Ep 395: The Rise Of Bank Financing To Fund Independent Advisor Acquisitions And Succession Plans With Dustin Mangone
Release Date: 07/23/2024
Ep 498: Hiring A COO And Creating Partnership Paths Early To Drive Enterprise Value On The Path To $3B AUM with Christine DeMao
Financial Advisor Success
Passing the torch to next-gen leaders requires more than paperwork; it demands deep cultural investment, transparent career pathing, and a training ground for collective decision-making. Today’s guest highlights the profound personal and corporate transformations that happen when a firm commits to cultivating sustainable human capital. Christine DeMao is the COO of Gibson Capital, a $3B national RIA serving ultra-high-net-worth families. In this episode, she shares her 18-year journey from entry-level portfolio administrator to "boomerang" equity partner. In this episode, Christine explains...
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Ep 497: Growing From Solo To Siloed Partnership To A $3.3B Enterprise Ensemble (Without Taking Outside Capital) with Shane Morrow
Financial Advisor Success
Evolving a financial advisory practice is less about individual client ownership and more about aligning multiple practices under a unified corporate mission. Today’s guest pulls back the curtain on the operational, cultural, and logistical realities of transforming a decentralized partnership into a centralized enterprise ensemble. Shane Morrow is the CEO of Iron Bridge Wealth Counsel, a hybrid advisory firm headquartered in Austin, Texas, that manages $3.3 billion in assets under management across more than 2,600 client households. In this episode, Shane discusses his professional...
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Ep 496: Lessons Learned From Building A $60B Advisory Enterprise with Shannon Eusey
Financial Advisor Success
Scaling a financial advisory firm from a startup with no clients into a national enterprise managing tens of billions of dollars: Today’s guest offers practical insights into scaling, whether you're building an advisory firm or leading a growing organization, without losing sight of people, purpose, and client service. Shannon Eusey is the Chairman and Co-Founder of Beacon Pointe Advisors, one of the largest RIAs in the country. In this episode, she shares how she and her father launched a firm with a vision for scale, why acquisitions became a key growth strategy, and how Beacon Pointe...
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Ep 495: Scaling To $3.5M Of (Flat-Fee) Revenue by Leaning into A Unique Retirement Income Approach with Bradley Clark
Financial Advisor Success
What does it take to build a successful advisory firm using a flat-fee model instead of charging based on assets under management? And how can advisors scale effectively while still delivering highly personalized retirement income planning and maintaining strong client relationships? Bradley Clark is the founder of Clark Asset Management, a remote RIA overseeing $1.6 billion in assets under management for 340 client households. In this episode, Bradley shares how he has grown his firm by focusing on flat fees for clients nearing and in retirement, and why he...
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Ep 494: Training Next-Gen Advisors In Business Development By Getting Really Clear About Who They Serve And How They Help with Kristin Harad
Financial Advisor Success
What does it take for next-generation advisors to become confident in business development without feeling overly sales-focused? And how can they build stronger relationships, have more authentic conversations, and generate warmer leads over time? Kristin Harad is the founder of Full Advisor Coaching, a marketing and coaching firm for financial advisors that teaches all of that and more. In this episode, Kristin breaks down how to make prospecting feel far more natural and effective for newer advisors, as well as how advisors can overcome the fear of sounding “salesy.” We also discuss...
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Ep 493: Growing To $350M AUM By Putting Client Cash Flow At The Center Of The Planning Process with David Mozeika
Financial Advisor Success
Budgeting – less about rigid restrictions, more about changing mindsets on using income effectively. Today’s guest shares a different approach to financial planning: one that focuses less on restricting spending and more on creating intentional systems that help clients save automatically and use their income more effectively. David Mozeika is the founder of TOMORO, an RIA based in Red Bank, New Jersey, that oversees $350 million in assets under management for 600 client households. In this episode, David explains how his “income under management” philosophy helps clients treat...
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Ep 492: Getting Your (Virtual) Team’s Best Work Through Steward Leadership On The Growth Path To $500M with Mary Chapman
Financial Advisor Success
It takes intentionality to build a thriving hybrid workplace without losing accountability, culture, or client experience. In this FASuccess, Mary shares how she has successfully blended remote flexibility with high standards by applying the principles of steward leadership. Mary Chapman is the chief operating officer of Cummings Wealth Management Group, a hybrid advisory firm based in Charleston, South Carolina, that oversees $500 million in assets under management for 260 client households. In this episode, Mary shares how clear communication, defined expectations, and...
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Ep 491: Earning Premium Planning Fees By Demonstrating Hard-Dollar Tax Savings For Business Owner Clients with Patrick Lonergan
Financial Advisor Success
What would it take for a client to happily pay you $70,000+ per year… and feel like they’re getting a bargain? In the case of today's guest, it's building a high-value advisory firm by helping business owners unlock significant tax savings, often in the hundreds of thousands of dollars. Patrick Lonergan is the founder of Vital Wealth, an RIA based in Clinton, Iowa, that generates $2.5 million in annual advisory fee revenue for approximately 100 client households. In this episode, Patrick breaks down how he structures his services around a clear, tiered tax strategy approach,...
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Ep 490: Attracting And Retaining HNW Clients By Being More Available For Their Multigenerational Family Needs with Liz Miller
Financial Advisor Success
For high-net-worth clients, financial planning is often not just about managing their money during their lifetimes, but also a matter of preparing the next generation to inherit family wealth. Which suggests that meeting with clients' children can both offer value for current clients and also begin a relationship with the next generation that could last for decades to come. Liz Miller is the founder of Summit Place Financial Advisors, a $300M firm she built by focusing on deep relationships and multigenerational planning. Listen in to hear how she raises multigenerational conversations with...
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Ep 489: Winning More Clients By Talking Less And Reducing Friction For Prospects with Sara Grillo
Financial Advisor Success
For financial advisors, it might seem intuitive to spend time with prospects explaining the value they can offer. However, doing most of the talking can leave prospects unsure whether the advisor truly understands their needs, potentially discouraging them from becoming a client. In this episode, we welcome Sara Grillo, a marketing specialist for financial advisors, to discuss how focusing less on an advisor's expertise and more on what their prospects are truly worried about can lead to winning more clients. Sara also shares how to reduce friction in advisior marketing so...
info_outlineDustin Mangone is the Director of Investment Advisor Services of PPL Loan, a firm based out of Texas that facilitates conventional bank loans to financial advisors. Dustin's firm uniquely enables financial advisors to access bank lending—a traditionally difficult source of debt capital in the advisory industry—for financing various transactions, including RIA and independent broker-dealer acquisitions, internal succession plans, and other growth initiatives. This approach provides vital support for advisors looking to expand or transition their businesses.
Listen in as Dustin shares how his firm partners with banks to provide loans to financial advisors purchasing advisory firms, enabling sellers to receive the purchase price upfront and increasing loan amounts as advisor repayment success grows. He discusses the key financial metrics used to determine loan amounts for mergers and acquisitions, such as the buyer’s capitalization and the selling firm’s recurring revenue, and explains how these loans support both full purchases and partial buy-ins during internal firm successions. Dustin also touches on current trends in advisory firm valuations, the differences between conventional bank loans and Small Business Administration loans, and the continued robust financing opportunities for advisory firm transactions, underscoring the inherent stability of these businesses due to their long-term client relationships.
For show notes and more visit: https://www.kitces.com/395