The Advisor Summit Podcast

Molly
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Welcome to The Advisor Summit Podcast, the podcast where financial advisors gain analytical insights and tactical strategies from the industry's top minds. Each episode, we bring you exclusive conversations with founders, C-suite leaders, and industry innovators uncovering the trends, tools, and techniques shaping the future of financial advising. Whether you're looking to scale your practice, enhance client relationships, or stay ahead of market trends, The Advisor Summit is your go-to source for expert guidance and actionable takeaways.

  1. From Stuck to Scaling: The Real Role of an IMO in Advisor Growth

    3D AGO

    From Stuck to Scaling: The Real Role of an IMO in Advisor Growth

    The Advisor Summit Podcast: From Stuck to Scaling: The Real Role of an IMO in Advisor Growth with Mark Bigler Welcome back to another episode of the Advisor Summit Podcast, where industry leaders and innovators share the strategies, systems, and mindset shifts helping advisors grow stronger businesses. In this episode, we sit down with Mark Bigler of Advisors Excel to unpack a big question in the advisory world: what should IMOs and FMOs actually be doing for advisors? If you’ve ever wondered whether your IMO is truly helping you build the business you want, this episode is for you. 5 Key Takeaways: Not all IMOs serve advisors the same way. Mark breaks the IMO landscape into three levels: vendor, platform, and true partner. The strongest firms do more than provide product access — they help advisors build toward a long-term business vision. Most advisors grow by brute force until they hit a ceiling. A common pattern Mark sees is advisors becoming great salespeople without ever learning how to run a scalable business. That gap shows up in leadership, delegation, systems, and team development. Better data leads to better business decisions. From seminar tracking to appointment stick rates and average case size, Mark emphasizes that growth should not be based on gut instinct alone. Advisors need real metrics to know what is working. Growth requires delegation and leadership development. If advisors want to move from production to scale, they have to let go of doing everything themselves. That means documenting processes, training staff, and investing in becoming a stronger leader. Community can accelerate growth. One of the biggest differentiators Mark highlights is being surrounded by other successful advisors. When advisors are plugged into a strong community, they gain ideas, accountability, and momentum they would not get alone. Timestamps: 01:06 – Mark shares how a cold call about life insurance unexpectedly opened the door to Advisors Excel 04:27 – What a great IMO should actually do for advisors 07:08 – Why Mark believes most FMOs are underserving their advisors 10:33 – What Advisors Excel does differently: business plans, data, and real consulting 14:02 – Why monthly coaching calls matter and how support evolves as firms grow 15:21 – The biggest gap Mark sees in advisor businesses today 18:30 – The three growth levers advisors should focus on 21:07 – Why delegation is one of the hardest but most necessary parts of scale 24:28 – Why advisor community is such a powerful growth catalyst 29:11 – The KPIs Mark watches most closely in advisor marketing 31:21 – Where advisors should begin when building a team 36:55 – Why younger advisors can absolutely succeed in this industry 37:48 – Common mistakes advisors make when trying to grow 41:11 – Where Mark sees the IMO and FMO landscape heading over the next 5–10 years 43:25 – Mark’s personal focus this year: becoming a better leader Visit Advisor's Excel website: https://www.advisorsexcel.com/ ⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports. ⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive. ⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success. Contact us at: hello@trackthatadvisor.com Connect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/ Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/

    46 min
  2. Becoming An Efficient Advisor with Libby Greiwe

    MAR 31

    Becoming An Efficient Advisor with Libby Greiwe

    The Advisor Summit Podcast: Becoming An Efficient Advisor with Libby Greiwe Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed. In this episode, we sit down with Libby Greiwe of The Efficient Advisor. Libby shares how advisors can move from burnout and “busy-ness” to scalable, enjoyable businesses by building intentional systems and processes. Drawing from her own experience as an advisor, she explains how efficiency alone isn’t enough—it must be paired with effectiveness and a strong client experience to truly transform a practice. Key Takeaways: Many advisors don’t actually have a business—they have a “really busy version of themselves.” Without systems, nothing works without you. A highly efficient business still fails if the advisor is burned out or not enjoying their work. There’s no “perfect template.” Advisors should build schedules around their natural energy, then refine continuously. Client onboarding is the biggest predictor of retention, referrals, and lifetime value—yet it’s the most overlooked process. Top advisors move out of “inbox mode” and into CEO mode by creating systems that anticipate needs instead of reacting to problems. Key Moments: 00:50 – Episode intro and overview of Libby’s focus on systems, efficiency, and lifestyle design 02:33 – “I didn’t have a business—I had a really busy Libby” realization 05:13 – The “I should be doing this” overwhelm advisors experience 06:28 – Common mistakes when building a model week 08:23 – Why structure actually creates freedom for advisors 10:43 – Designing your business around your natural life and client rhythms 16:13 – Why the first 100 days of onboarding matter most 18:28 – Client psychology shift: excitement to stress after saying yes 21:33 – Removing friction with simple systems (the “break up with Dave” example) 23:53 – Uber vs. taxi analogy for client experience and efficiency 27:38 – Reactive vs. proactive advisors (“inbox mode”) 30:18 – The Ritz-Carlton mindset: anticipating client needs 31:33 – Shifting from annual reviews to strategic planning meetings 34:03 – Systems aren’t fun—but they create freedom and scale 36:03 – Automate, delegate, delete to reduce burnout 38:48 – “Do it messy” approach to building processes 41:03 – Libby’s goal: refinement over chasing new ideas Connect with Libby: https://www.linkedin.com/in/libby-greiwe/ Visit The Efficient Advisor website: https://www.theefficientadvisor.com/ Listen to The Efficient Advisor Podcast here: https://www.theefficientadvisor.com/podcast-main-page ⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports. ⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive. ⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success. Contact us at: hello@trackthatadvisor.com Connect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/ Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/

    41 min
  3. Building an RIA Without Guesswork

    MAR 17

    Building an RIA Without Guesswork

    The Advisor Summit Podcast: Building an RIA Without Guesswork | Shelby Nicholl Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed. In this episode, we sit down with Shelby Nicholl of Muriel Consulting to talk about what really goes into making a successful advisor transition, whether that means moving firms, launching an RIA, or building the right structure for long-term growth. Shelby shares practical insight on ownership, operations, client communication, and how advisors can make the right move for both their practice and their clients. Key Takeaways Not every advisor needs their own RIA. The right move depends on your goals, your team, and which responsibilities you actually want to own. Advisors need to know their real numbers first. Before making a move, you need clarity on your true top-line revenue, costs, and what your current platform is actually charging. The client story matters as much as the business structure. A transition only works well if advisors can clearly explain why the move is better for clients and staff. Strong transitions require strong partners. Compliance, operations, custodians, and consultants all play a major role in making an RIA launch or BD move successful. Building an RIA is a growth decision, not just a freedom decision. It creates more ownership and flexibility, but only if the advisor is ready for the added responsibility and structure. Key Moments 02:36 — The three ways Shelby helps advisors today 03:51 — Why advisors want to move firms or build an RIA 06:02 — The mindset shift advisors need before making a move 09:11 — Why “pushing the buttons” matters in ownership 13:05 — The numbers advisors must know before transitioning 15:16 — Important questions to ask before choosing a new BD 19:07 — Biggest deal breakers and what to watch for 21:09 — The first 90 days of launching an RIA 26:42 — Why compliance fear holds so many advisors back 28:53 — Common myths about RIAs and product flexibility 32:57 — The one action step advisors should take this week 35:07 — Where to connect with Shelby and Muriel Consulting 36:00 — Shelby’s 2026 goal: launching 15 RIAs Connect with Shelby: https://www.linkedin.com/in/shelbynicholl/ Muriel Consulting: https://www.murielconsulting.com/ ⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports. ⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive. ⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success. Contact us at: hello@trackthatadvisor.com Connect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/ Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/

    42 min
  4. Your CRM Is a Key Teammate In Your Financial Firm

    MAR 3

    Your CRM Is a Key Teammate In Your Financial Firm

    The Advisor Summit Podcast: Your CRM Is a Key Teammate In Your Financial Firm | Thomas Clawson Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed. In this episode of The Advisor Summit, we sit down with Thomas Clawson, co-founder of SLANT, to explore how the next generation of CRM technology is transforming the way financial advisors build and maintain client relationships. From the evolution of legacy CRMs to the rise of AI-native platforms, Thomas shares how modern technology can simplify workflows, reduce administrative burden, and help advisors focus on what matters most: deepening relationships with clients. If you’ve ever felt frustrated by clunky systems, disconnected tech stacks, or tools that create more work instead of less, this episode will reshape how you think about CRM and advisor technology. Key Takeaways: CRM should strengthen relationships, not just track compliance. Many legacy CRMs evolved into record-keeping systems rather than true relationship tools. Modern platforms are shifting the focus back to helping advisors deepen client relationships. Legacy systems weren’t designed for today’s technology. Older CRMs were built on outdated infrastructure that makes it harder to integrate modern tools like AI. Rebuilding from the ground up allows platforms to better support today’s advisor workflows. AI works best when it’s built into the platform. Instead of bolting AI onto existing systems, AI-native CRMs embed it directly into everyday tasks like note-taking, meeting prep, and client insights. Meeting preparation and follow-up deliver the biggest AI value. AI can help advisors instantly recall important details about clients and past conversations, making meetings more personalized and productive. Choosing a CRM is about partnership, not just features. Because firms rarely switch CRMs, advisors should evaluate vendors based on long-term support, responsiveness, and commitment to improving the platform. Key Moments: 00:13 — Introduction to Thomas Clawson and the origin story behind SLANT 01:10 — Why advisors are overwhelmed by fragmented tech stacks 02:48 — Understanding the real job of financial advisors: relationships and trust 04:13 — Why traditional CRMs became compliance tools instead of relationship tools 06:30 — The major flaws in legacy CRM systems 10:44 — Why SLANT focuses on households instead of individuals 14:19 — What “AI-native CRM” actually means for advisors 18:05 — How AI can improve meeting preparation and follow-ups 21:25 — Real example: using AI to deepen client relationships 24:39 — Building CRM features advisors actually need 27:34 — Why firms struggle to change CRMs and how to approach switching 30:06 — Treating technology vendors as true partners 33:05 — What makes SLANT different in the CRM landscape 35:10 — Learn more or book a demo with SLANT 🔗 https://slant.app 35:48 — Thomas’s personal goals: leadership, family, and hiking the Grand Canyon Connect with Thomas: https://www.linkedin.com/in/thomasclawson/ Check out SLANT: https://www.slant.app/ Contact us at: hello@trackthatadvisor.com Connect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/ Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/

    38 min
  5. Industry Benchmarks & Data Insights for Financial Advisors

    FEB 17

    Industry Benchmarks & Data Insights for Financial Advisors

    Industry Benchmarks & Data Insights for Financial Advisors: Recap of the 2025 State of the Nation Study by Track That Advisor with Erica Pauly and Molly Pierce Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed. In this episode of The Advisor Summit, we sit down with our very own Erica Pauly to break down the 2025 State of the Nation Study, the most in-depth dataset Track That Advisor has ever released. With over $9 billion in issued and pending new business across 100+ advisory offices, this report goes far beyond opinions and gut-feel. It shows what is actually happening inside real marketing funnels, sales cycles, and close rates nationwide. Key Takeaways Referrals are back on top for a reason. Referrals dipped in 2024 as advisors focused on client replacements, but rebounded in 2025 as behavior normalized. Funnel shifts often reflect where advisors spend attention, not whether a strategy still works.Workshops are gaining traction fast. More firms are running workshops to reach education-first prospects who avoid dinner seminars. They don’t outperform dinners, but they expand reach to a different audience.Dinner seminars still deliver value, just on a longer timeline. Close rates are down and costs are up, but dinner seminars continue to produce the highest average case sizes. When viewed holistically, ROI often remains positive.Gap changes how performance should be measured. A higher gap doesn’t mean lost revenue. It means business is closing later. Advisors with longer sales cycles should focus on year-to-date ROI instead of first-year ROI.Most advisors track the wrong benchmark. Close rate gets the attention, but the real leak often happens between the first and second meeting. Improving that single conversion point can significantly boost overall results.Links: Our 2026 Benchmarking Guide: https://pdflink.to/trackthatadvisor/ Check out our Resource Center here: https://trackthatadvisor.com/the-resource-center/ Contact us at: hello@trackthatadvisor.com Connect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/ Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/

    44 min
  6. The “Nerd” Advantage: Processes That Work (Without Over-Engineering Everything)

    FEB 3

    The “Nerd” Advantage: Processes That Work (Without Over-Engineering Everything)

    The “Nerd” Advantage: Processes That Work (Without Over-Engineering Everything) with Kitces’ Sydney Squires | Ep 25 Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed. In this episode of The Advisor Summit, we sit down with Sydney Squires, writer, editor, and “Nerd” at Kitces.com, to talk about what it really takes to create content that’s worth an advisor’s time and how strong teams are built long before the org chart looks “perfect.” From producing The Kitces and Carl Podcast to speaking at NAPFA and XY Planning Network, Sydney shares what she’s learned about depth over fluff, people over process, and why the first few hires can make or break an advisory firm’s growth trajectory. If you’re scaling a team, refining your role as a leader, or trying to build a practice with intention instead of just momentum, this episode is for you. Key Takeaways Great content solves the problem behind the problem. Sydney explains that the best articles don’t stop at identifying an issue, like succession planning. They dig into what’s actually causing it and provide insight that isn’t just obvious or surface-level.Processes fail when they swing to extremes. Small firms often live in one of two worlds: no process at all, the “6 p.m. on Friday process,” or a process so airtight it becomes impossible to execute. The goal is the 80% solution, enough structure to move fast without freezing progress.Your first hires don’t require a “perfect” operation. One of the biggest mistakes founders make is waiting to “get organized” before hiring. Sydney’s advice is to hire the operations or process-minded person first and let them help create the guardrails. You don’t need to fix everything before they arrive.Delegation is the real (hard) part of growth. Hiring help is easy compared to actually letting go of control. Sydney shares a practical mindset shift: focus on the outcome you want for clients, then let your team find their way to get there, even if it’s different than how you’d do it.Use data as a tool, not a culture-killer. Metrics should guide decisions, not turn your firm into a cold machine. Sydney recommends balancing metrics with counterweights, like downloads and engagement, and being intentional about what you optimize for. Sometimes depth and relevance matter more than reach.Connect with Sydney Kitces Website ⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports. ⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive. ⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success. Contact us at: hello@trackthatadvisor.com Connect with Molly Pierce Connect with Erica Pauly

    33 min
  7. Average Case Size Matters

    12/15/2025

    Average Case Size Matters

    Average Case Size Matters | Ep. 24 Erica Pauly Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed. In this episode of The Advisor Summit, we’re joined by Erica Pauly to unpack one of the most overlooked — and most powerful — metrics in advisor growth: average case size. Erica breaks down exactly how to define average case size (and what not to include), why it deserves a seat at the table alongside leads and close rates, and how it can radically change the way you plan your marketing and capacity for next year. Key Takeaways:  Average case size reveals more than lead volume or close rate. It shows who you’re truly attracting and converting, reflecting your positioning, sales process, and the depth of client relationships — not just how busy your funnel looks.Different marketing funnels drive different case sizes. Dinner seminars and TV often produce higher average case sizes, while referrals tend to be smaller but highly profitable. Radio can be inconsistent, occasionally delivering very large “whale” cases that skew results.Higher case sizes require different expectations. Advisors serving higher-net-worth clients should expect longer sales cycles and lower close rates. Planning, coaching, and lead goals should adjust accordingly rather than applying the same benchmarks across the board.Use average case size for planning, not quick decisions. Because it’s a lagging indicator, average case size is most useful at mid-year and year-end. It plays a critical role in reverse-engineering marketing goals, staffing needs, and growth plans.Account for outliers to understand reality. Large one-off cases can distort the numbers. Reviewing averages with and without outliers gives a clearer picture of what “typical” growth actually looks like.Resources Mentioned: Reversed Engineered Marketing Tool The Resource Center ⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports. ⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive. ⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success. Contact us at: hello@trackthatadvisor.com Connect with Molly Pierce Connect with Erica Pauly

    32 min
  8. Alternatives & Their Impact on the Financial Advisory World

    12/01/2025

    Alternatives & Their Impact on the Financial Advisory World

    Alternatives & Their Impact on the Financial Advisory World | Ep. 23 Alan Strauss  Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed. In this episode of The Advisor Summit, we sit down with Alan Strauss, Senior Partner and Director of Investor Relations at Crystal Capital Partners, to break down the world of alternative investments — an asset class that’s no longer “alternative,” but essential. From hedge funds and private credit to private equity and emerging technologies, Alan shares a clear, practical lens for understanding alts and why they’ve become the third leg of the modern portfolio. With decades of experience working with advisors and institutions, he explains how firms can overcome intimidation, avoid pitfalls, and confidently integrate alternatives at scale. If you're looking to future-proof your practice, better diversify portfolios, and serve clients with institutional-grade sophistication, this conversation is a must-listen. Key Takeaways Alternatives are now mainstream — not a niche. Alan explains that alts have matured into a multi-trillion-dollar space and are now a core component of sophisticated portfolios, sitting right alongside public equities and fixed income.Education eliminates the intimidation factor. Most advisors avoid alts simply due to unfamiliarity. By breaking down hedge funds and private markets into simple, understandable concepts, Alan shows advisors how accessible the category truly is.Diversification and low correlation are the superpowers of alts. Private credit, hedge funds, and private equity offer lower volatility, better income potential, and access to innovations not found in shrinking public markets — making them powerful tools for client portfolios.Advisors scale faster with the right platform partner. Crystal Capital Partners handles due diligence, manager access, administrative heavy lifting, and portfolio construction, allowing advisors to offer alts without wearing every operational or research hat themselves.Client expectations are evolving — and advisors must evolve too. Younger generations, high-net-worth families, and institutions increasingly expect sophisticated alternative allocations. Advisors who embrace this shift early will differentiate themselves and grow more profitably.Connect with Alan Alan's website ⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports. ⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive. ⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success. Contact us at: hello@trackthatadvisor.com Connect with Molly Pierce Connect with Erica Pauly

    27 min
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Ratings & Reviews

5
out of 5
3 Ratings

About

Welcome to The Advisor Summit Podcast, the podcast where financial advisors gain analytical insights and tactical strategies from the industry's top minds. Each episode, we bring you exclusive conversations with founders, C-suite leaders, and industry innovators uncovering the trends, tools, and techniques shaping the future of financial advising. Whether you're looking to scale your practice, enhance client relationships, or stay ahead of market trends, The Advisor Summit is your go-to source for expert guidance and actionable takeaways.

Information

  • Creator
    Molly
  • Years Active
    2024 - 2026
  • Episodes
    31
  • Rating
    Clean
  • Copyright
    © 2026 The Advisor Summit Podcast
  • Show Website
    The Advisor Summit Podcast

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