.

    38 мин.
  4. Women, Wealth & Organic Growth: A Blueprint for Advisors Who Want to Win the Next Decade | Shannon Spotswood

    6 МАР.

    Women, Wealth & Organic Growth: A Blueprint for Advisors Who Want to Win the Next Decade | Shannon Spotswood

    By 2030, women will control over $30 trillion in investable assets — and yet 70% of women change their financial advisor in their moment of greatest need. That stat hasn't moved in 20 years. So what does it cost your practice to keep ignoring it? In this episode, Shelby sits down with Shannon Spotswood, CEO of RFG Advisory and the force behind "Strong-her Money" — RFG's practice management framework built to help advisors intentionally serve women clients and unlock double-digit organic growth. Shannon's career spans investment banking, hedge fund management, entrepreneurship, and wealth management. She brings a rare, multi-chapter perspective on what it really takes to build something that lasts — and why now is the moment for advisors to act. We cover topics like: Why 70% of women change their advisor at the moment they need one most — and exactly how to stop it from happening in your practiceHow the Stronger Money framework is generating $20–$25M in new wallet share annually per advisorThe real difference between mentorship and sponsorship — and why women are over-mentored and under-sponsoredWhat "unreasonable hospitality" looks like in a financial advisory practice and why it drives referrals at a 5-to-1 rateHow to recruit, retain, and truly empower women advisors on your teamWhy the future belongs to the "financial life advisor" — and how to position yourself to capture the next generation of clientsWhether you're a male or female advisor, this episode is a blueprint for growing your practice by serving the clients your industry has long underserved. Hosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.

    49 мин.
  5. Are You a “Boring” Advisor? How Jesse Hurst Uses Pop Culture to Make Finance Memorable

    20 ФЕВР.

    Are You a “Boring” Advisor? How Jesse Hurst Uses Pop Culture to Make Finance Memorable

    Do your clients ever glaze over when you explain markets, risk, or retirement? In this episode of Advisors Off Script, Shelby Nicholl sits down with Jesse Hurst, CFP®, CEO of Impel Wealth Management, to unpack a simple (and surprisingly effective) way to make your message land: use pop culture to make complex financial ideas memorable. Jesse shares how his writing cadence ramped up during COVID, why an Animal House reference helped explain the CARES Act, and how a Led Zeppelin lyric made an “international vs. U.S. stocks” update stick with a 73-year-old client. The bigger lesson: credibility isn’t the problem in this industry, memorability is. You’ll learn: How to use humor and pop culture without losing credibilityWhy adding a simple YouTube link can pull in the “non-finance spouse”How consistency builds trust (and can reduce panicky client calls)Why your clients want your perspective, not generic marketing commentaryJesse’s content system for finding hooks and turning ideas into postsIf you want clients to remember what you said and feel more connected to your voice, this is the playbook. Hosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.

    28 мин.
  6. Overcoming Fear and Leading with Purpose with Derrick Kinney

    6 ФЕВР.

    Overcoming Fear and Leading with Purpose with Derrick Kinney

    Are you wondering if you have what it takes to be an entrepreneur? To leave your firm and forge your own path? In this episode, Shelby talks with Derrick Kinney—America's Financial Educator, author of Good Money Revolution, and former advisor who built and sold one of the nation's top firms. Derrick shares how a $50 gift card changed his business, why "you care about what we care about" became his philosophy, and how connecting a generosity purpose to your work is the ultimate antidote to burnout. You'll also hear about the "moat principle" that keeps clients loyal, why reinventing yourself when changing firms is so powerful, and how fear and anxiety are simply part of the entrepreneurial process. Key Themes: Overcoming entrepreneurial fearBuilding client relationships through shared valuesThe generosity purpose frameworkReinventing yourself as a specialistLeading with purpose, not just profitConnect with Derrick: https://www.successforadvisors.com/  Learn more about Muriel Consulting: https://www.murielconsulting.com/ Hosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.

    40 мин.
  7. Considering an Exit? Max Your Value First with Scott DiGiammarino

    23 ЯНВ.

    Considering an Exit? Max Your Value First with Scott DiGiammarino

    Considering an exit isn’t about timing retirement—it’s about maximizing the value of what you’ve built before the window shifts. In this episode of Advisors Off Script, Shelby Nicholl talks with Scott DiGiammarino of JPTD Partners about what’s driving advisor valuations today, how private equity and PE-backed buyers evaluate firms, and what advisors can do now to command premium multiples. Scott explains why many sellers are exiting earlier than you might expect, how “sell-and-stay” deals work, and why growth—not age—is often the real trigger for an exit conversation. In this episode, we cover: What actually drives advisor valuations todayHow buyers evaluate growth, EBITDA, and recurring revenueWhy clean governance, compliance, and financials matter more than everHow platform choice (RIA vs BD) affects deal structureThe hidden risks that can derail or kill a deal entirelyWhy waiting can cost you millionsThis isn’t just about selling. It’s about leverage, optionality, and protecting the value of your firm before making your next move. Hosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.

    44 мин.
  8. The Client Mindset at Transition: It’s More Important than the Paperwork with Libby Greiwe

    9 ЯНВ.

    The Client Mindset at Transition: It’s More Important than the Paperwork with Libby Greiwe

    What are your clients really feeling during a transition—and how can advisors reduce stress while strengthening trust? In this episode of Advisors Off Script, Shelby Nicholl is joined by Libby Greiwe, founder of The Efficient Advisor, to explore the psychology clients experience during onboarding and firm transitions. Libby shares how building systems through the lens of client experience—not just efficiency—can dramatically improve retention, confidence, and long-term loyalty. You’ll learn why transitions often trigger client anxiety, how expectation-setting and communication lower friction, and how advisors can use re-onboarding, process design, and “remarkable moments” to deepen relationships. Libby also shares insights from Schwab IMPACT, practical ideas like paperwork parties and progress tracking, and how AI tools are helping advisors reclaim time without sacrificing personalization. This episode is a must-listen for financial advisors looking to scale their practice, improve client experience, and build a business—and life—off script. Hosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.

    43 мин.
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Advisors Off Script is the podcast where financial advisors step away from the polished talking points and get real about what it takes to build, break away, and boldly grow. These are stories from the independent front lines. Every advisor has a choice: follow the script laid out by the industry—or write your own.  Formerly known as Kick It Open, the show is hosted by Shelby Nicholl, founder of Muriel Consulting and known as the “RIA Whisperer.” She brings candid conversations, insider insights, and practical strategies that help advisors move from uncertainty to clarity and from frustration to freedom. Because this isn’t just a podcast—it’s your playbook for building boldly and living off script. Get ready for amazing guests, including advisors who have tread the journey before, leaders from the firms serving independent advisors and partners who help advisors create thriving practices.  Here at Muriel Consulting, we're helping advisors kick the door open on their personal success by living a life off script.  About the Host Shelby Nicholl is the founder and lead consultant at Muriel Consulting, where she helps financial advisors break free from limits, align their businesses with their ambitions, and build thriving practices. With 25 years in leadership roles at firms like LPL Financial and Edward Jones, she combines deep industry experience with her passion for empowering advisors to take bold steps toward independence and success. She is also the founder of Muriel Network, a digital community for women in wealth management seeking connection, inspiration, and growth.  

Информация

  • Автор
    Shelby Nicholl
  • Годы выхода
    2024 - 2026
  • Выпуски
    44
  • Ограничения
    С ненормативной лексикой
  • Авторские права
    © 2026 Advisors Off Script
  • Сайт подкаста
    Advisors Off Script

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