The Connected Advisor Milemarker

Episode 043: In this episode, Kyle talks with Justin Steitz, President at Copper Financial. In his role, he leads sales, investment operations, compliance, and audits for the CommunityAmerica advisor channel and the broker-dealer business unit. Justin is dedicated to the credit union mantra of "people helping people" and focuses on giving back to the community. With a strong background in compliance, he is well-versed in the highly regulated wealth management industry. Before joining the Copper Financial team, Justin served as Chief Compliance Officer for Ausdal Financial Partners, Inc., where he led the effort to build an in-house broker-dealer.
Justin talks with Kyle about the unique challenges and opportunities of serving the credit union space. He highlights the importance of philanthropy and community in the credit union industry and how Copper Financial is dedicated to helping credit union members invest and improve their financial well-being.
Join us as we discuss:

[01:47] - Copper Financial's philanthropic activities.

[03:35] - Justin's money moment that led him to a career in wealth management.

[06:40] - How Copper Financial creates investment programs for clients of all sizes.

[11:42] - Why credit unions are lagging behind in digital adoption.

[14:14] - What differentiates Copper Financial from other investment firms.

[18:28] - The competitive advantages of credit unions over wealth management firms and private banks.

[24:01] - The challenges and benefits of AI in the industry.

[29:08] - Justin's thoughts on the future of wealth management and credit unions.

[32:32] - Milemarker minute: must-see places in Kansas City, Chiefs' game vs Royals' game, and bucket list travel destination.


Key Takeaways

Copper Financial provides investment programs for credit unions and is driven by the credit union mantra of "people helping people."

The credit union industry is community-focused and emphasizes giving back to members and the community through philanthropy and financial literacy programs.

Technology, including robo-advisors and self-directed trading, is driving the evolution of credit union wealth management.

Credit unions have historically been slower to adopt digital technologies due to resource constraints. There is a growing need to compete with fintech companies and provide members with digital investment options.


Quotes
"It doesn't matter if it's $500 or $5 million, we're going to work with them. And that was my moment of 'I'm all in.' I build products and services for credit union members to invest in. I love to help people. And it went into that mantra of people helping people. Now, I get to do it in the industry I love and help change people's lives." ~ Justin Steitz
"We can be the entry point, not only digitally, and get you to start investing. Then, we have the financial advisors to grow and morph into. It's a one-stop shop." ~ Justin Steitz
"It comes down to survival of the fittest with the amount of technology that's in the space. You've got to be spending money on technology in order to compete, or a customer or a member is going to go somewhere else where they have that." ~ Justin Steitz

Links 

Justin Steitz on LinkedIn

Copper Financial

CommunityAmerica Credit Union

Robinhood

Betterment

SoFi

Stash

Vanguard


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Milemarker.co

Kyle on LinkedIn

Jud on LinkedIn


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Episode 042: In this episode of The Connected Advisor, Kyle talks with Jason Gordo, Co-founder and President of Modern Wealth Management. Jason is an accomplished wealth management executive with a diverse background in business strategy, execution, and mergers and acquisitions. He is known for his expertise in integrating tax planning into the financial planning process, helping clients optimize their financial strategies, and minimizing tax liabilities. Before joining Modern Wealth's founding team, Jason was a Managing Director at Goldman Sachs Personal Financial Management.
Jason and Kyle discuss Modern Wealth's unique approach to managing wealth, mergers and acquisitions, and client retention. He shares insights into their M&A strategy and how they identify firms that align with their culture and business model. Their conversation highlights the importance of building strong relationships and providing exceptional client service.
In this episode:

[02:49] - The money moment that sparked Jason’s interest in investing.

[07:50] - How Jason has helped others with their investments.

[09:51] - What inspired Jason to start Modern Wealth Management.

[12:13] - What sets Modern Wealth apart from other advisory firms.

[18:00] - How Modern Wealth attracts and retains clients.

[20:03] - What Modern Wealth looks for when buying firms.

[21:23] - How Modern Wealth acquires firms.

[24:11] - Jason's future goals.

[26:14] - How interest rates and capital market changes impact Modern Wealth's acquisition process.

[28:16] - How Modern Wealth integrates technology in its acquisitions.

[29:51] - Milemarker minute: March Madness, golf course pick, travel destination bucket list, and the best book Jason read in 2023.


Key Takeaways

Modern Wealth Management integrates financial planning, investment management, and tax planning to provide clients with comprehensive solutions.

Modern Wealth's acquisition strategy prioritizes cultural fit, business model alignment, and the potential for long-term partnerships.

Technology integration is crucial in Modern Wealth's growth and acquisition process, ensuring a seamless transition for new partners.

Modern Wealth Management focuses on building a great company with exceptional partners and delivering value to clients.


Quotes
"I want to positively impact the people around me and the lives of the clients who have trusted me with their finances. We're giving CPAs in our business that same opportunity. We're trying to make it fun, engaging, and rewarding so that they're able to truly impact people's lives." ~ Jason Gordo
"Anytime I talk to a potential partner, I talk about three different buckets: cultural fit, business model fit, and the currency makeup of a transaction." ~ Jason Gordo
"Our focus every week is simple: find exceptional people who we believe would be great partners, who we believe would have a lot of fun together, and build a great company." ~ Jason Gordo

Links 

Jason Gordo on LinkedIn

Modern Wealth Management

Merrill Lynch

Callaway Golf

Warren Buffet

Berkshire Hathaway Inc.

The Millionaire Next Door

Vanguard

Dean Barber

Michael Capelli

Bud Kasper

LPL Financial

The Good Life


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Milemarker.co

Kyle on LinkedIn

Jud on LinkedIn


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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.

Episode 041: In this episode of The Connected Advisor, Kyle talks with Melissa Bouchillon, Managing Partner at Sound View Wealth Advisors. With a background in psychology and education, Melissa brings a different perspective to the financial advisory industry. In addition to her passion for helping her clients, Melissa is on the board of organizations near and dear to her heart, including the Landings Military Relief Fund, Marshes of Skidaway Island, and the Savannah Music Festival. 
Melissa talks with Kyle about her unique approach to marketing in financial advisory. She shares how her background in psychology and education has helped her as a financial advisor. Melissa highlights the significance of simplifying complex financial concepts for clients and the role of technology in driving efficiency and enhancing client experiences. 
In this episode:

[01:29] - Melissa's unique marketing approach.

[05:10] - The money moment that led Melissa into financial advisory.

[08:15] - How Melissa's background in psychology and education has helped her as a financial advisor.

[10:23] - How Melissa simplifies complex financial concepts for clients.

[12:38] - Why Melissa chose to open an office in Bluffton, South Carolina.

[14:19] - Why Melissa rotates staff between different office locations.

[17:08] - What it takes to onboard and make employees successful.

[20:02] - The role of technology in building Sound View Wealth Advisors.

[23:54] - Melissa's view of the future of the RIA industry.

[26:06] - Milemarker minute: longest race Melissa has ever run, her bucket list travel destination, potential career outside teaching, best book read.


Key Takeaways

Building a successful wealth management firm involves understanding clients' needs and driving impact in the community.

Simplifying complex financial concepts is crucial for effective communication and client understanding.

Building trust and rapport with clients requires active listening and understanding their unique goals and experiences.

Using technology can enhance client experiences and improve decision-making.

The future of the RIA industry lies in driving efficiencies, focusing on what matters, and maintaining a human-centered approach.

 
Quotes
"A really great sign of understanding material and a subject matter is being able to explain it in a way that's not fancy and uses all the jargon but simply allows people to take action." ~ Melissa Bouchillon
"Most of our decision-making is all around doing what's best for our clients first and foremost and then what's best to support the people working with us so that they really are giving our clients their best work." ~ Melissa Bouchillon
"Taking the role of mentoring seriously and making sure you have people within your firm who are willing to provide guidance to the new hires and the folks working at the firm is mission-critical." ~ Melissa Bouchillon

Links 

Melissa Bouchillon on LinkedIn

Sound View Wealth Advisors

Landings Military Family Relief Fund

The Marshes of Skidaway Island

Savannah Music Festival

Merrill Lynch

Nitrogen Wealth

UBS

Focus Financial Partners

Orion Advisor Solutions

Envestnet | Tamarac

Fidelity Investments

Charles Schwab

Hidden Levers

eMoney Advisor

Salesforce

Atomic Habits

James Clear


Connect with our hosts

Milemarker.co

Kyle on LinkedIn

Jud on LinkedIn


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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.

Episode 040: The traditional path to building a business is often painted as a clear roadmap, following established blueprints and pre-defined steps. But, some founders follow a different playbook — one that focuses on the human element of business, fostering an environment that becomes a breeding ground for personal and professional growth.
In this episode, Kyle talks with Benj Miller, Co-Founder & CEO of System & Soul. Benj is a proven entrepreneur who values character, culture, and innovation. In 2021, he co-founded System & Soul, a business operating framework that teaches leadership teams how to find unity, get healthy, and be more effective. Benj has also founded other marketing and software businesses, authored The Clarity Field Guide, and co-hosted the System & Soul Podcast.
Benj talks with Kyle about the importance of having a renegade spirit in business. He explains how System & Soul differs from other operating systems and why businesses should focus on people development and business growth. Benj also provides insights into leadership development and offers practical advice for RIAs looking to build successful and fulfilling businesses.
Join us as we discuss:

[02:52] - How System & Soul came to be.

[05:58] - The unique challenges facing RIAs in building a business.

[08:37] - Benj's advice on building an RIA.

[09:53] - What makes System & Soul different from other operating systems.

[13:49] - Qualities that make a great leader.

[17:44] - What it means to be a renegade entrepreneur.

[22:47] - Benj's practical advice for business owners.

[24:55] - The transition from renegade founder to renegade leader.

[27:23] - How Benj helps people define their goals and find clarity.

[30:31] - Milemarker minute: Benj's basketball team, bucket list travel destination, and dream car.


Key Takeaways

Building a successful business requires a renegade spirit willing to take risks and go against the odds.

Leadership development is crucial for RIAs to become effective leaders who can create a positive and energizing work environment.

RIAs face unique challenges in building their businesses, including the need to transition from being solely focused on managing clients to building the business itself.

Transitioning from a renegade founder to a renegade leader does not necessarily mean becoming the CEO. It is about finding the role that aligns with your strengths and passions.


Quotes
"If you're building an RIA, don't be afraid to look outside your industry to bring in the best talent you need who are business builders. We need business builders, or else we'll just be stuck with plateauing or very linear growth based on individual books of business." ~ Benj Miller
"Logically, it's just dumb to start a business. But there's something in a renegade that has to do it. The risk of regret is worse than the risk of failure." ~ Benj Miller
“The world needs your renegade spirit, your renegade energy. There are some things the business might need to do to grow and you might have to do some things to shift from a renegade founder to a renegade leader. But please, please, please don't lose that renegade spirit.” ~ Benj Miller

Links 

Benj Miller on LinkedIn

System & Soul

Renegades

Ninety

The Clarity Filed Guide

Chris White

Michael Kitces

Tim Spiker

The Only Leader’s Worth* Following


Connect with our hosts

Milemarker.co

Kyle on LinkedIn

Jud on LinkedIn


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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.

Episode 039: The wealth management industry is moving beyond asset allocation and investment management. Clients require a broader suite of services, encompassing areas like tax planning, estate planning, and retirement accounts. Adero Partners recognizes these trends and is expanding its service scope to cater to its clients' evolving needs, signifying the firm's focus on providing a more comprehensive wealth management experience, and acting as the central advisor or family CFO for their clients.
In this episode of The Connected Advisor, Kyle Van Pelt talks with Aaron White, Chief Growth Officer at Adero Partners. Aaron brings years of experience to the conversation in pre-liquidity planning, wealth transfer, private investments, and tax strategy. Before joining Adero, he worked as a business valuation and litigation consultant for a regional accounting firm. In his current role, Aaron focuses on providing comprehensive wealth management services to clients, with expertise in tax planning, estate planning, and alternative investments.
Aaron talks with Kyle about the evolving landscape of the financial advice industry and how Adero is adapting to meet clients' changing needs. He shares how Adero provides comprehensive planning services, including tax planning, estate planning, and 401(k) assistance. Aaron also discusses the firm's use of technology, such as AI and LLMs, to enhance client experiences and improve efficiency. 
Join us as we discuss:

[04:02] - The money moment that led Aaron to the financial industry.

[05:30] - Adero’s biggest driver of growth.

[06:24] - Adero's content strategies.

[07:40] - Why Adero focuses on consulting clients on QSBS (qualified small business stock).

[08:52] - How Adero helps people make the most of QSBS.

[11:40] - How Adero has adapted to remote work.

[14:32] - Adero's growth trajectory.

[16:26] - How Adero uses 401(k)s as a competitive advantage.

[17:58] - Adero's estate planning services.

[21:18] - Aaron's outlook on the future of financial advisory.

[24:56] - Aaron's background in hockey and coaching.

[27:10] - Milemarker minute: favorite sports car, bucket list travel destination, and potential careers outside financial advice.


Key Takeaways

The wealth management industry is evolving to provide more comprehensive services beyond asset allocation and investment management.

Alternative investments are becoming more accessible and offer opportunities for diversification outside of the public markets.

AI and LLMs have the potential to enhance efficiency and provide quick access to information, but caution is needed around data privacy.


Quotes
"The qualified small business stock exclusion is one of the most significant potential tax savings opportunities. The maximum exclusion is $10 million for capital gains. If you're in a state that conforms to federal QSBS, you can save another 10% plus for some high-tax states. That's a pretty significant savings." ~ Aaron White 
"Our role with our clients is to be the family CFO or the central advisor that they look to to coordinate and execute on all their tax planning and financial strategy." - Aaron White
"Oftentimes, we find that an estate plan was done and signed, but they didn't actually follow through on it. And so that's something that we can help with and make sure that you actually benefit from all the money you spent and the documents you created." ~ Aaron White

Links 

Aaron White on LinkedIn

Adero Partners

Pontera

Wealth.com


Connect with our hosts

Milemarker.co

Kyle on LinkedIn

Jud on LinkedIn


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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.

Episode 038: In this episode of The Connected Advisor, Kyle Van Pelt is joined by John Barrows, Founder and CEO of JB Sales. John has a wealth of experience in all aspects of business and sales, from making 400 dials a week to leading a self-funded team from startup through acquisition, starting his own business, and now working with some of the world's fastest-growing and most dynamic companies. He believes that, when done right, sales is one of the greatest professions in the world, but when done wrong, it's one of the worst. 
John talks with Kyle about bringing rainmakers back to the financial services industry. They delve into the challenges sales professionals face and the need for a strong work ethic to succeed. John emphasizes the value of having a plan, working hard, and consistently adding value to clients. He also shares practical tips on how to cut through the noise, build a personal brand, and leverage AI in sales and marketing.
Join us as we discuss:

[02:12] - What stops people from being rainmakers.

[07:10] - What hard work means in today's day and age.

[11:42] - Utilizing networking groups for lead generation.

[14:28] - How salespeople can cut through the noise and get recognized.

[16:36] - A story about how providing value makes a difference in financial services.

[22:44] - Tactical tips on adding value to clients.

[30:31] - What it takes to build a brand.

[33:03] - How to avoid repeating the same message in sales.

[37:12] - John's book recommendation about sales.

[40:04] - How John leverages AI.

[44:45] - Milemarker minute: John's potential career outside sales, the NFL draft, his bucket list of travel destinations, and book recommendations.

[47:56] - Where to find John's content.


Key Takeaways

In sales, having a strong work ethic is crucial for success. Sales professionals need to put in the effort and have a clear plan to achieve their goals.

Building a personal brand requires consistently adding value to your audience.

To cut through the noise, sales professionals should have a reason for every client interaction. 

AI can be a valuable tool in sales and marketing, but it should augment the advisor's role rather than replace it. Sales professionals can leverage AI to curate content, stay updated on industry trends, and provide personalized insights to clients.


Quotes
"Touching base and checking in should be erased from every sales rep's and producer's vocabulary. They should start every conversation with, 'The reason for my call is.' If you cannot finish that sentence, you should not make the phone call. And it better be something better than, 'I'm going to sell you something.'" ~ John Barrows 
"Most people don't build their brands because there are no short-term results and no short-term gratification to it. A brand is a long-term play, but especially in this world of AI, if you are not working on your brand, AI is going to take over your brand." ~ John Barrows 
"There's always somebody one step ahead of you, and there's always somebody one step behind you. Follow the people who are one step ahead of you, consume their content, and then translate it down to the people who are one step behind you." ~ John Barrows

Links 

John Barrows on LinkedIn

John Barrows on Twitter

John Barrows on Instagram

JB Sales

Northwestern Mutual

Feedly

Michael Kitces

The Challenger Sale

The Challenger Customer

The JOLT Effect

Perplexity

Crystal Knows

Greenlights

Make It Happen Mondays Podcast


Connect with our hosts

Milemarker.co

Kyle on LinkedIn

Jud on LinkedIn


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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.