Next Mile

Milemarker
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Next Mile is a podcast about bringing together the people and technology shaping the wealth management industry. Brought to you by Milemarker.

  1. 6d ago

    Why Insurance Is the Most Overlooked Growth Strategy in Wealth Management with Jason Borek

    Episode 154: This week, Kyle Van Pelt talks with Jason Borek, Chief Growth Officer at The Pinnacle Group. Jason has extensive experience in the financial services industry, with a focus on distribution and sales. At The Pinnacle Group, he is responsible for implementing the firm's enterprise-level business strategies.  Jason talks with Kyle about why insurance remains dramatically underutilized in wealth management, why advisors struggle to implement it, and what needs to change for it to become a meaningful part of holistic planning. He also shares how Pinnacle closes the gap between insurance manufacturers and financial advisors, where AI and technology fit into the future of distribution, and why emotional intelligence will define the next generation of great advisors.  In this episode: (00:00) - Intro (01:17) - Jason's money moment (04:38) - Inside The Pinnacle Group's core businesses  (06:35) - Why only 2% of wealth management firms use insurance  (09:59) - How and when should insurance be used in client portfolios (15:21) - How AI and data impact the future of advisor workflows  (21:17) - Will technology replace distribution in asset management or enhance it?  (23:52) - Jason's thoughts on emotional intelligence—innate or taught (27:32) - Jason's outlook on the future of wealth management (30:55) - What it takes to run a multicustodial firm  (33:51) - Jason's Milemarker Minute Key Takeaways Lead with culture and language, not product. The industry's biggest mistake has been pushing solutions before understanding the people they're meant for. Breaking into new markets isn't about forcing a pre-existing product. It's about learning how your audience thinks, operates, and communicates. Real traction comes from building bridges, not delivering pitches.   Don't confuse education with implementation. Education alone doesn't move people to action. Pair any new strategy or message with real people who can sit in the room and walk clients or stakeholders through the hard follow-up questions. Materials build awareness. People build trust. Treat clean data as your foundation, not an afterthought. You cannot begin to solve a client's problem or identify new opportunities without clean, accurate data. Clean data is the modern business currency. Without it, organizations cannot deliver true, personalized value. Don't mistake efficiency for engagement. Technology creates capacity. But its value only shows up if you reinvest that time into deeper relationships. Otherwise, you're not more effective, you're just more efficiently absent.  Quotes "About 2% of revenues come from the sale of insurance products within the wealth management space. And part of the reason why is that our industry is terrible at listening. The insurance industry has forever been a hammer looking for a nail." ~ Jason Borek "If we're going to move into a marketplace where 97% of the people who do business with us do not sell insurance as their primary means of revenue, we'd better take some time to understand how they communicate." ~ Jason Borek "Without the technology creating more client engagement, all you've then become is more efficiently absent." — Jason Borek Links  Jason Borek on LinkedIn The Pinnacle Group New York Life Insurance Holland & Knight Marshall & Stevens  Angeles Investments Cameron Rogers Altruist Jason Wenk Nimesh Patel The Explicit Gospel Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

  2. Jul 14

    How to Build a Thriving Independent Wealth Management Firm with Brett Bernstein

    Episode 153: This week, Kyle Van Pelt talks with Brett Bernstein, CEO & Co-founder at XML Financial Group. Brett is an active financial advisor assisting clients with his holistic approach to goal-setting and problem-solving. Before co-founding XML in 2004, he was a Vice President and Senior Financial Advisor at Merrill Lynch. He is also a serial entrepreneur, actively investing in many startups, and has led his firm through three acquisitions. Brett talks with Kyle about why advisors are going independent. He discusses why independence continues to attract both advisors and clients, what it takes to build trust and brand recognition as an independent advisory firm, and how firms can balance scale with personalization. Brett also addresses the realities of scaling a modern advisory firm, including aligning operations across multiple teams, attracting the next generation of investors, investing in cybersecurity, and thoughtfully adopting AI without compromising compliance.  In this episode: (00:00) - Intro (02:03) - Brett's money moment (05:34) - How to build brand credibility and trust as an independent firm (07:52) - How Brett defines independence (11:36) - Unifying operations and compliance while preserving advisor autonomy  (13:15) - XML's social media and content strategy  (18:15) - Referrals, seminars, and community-driven growth strategies (20:04) - How to build a successful business from the ground up (22:08) - Cybersecurity as a non-negotiable investment (25:02) - How XML adapts to technology and AI (27:17) - Leading with compliance: XML's approach to using AI (29:16) - What Brett thinks about data and AI  (31:24) - What the future holds for XML Financial Group (33:53) - Brett's Milemarker Minute Key Takeaways Don't chase growth. Build for it. Sustainable growth starts from the ground up. Focus on your real costs, your people, and your clients’ needs first. Then let those realities define your growth targets. Reach the next generation before you need to. If your client base is aging, the clock is ticking. The children and grandchildren of your current clients are the next relationship to build. Connect and meet them where they're at.  Invest in expertise where it matters most. Cybersecurity, compliance, and technology aren't DIY functions. The cost of not investing is far greater than the cost of doing it right. Technology is a multiplier, not a replacement. AI and automation should enhance your ability to serve clients, not replace human relationships. Human connection, trust, and community engagement will always be core to advisory businesses, no matter how advanced technology becomes.  Quotes "More money has been going to independent platforms. More people are starting their own firms. They're realizing that independence is a lot of times better for the client." ~ Brett Bernstein "I want the people to continue doing what made them great and what the clients love." ~ Brett Bernstein "AI needs to be your partner. Don't look at it as a replacement. And if you can lean into it as your partner, you're going to be better as a firm and better for your client." ~ Brett Bernstein Links  Brett Bernstein on LinkedIn XML Financial Group Merrill Lynch So What Else  Focus Financial Partners Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

    How to Build a Thriving Independent Wealth Management Firm with Brett Bernstein

  3. Jul 7

    The Human Side of Scaling Great Advisory Firms

    Episode 152: In this special compilation episode, Kyle Van Pelt and Jessica Perez revisit four conversations centered on one of the biggest challenges facing advisory firms today: scaling while maintaining exceptional client service. Anne McPhail shares why intentional leadership and culture create lasting organizations. Michael Vedders explains how thoughtful planning and advisor development lead to stronger firms. Tim Gavin explores the operational mindset required to build sustainable growth. And Sarah Simmer reveals how world-class client experience can be delivered consistently, even as firms expand. Together, these conversations highlight that sustainable growth isn’t driven by technology alone—it’s built on people, process, and purpose. In this episode: (00:00) – Intro (00:51) – Anne McPhail on building a culture that scales with the firm (04:33) – Michael Vedders on developing advisors for long-term growth (07:22) – Tim Gavin on creating operational excellence that supports scale (10:34) – Sarah Simmer on delivering white-glove client experiences at scale Links  Anne McPhail on LinkedIn Novare Capital Management Michael Vedders on LinkedIn NorthRock Partners Tim Gavin on LinkedIn MCF Advisors Sarah Simmer on LinkedIn Heritage Wealth Advisors Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Jessica on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

    The Human Side of Scaling Great Advisory Firms

  4. Jun 30

    How Independent Advisors Can Thrive in A World of Mega Firms with Eric Amar

    Episode 151: This week, Kyle Van Pelt talks with Eric Amar, Founder & CEO of Accelerated Wealth Partners, about the shifting dynamics between massive corporate firms and independent boutique RIAs. He discusses the balance between scale and personalization, the rise of mega RIAs, and the trade-offs advisors face when choosing independence. From his front-row seat at Focus Financial Partners during its explosive growth to launching his own firm, Eric shares his unfiltered perspective on what's really driving industry consolidation, why EQ beats IQ in this business, and where the real opportunity lies for entrepreneurial advisors. In this episode: (00:00) - Intro (01:00) - Eric's money moment (04:44) - The EQ vs. IQ debate: Why emotional intelligence matters  (06:45) - Why Eric founded Accelerated Wealth Partners  (12:25) - The client's dilemma: Choosing between independent RIAs vs. big brands  (16:23) - Are RIAs becoming the new wirehouses?  (23:09) - The "breakaway of the breakaways" trend: Why advisors are leaving  (26:49) - What sets Accelerated Wealth Partners apart from other firms (33:24) - Eric's outlook on the future of the wealth management industry (38:20) - Eric's Milemarker Minute Key Takeaways Don't underestimate the power of EQ in business. Technical expertise might get you in the room, but emotional intelligence is what builds trust, influences decisions, and drives long-term success.   People don't choose advisors based on credentials. They choose based on trust. Even with access to top-tier platforms and resources, clients often make decisions based on personal connection and confidence in the advisor.  Technology is leveling the playing field. Smaller independents today can access capabilities that once required the resources of a major institution. The infrastructure gap is closing fast, and the firms that move quickly will compete at a level that wasn't possible before.   Know what you're building before you build it. Growth requires intentional design. At every stage, leaders must decide what they're building, who they serve, and how they want to operate.  Quotes "Advisors have to understand their clients' motivations and really get them to agree and to get on board with the program. You can give the best advice. But if they don't listen to you, it doesn't matter." ~  Eric Amar "RIAs never won on size. They never won by being bigger, by having more resources. They won by saying, 'I'm like you, I'm here, I'm in your community, I'm in your industry, or I know how you think.'" ~ Eric Amar "The beauty of the independent space for smaller firms right now is that the technology is going to get them there much faster. The ability to leverage these tools gives you a lot more resources today as a smaller independent than you ever had before." ~ Eric Amar Links  Eric Amar on LinkedIn Accelerated Wealth Partners Focus Financial Partners Morgan Stanley  Future Proof Joshua Brown Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

    How Independent Advisors Can Thrive in A World of Mega Firms with Eric Amar

  5. Jun 23

    From Big Firms to RIA Success: Lessons in Leadership, Operations, & Growth with Kathy Longo

    Episode 150: This week, Kyle Van Pelt talks with Kathy Longo, President & Founder at Flourish Wealth Management. Kathy has a remarkable talent for distilling complex financial concepts into simple, easily digestible concepts. She built Flourish Wealth Management out of a passion for making financial management more enjoyable.  Kathy talks with Kyle about how building a strong operational foundation early paves the way for sustainable growth. She shares how her early experiences at large firms shaped her approach to leadership, operations, and long-term growth. From implementing enterprise-level systems as a solo founder to navigating the tension between visionary thinking and operational execution, Kathy offers an inside look at building a firm from the ground up, leadership growth, and team development. In this episode: (00:00) - Intro (02:09) - Kathy's money moment and career journey (05:34) - Key operational lessons Kathy learned from big firms (07:36) - Bringing generational planning and philanthropy into client relationships   (10:55) - Managing the natural tension between the visionary and integrator seats (15:37) - Flourish's hiring matrix (18:36) - Flourish's growth strategy  (20:18) - How Kathy uses technology and AI to improve client experience (22:39) - Kathy's outlook on the future of the financial services industry (26:16) - Kathy's Milemarker Minute Key Takeaways Build the foundation before you need it. Don't wait for revenue or asset milestones to establish mature processes. Implementing robust operating systems, strategic planning, and clear cultural guidelines in the early years lays the foundation for seamless scaling in the future.  Decouple the visionary and integrator roles. As a founder, it's easy to get trapped trying to be both the big-idea generator and the daily executor. Founders must learn to balance big ideas with the reality of getting things done, whether that means stepping into operational roles or empowering others to do so. Protect team culture with rigorous hiring frameworks. Emotional interviewing leads to bad hires. Utilizing objective, multi-layered personality and behavioral assessments helps ensure that candidates fit the team's technical and behavioral needs. Let technology automate, let humans connect. AI cannot replace the true value of a leader or advisor. The ultimate goal of integrating advanced tech and AI should be to eliminate administrative friction, allowing professionals to focus 100% of their energy on emotional intelligence and deep human connection.  Quotes "Coming from big firms, I knew that the earlier you create systems and processes and think about how to run a business, will give you that foundation to really run it like a well-established firm." ~ Kathy Longo "Let the technology take away all of the parts that don't really need as much thinking, and really get the advisors to be so attuned to the emotional conversation." ~ Kathy Longo "I would love to see us spend all our time developing our planner skills and being present for those clients. Because the piece I don't think will ever get replaced is human interaction with our clients and the value we add—to hold space for them through all of life's ups and downs and transitions." ~ Kathy Longo Links  Kathy Longo on LinkedIn Flourish Wealth Management Deloitte  Future Proof The Prophet Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

    From Big Firms to RIA Success: Lessons in Leadership, Operations, & Growth with Kathy Longo

  6. Jun 16

    How Content Drives Growth, Trust, and Client Acquisition with Ben Carlson

    Episode 149: This week, Kyle Van Pelt talks with Ben Carlson, Director of Institutional Asset Management at Ritholtz Wealth Management.  Ben is the author of five books on investing, including his newest, Risk and Reward. He's the creator of the blog A Wealth of Common Sense and co-host of the Animal Spirits podcast. Ben talks with Kyle about how content has become a powerful engine for growth, clarity, credibility, and connection. He discusses the value of consistency, how to structure content for different generations, and why showing up to solve client problems before they even arise builds an enduring business.  Ben also talks about why in-person connection still matters in a digital-first world and how AI is changing the advisor-client dynamic. In this episode: (00:00) - Intro (01:07) - Ben's money moment (03:45) - How content became a growth engine for institutional business  (05:19) - Inside Ben’s content creation process  (07:13) - Why Ben started blogging  (09:13) - Why blogging became Ben’s medium of choice (10:15) - Why podcasts create a stronger audience connection  (12:06) - How Ritholtz approaches content strategy  (17:03) - How Ben came up with the idea for his book  (24:10) - Future Proof: Building a conference that almost never happened  (27:08) - Why in-person experiences matter more than ever  (31:11) - Ben's outlook on the future of wealth management (35:12) - Ben's Milemarker Minute Key Takeaways Create before you're ready and keep going longer than feels comfortable. Most content starts in silence. The early phase, where no one is watching, is actually an advantage. It lets you refine your voice without pressure. Consistency compounds, even when feedback doesn't.  Make complexity understandable, not simplified. Clients don't need jargon. They need clarity. The ability to explain complex ideas in plain language is a competitive advantage, especially in industries built on trust.   You can't predict what will resonate. So, publish anyway. The best strategy isn't perfection. It's volume, variety, and consistency.  Play the long game with audience building. People don't convert overnight. They show up after years of listening, reading, and observing, often triggered by a life event. Content builds familiarity long before action.   Quotes "Whatever format you use for content, make sure it's something that you enjoy first and do it for yourself first and foremost before thinking about trying to build an audience or build a brand." ~ Ben Carlson "You never really know what piece of content is going to resonate with someone. You never really know what will work and what will not. And that's why I think casting such a wide net is helpful." ~ Ben Carlson "No piece of technology is ever going to help people get more comfortable with the 'Am I going to be okay' question. That's what everyone wants to know when they get advice." ~ Ben Carlson Links  Ben Carlson on LinkedIn Ritholtz Wealth Management Risk and Reward Michael Batnick Joshua Brown  Barry Ritholtz Matt Middleton Future Proof Band of Brothers Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

    How Content Drives Growth, Trust, and Client Acquisition with Ben Carlson

  7. Jun 9

    How to Build a Scalable Firm Without Tech Overload with Dan Johnson

    Episode 148: This week, Kyle Van Pelt talks with Dan Johnson, Senior Managing Director and Head of Wealth Management Practice at F2 Strategy. Dan is an industry leader in portfolio management systems implementation, investment performance conversions, centralized portfolio management, and integrations with advisor-driven toolsets.  Dan talks with Kyle about scaling the wealth and asset management business without technology overload. From the pitfalls of shiny object syndrome in tech to the discipline required to scale, Dan discusses the real role of technology, not as a collection of tools, but as a strategic amplifier of a firm's value proposition. He also shares the powerful shift in the industry from "next best actions" to "next best experiences," where advisors use technology and data not just to optimize operations but to create meaningful, human-centered client relationships.  In this episode: (00:00) - Intro (01:13) - Dan's money moment (03:56) - Are RIAs just reinventing wirehouses?  (06:06) - The challenges of becoming the accidental CEO and CTO  (10:22) - Scaling through discipline and reducing tech bloat (14:18) - How to evaluate technology effectively  (19:40) - How AI is driving change in wealth management today (27:52) - Why data strategy is the foundation of AI  (31:38) - Dan's outlook about the future of the financial services industry (32:31) - Dan's Milemarker Minute Key Takeaways Stop trying to be great at everything. The best firms intentionally choose two to three areas where they'll be exceptional and accept being average everywhere else. Focus creates differentiation. The firms that scale well identify their true differentiators and build their tech stack around those.  "Interesting" doesn't build your business—"useful" does. It's easy to get caught in the hype of AI and emerging tech. But if it doesn't improve efficiency, increase margin, or drive revenue, it's just noise. There's a difference between being curious about AI and actually deploying it in a way that moves the needle.  The next frontier isn't efficiency, it's experience. AI is already proving its worth in the back office. The real opportunity now is using that freed-up capacity to create genuinely memorable client experiences. Think less "next best action" and more "next best experience."  Data is no longer optional. It's the foundation. AI is only as powerful as the data behind it. Firms that own, structure, and govern their data effectively will be the ones that actually unlock value from AI.   Quotes "Technology is meant to amplify your value proposition to your client." ~ Dan Johnson "You can't be exceptional at everything. Pick two or three areas where you're going to hang your hat, and they're going to be unique components when it comes to technology." ~ Dan Johnson "If you don't invest, take it seriously, and put together proper data structures, you're never going to get the AI." ~ Dan Johnson Links  Dan Johnson on LinkedIn F2 Strategy  Joshua Brown  Doug Fritz Dennis Moseley-Williams Unreasonable Hospitality Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

    How to Build a Scalable Firm Without Tech Overload with Dan Johnson

  8. Jun 2

    The Hidden Economics Behind High-Growth Advisory Firms with Patrick Kelly

    Episode 147: This week, Kyle Van Pelt talks with Patrick Kelly, Co-Founder and CEO of Signal Advisors. Patrick started his career as a financial advisor at Northwestern Mutual before becoming an independent advisor. Before Signal, Patrick founded RepPro, the first electronic application platform for fixed and fixed index annuities in the IMO business. Patrick talks with Kyle about the hidden economics behind high-growth advisory firms. He discusses why some of the fastest-growing advisors integrate insurance, annuities, and investment management into a cohesive strategy, and how pairing this with recurring revenue can unlock both growth and enterprise value. Patrick also explores how technology simplifies operations, improves visibility into marketing performance, and ultimately helps advisors make better business decisions and enhance client experiences. In this episode: (00:00) - Intro (02:02) - Patrick's money moment (05:06) - Where Signal Advisors fits in the modern advisor ecosystem  (07:11) - Why insurance technology still lags behind wealthtech (10:52) - The hidden limitations of basic data feeds  (15:12) - Rethinking the commission vs. fee-based debate  (17:10) - The evolution of fee-based annuities and advisor adoption  (19:47) - The real engine behind advisor growth and enterprise value (21:07) - How Signal Advisors survived its early cash flow challenges  (28:25) - Building a tech stack around advisor economics and visibility (34:01) - Why advisors work with so many carriers (36:14) - Patrick’s vision for the future of Signal Advisors (40:35) - Why AI should improve experience before efficiency  (43:37) - Patrick's Milemarker Minute Key Takeaways Great advisors solve for human outcomes, not just portfolio performance. Clients are often seeking confidence, stability, income, or peace of mind—not simply maximum returns. The firms growing fastest understand how to align financial solutions with real human concerns. The divide between insurance and investments is disappearing. High-growth advisory firms increasingly integrate annuities, insurance, and investment management into a single client strategy instead of treating them as competing business lines. Enterprise value comes from scalable growth, not just recurring revenue. Predictable revenue matters, but the firms commanding premium valuations are the ones pairing recurring income with strong acquisition systems, marketing visibility, and operational leverage AI’s biggest opportunity is improving the client experience. Efficiency matters, but the real long-term advantage comes from creating smoother, faster, and more personalized experiences for both advisors and clients. Efficiency is simply the downstream effect. Quotes "In a world where you don't differentiate on products, where you really differentiate is on your financial planning prowess and how you actually help individuals solve problems in their lives." ~ Patrick Kelly "If you're taking commissions, you're reducing the enterprise value of your business because people who buy businesses want recurring revenue." ~ Patrick Kelly "You shouldn't use AI to create efficiency. You should use AI to create a better user experience. Efficiency is a second-order effect of AI." ~ Patrick Kelly Links  Patrick Kelly on LinkedIn Signal Advisors Northwestern Mutual American Equity DTCC Michael Kitces Empire of the Summer Moon Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with TurncastTurncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

    The Hidden Economics Behind High-Growth Advisory Firms with Patrick Kelly
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About

Next Mile is a podcast about bringing together the people and technology shaping the wealth management industry. Brought to you by Milemarker.

Information

  • Creator
    Milemarker
  • Years Active
    2023 - 2026
  • Episodes
    155
  • Rating
    Clean
  • Copyright
    Copyright © Milemarker Inc.
  • Show Website
    Next Mile

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