Financial Advisor Success

Michael Kitces
  • 4.7 (690)
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  • CADA SEMANA

The Financial Advisor Success podcast brings you real success stories and insights from the most successful financial advisors, and leading industry consultants, about how to take your advisory business to the next level. Get a glimpse of what it's like behind the scenes building a successful advisory business, and how entrepreneurial advisors navigate the inevitable highs, and lows, of growing a firm. Whether you're a new financial advisor trying to get started on the right foot, or an experienced advisor who's hit a wall, we're here to give you the insights and inspiration you need to break through and reach the level of success you want to achieve. Subscribe to the show, and get even more at the leading industry blog Nerd's Eye View at www.Kitces.com.

  1. HACE 6 DÍAS

    Helping Clients Live Intentionally And Generously With Charitable Giving Events (That Also Drive New Growth) with Zac Larson

    Crafting a charitable giving strategy isn't just about tax efficiency—it's a way for clients to define the deeper purpose of their wealth. When advisors center generosity in both planning conversations and firm culture, they can strengthen relationships and attract values-driven clients. This episode explores how integrating charitable intent into financial planning not only expands impact, but also fuels practice growth. Zac Larson is the co-founder of IntentGen Financial Partners, a hybrid advisory firm based in Naperville, Illinois, managing $550 million in AUM for 895 households. Listen in as Zac shares how he positions clients as "engaged partners" by focusing not just on net worth but on "net impact," as well as how he uses working conversations about priorities and passions to uncover giving opportunities. You'll learn how IntentGen tracks and publishes the charitable donations it facilitates to build community trust, why the firm built its pod structure to expand advisor capacity, and how its flat-fee-plus-AUM model supports a wide range of engaged clients. Zac also reflects on hosting community fundraising events, offering personal touches like client phone calls, and why building around generosity has been key to attracting aligned clients and creating lasting impact. For show notes and more visit: https://www.kitces.com/461

    1 h y 30 min
  2. Establishing The Operational Systems It Takes To Truly Serve Ultra-HNW Clients Effectively with Stephanie Hughes

    21 OCT

    Establishing The Operational Systems It Takes To Truly Serve Ultra-HNW Clients Effectively with Stephanie Hughes

    While many financial advisory firms seek to move 'upmarket' and serve high-net-worth and ultra-high-net-worth clients, these clients typically require (and often demand) a different level of service—and can benefit from a more integrated experience across legal, tax, and financial domains. For these firms, creating efficient operational systems is paramount, particularly when it comes to the processing and security of their frequent high-dollar transactions.  Stephanie Hughes is the CEO of Wiss Family Office, a multi-family office based in Florham Park, New Jersey, that oversees approximately $1 billion in AUM for 220 households. Listen in as Stephanie shares how her firm delivers a "one-stop shop" experience that reduces client stress by consolidating financial, tax, and legal services under one roof. We talk about the importance of integration and internal communication across service lines, the tools her team is building to monitor client activity and prevent fraud, and how internal workflows support the firm's high-volume, high-stakes client transactions. Stephanie also explains the value of being affiliated with a tax firm, and how that connection drives both strong referrals and immediate client trust. For show notes and more visit: https://www.kitces.com/460

    1 h y 30 min
  3. Working More Collaboratively With Clients' CPAs For Better Tax Planning (And Cross-Referral) Outcomes with Steven Jarvis

    14 OCT

    Working More Collaboratively With Clients' CPAs For Better Tax Planning (And Cross-Referral) Outcomes with Steven Jarvis

    Tax planning strategies can fall flat if financial advisors and CPAs aren't working together. Miscommunication, timing issues, and a lack of context can create friction—or worse, lead to missed opportunities or costly mistakes. Steven Jarvis is the CEO of Retirement Tax Services, a tax education and preparation firm that partners with financial advisors across the country to better serve their clients. Listen in as Steven explains how advisors can build trust with CPAs through proactive communication—not just sending over forms during tax season, but also giving context to planning decisions, providing year-end summaries, and getting ahead of major moves like Roth conversions or Qualified Charitable Distributions. You'll learn how aligning with CPAs as collaborative decision-makers can lead to better returns for clients and the potential for cross-referrals, and why timing conversations around a CPA's calendar matters.  For show notes and more visit: https://www.kitces.com/459

    1 h y 30 min
  4. Overcoming Perfectionism Burnout While Still Serving Clients Well With A Standard Of "Calm Excellence" with Lisa Brown

    7 OCT

    Overcoming Perfectionism Burnout While Still Serving Clients Well With A Standard Of "Calm Excellence" with Lisa Brown

    Given the high stakes involved (and the desire to provide high-quality service) when working with clients, it can be tempting for financial advisors to lean into perfectionist tendencies. However, doing so can sometimes lead to overwork and potentially burnout, particularly as a firm grows over time. Lisa Brown is the President of Greenwood Gearhart, an RIA based in Fayetteville, Arkansas, managing $1.8 billion in AUM for 1,070 households. In this episode, Lisa shares how her firm's early culture of "urgent perfectionism" led to overwork amongst firm leaders and team members alike, and why she developed a new leadership mantra: "calm excellence." Listen in as we talk about how Greenwood Gearhart redesigned workflows to reduce team burnout, eliminated meetings and ensured those that remained focused on high-leverage activities, and created the conditions for sustainable growth—for clients, teams, and firm leaders alike. For show notes and more visit: https://www.kitces.com/458

    1 h y 30 min
  5. Ep 457: Making Financial Planning Less Scary For New Clients By Focusing First On What Brings Them Joy with Larry Sprung

    30 SEP

    Ep 457: Making Financial Planning Less Scary For New Clients By Focusing First On What Brings Them Joy with Larry Sprung

    While many financial advisors begin with dollars and data, today's guest believes the path to long-term client relationships starts with one powerful question: What brings you joy? By focusing on leading with purpose and values, he has grown a $200M firm and attracted clients who align with his philosophy. Larry Sprung is the founder of Mitlin Financial, an advisory firm based in Hauppauge, New York, and affiliated with Carson Group, that serves 200 client households. In this episode, he shares how he begins prospect meetings with open-ended "joy" questions to set a nonjudgmental tone and show prospects that his firm is focused on their well-being, not just their finances. Listen in to learn how Larry has built trust before prospects ever book a call, how his values-first mindset has led to a loyal client base, and how he's now intentionally scaling after years of running a lifestyle practice.  For show notes and more visit: https://www.kitces.com/457

    1 h y 30 min
  6. Ep 456: Expanding From $75M Solo To $260M Multi-Advisor Team By Creating A Company Blueprint Of How Clients Will Be Served with Hilary Hendershott

    23 SEP

    Ep 456: Expanding From $75M Solo To $260M Multi-Advisor Team By Creating A Company Blueprint Of How Clients Will Be Served with Hilary Hendershott

    Scaling a solo advisory firm into a thriving team-based business takes more than strong systems—it takes a shared sense of purpose and values that guide every decision. This episode explores how one advisor used a living "Blueprint" to align her team, empower her staff, and create a consistent, values-driven client experience. Hilary Hendershott is the founder of Hendershott Wealth Management, an RIA based in San Jose, California, overseeing $260 million in AUM for 150 client households. Listen in as she shares how her firm's "Blueprint" (anchored by individual callings, an ultimate intent, and a firm-wide promise to create safety and openness) shapes internal culture and client communication alike. You'll learn how this document differs from a traditional mission statement, how it evolves with team input, and how it supports key business decisions.  For show notes and more visit: https://www.kitces.com/456

    1 h y 30 min
  7. Ep 455: Adding Hard-Dollar Value For HNW Executives By Guiding Them In Negotiating For More (Equity) Compensation with Emily Shacklett

    16 SEP

    Ep 455: Adding Hard-Dollar Value For HNW Executives By Guiding Them In Negotiating For More (Equity) Compensation with Emily Shacklett

    Executive pay packages are complicated—which often leads to these individuals leaving money on the table. From equity negotiations to non-compete clauses, the right financial advisor can help clients fight for what they're worth. In this episode, we dig into how advisors can create real value for their clients during career transitions. Emily Shacklett is a Managing Director at Fairport Wealth, a practice within Hightower Advisors that manages $4.8 billion in AUM for 2,000 households. Listen in as Emily shares how she guides executives through every aspect of their compensation package, from salary and bonuses to stock options and workplace flexibility. We also talk about how she also offers value by determining when these clients would benefit from coordinating with an attorney (and having a list of vetted partners ready when they do), how she conducts educational events targeted at individuals who fit her ideal client profile, and her own path to leadership in her practice. For show notes and more visit: https://www.kitces.com/455

    1 h y 30 min
  8. Turning Abstract Behavioral Finance Research Into Practical Tools To Better Client Outcomes with Dr. Daniel Crosby

    9 SEP

    Turning Abstract Behavioral Finance Research Into Practical Tools To Better Client Outcomes with Dr. Daniel Crosby

    Behavioral finance is often viewed as abstract but it can be a powerful, practical tool for helping clients make better decisions and build lives that align with what matters most. This episode explores how applying behavioral insights and positive psychology can deepen client relationships and drive more meaningful planning conversations. Dr. Daniel Crosby is the Chief Behavioral Officer at Orion, a technology platform serving financial advisors. Listen in as Daniel shares how he's turned complex behavioral concepts into usable advisor tools, including a "money personality" framework and a flourishing goals assessment. We talk about why understanding where clients fall on five key money dimensions - like communication style or spending vs. saving - can help reduce judgment and improve client outcomes, and how identifying gaps between what clients value and how they feel they're doing in life can spark more relevant financial goals. Daniel also reflects on why advisors must examine their own money beliefs and blind spots, and how practicing nonjudgmental listening may be the most powerful behavioral tool of all. For show notes and more visit: https://www.kitces.com/454

    1 h y 30 min
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The Financial Advisor Success podcast brings you real success stories and insights from the most successful financial advisors, and leading industry consultants, about how to take your advisory business to the next level. Get a glimpse of what it's like behind the scenes building a successful advisory business, and how entrepreneurial advisors navigate the inevitable highs, and lows, of growing a firm. Whether you're a new financial advisor trying to get started on the right foot, or an experienced advisor who's hit a wall, we're here to give you the insights and inspiration you need to break through and reach the level of success you want to achieve. Subscribe to the show, and get even more at the leading industry blog Nerd's Eye View at www.Kitces.com.

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