Ep 412: 3X’ing The Business With No More Than 50 Great Clients By Hyperfocusing On Who You Can Add The Most Value For with Anjali Jariwala
Release Date: 11/19/2024
Ep 434: Attracting HNW Clients By Focusing Not On Estate But Legacy Planning Instead with Vanessa N. Martinez
Financial Advisor Success
Vanessa N. Martinez is the CEO of Expressive Wealth, an RIA based out of Chicago that oversees $135 million in assets under management for approximately 70 client households, including 10 ‘core’ ultra-high-net-worth families. What’s unique about Vanessa is how her firm goes beyond traditional estate planning to help high-net-worth clients engage in in-depth legacy planning. This approach ensures clients pass down not just their assets, but also the values and principles that helped them build their wealth. Listen in as Vanessa shares how she guides clients through a multi-meeting...
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Ep 433: When You 10X Your Advisory Firm To Over $20M Of Revenue… And Want To 10X Again with Cameron Passmore
Financial Advisor Success
Cameron Passmore is the CEO of PWL Capital, a wealth management firm based out of Ottawa, Canada, that oversees just over $5 billion Canadian dollars (or approximately $3.5 billion U.S. dollars) in assets under management for 2,400 client households. What’s unique about Cameron is that after growing his firm’s revenue from $2 million to over $20 million as an independent firm over the past decade, he recognized that the next phase of growth required a different approach. By combining with a larger financial conglomerate, he positioned the firm to pursue another 10X growth opportunity in...
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Ep 432: Crafting ‘Input Deliverables’ That Show Financial Planning Value To Clients Without Creating Busy-work with Seth Scott
Financial Advisor Success
Seth Scott is the founder of Heartwood Financial Planning, an advisory firm in Fresno, California that manages $100 million in assets for 850 client households. What makes Seth’s approach unique is his development of an “input deliverable” that simplifies tax planning for his ideal target client, allowing him to demonstrate value without creating time-intensive, custom reports for each individual. By offering this tool, he not only saves time, but also builds trust with prospective clients who may later seek more comprehensive financial planning services. In this episode, Seth also...
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Ep 431: Successfully Navigating Money Conflicts Within Client Couples with Nick Rodkin
Financial Advisor Success
Nick Rodkin is the managing partner of Stoic Financial, an LPL-affiliated advisory firm based in Florida that oversees $107 million in assets under management for 70 client households. What’s unique about Nick is that after nearly 15 years as a financial advisor, he pursued a master’s degree in marriage and family therapy to enhance his ability to help couples resolve financial conflicts. This additional expertise allows him to address relationship dynamics that may hinder financial decision-making and the implementation of his financial planning recommendations. Listen in as Nick shares...
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Ep 430: Navigating The Fast-Growth Hiring Challenges Of Scaling From Scratch To $5M Of Revenue In Just 7 Years with AJ Ayers
Financial Advisor Success
AJ Ayers is the co-founder of Brooklyn Fi, an RIA based in Brooklyn—but operating as a fully remote business—that oversees $370 million in assets under management for more than 400 client households. What’s unique about AJ is how she and her business partner successfully tackled the hiring, training, and operational challenges of rapidly scaling their advisory firm from the ground up to $5 million in revenue in just seven years. Their strategic approach to systems and processes allowed them to sustain growth while maintaining efficiency and service quality. Listen in as AJ shares how she...
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Ep 429: What It Takes To Really Help (HNW) Business Owners Navigate Their Wealth With Purpose with Ali Nasser
Financial Advisor Success
Ali Nasser is the Founder of the Wealth Integration System for Entrepreneurs (WISE), an education and coaching company based out of Houston that works with entrepreneurs facing a liquidity event and trying to figure out what’s next—as well as the financial advisors who serve them. Having built a successful advisory business by helping high-net-worth entrepreneurs align their financial goals with their entrepreneurial mindset, even when it conflicted with traditional financial planning advice, Ali's approach was so effective that he eventually sold his advisory firm to focus exclusively on...
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Ep 428: Leveraging (Salesforce) CRM To Really Systematize A Mid-Sized Advisory Firm with Lorie Jones
Financial Advisor Success
Lorie Jones is the Wealth Manager at Fearless Financial Advisors, a DBA of hybrid advisory firm Fidelis Wealth Advisors based out of Colorado, where she oversees $30 million in assets under management for 88 households. What sets Lorie apart is how she maximized the capabilities of Salesforce CRM—typically used by larger firms due to its advanced features and higher cost—to streamline processes and workflows while working at a mid-sized advisory firm without the need for costly Salesforce developers, demonstrating how a well-optimized CRM can enhance efficiency across the firm. Listen in...
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Ep 427: Finding The Director Of Operations That Can Rebuild Your Team To Get To The Next Level with Sten Morgan
Financial Advisor Success
Sten Morgan is the owner of Legacy Investment Planning, a hybrid advisory firm based in Franklin, Tennessee, that oversees $220 million in assets under management for 90 client households. Today Sten joins the show to share how he made the difficult decision to turn over his entire original team and rebuild with a new director of operations to create a stronger foundation for future growth. He explains how he identified cultural and operational misalignments, navigated tough conversations with employees, and structured his hiring process to ensure the right people joined his firm. ...
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Ep 426: Rolling Out An Equity Compensation Plan To Align The Entire Team On Client Service And Profitable Growth with Jennifer des Groseilliers
Financial Advisor Success
Jennifer des Groseilliers is the CEO of The Mather Group, an RIA based in Chicago, Illinois, that oversees $15 billion in combined assets under management and advisement for approximately 4,400 client households. Today Jennifer shares how her firm has designed an program of broad-based equity awards across the firm to align the interests of employees with the firm’s long-term client service and growth goals. In this episode, Jennifer breaks down how her firm sets performance targets and ensures that employee incentives are tied to the firm’s enterprise value. We also discuss how...
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Ep 425: Implementing A Financial Planning Quality Control System To Improve Both Client Outcomes And Referrals with Sebastian Guerra
Financial Advisor Success
Sebastian Guerra is the President of Guerra Wealth Advisors, a hybrid advisory firm based in Miami with nearly $15M of revenue and almost 60 team members, supporting over 1,700 client households. What's unique about Sebastian is how his firm has implemented a quality control system where a team member follows up with clients right after their advisor meetings to gather feedback and ensure high service standards. This approach not only improves the client experience, but also encourages referrals, online reviews, and social media engagement by prompting clients to act immediately after...
info_outlineAnjali Jariwala is the Founder of FIT Advisors, a California-based RIA that operates virtually nationwide, managing $65 million in assets for 45 client households. Over the past six years, Anjali has tripled her annual revenue from $250,000 to $750,000 while only adding a net of 10 client households by focusing on physicians with complex tax needs and small business owners with revenues of $5M-$20M. She achieved this growth by enhancing her service offerings with advanced financial planning and CFO services, while raising her fees to reflect the increased value.
Listen in as Anjali shares how she transitioned from paid ads to creating niche-specific blog and podcast content that continues to attract high-quality prospects long after she paused active content creation to support her clients and manage personal stress during the early days of the COVID pandemic. She discusses her strategic approach to growing her revenue by raising her minimum annual retainer fee while keeping her client base compact, and how offering tailored services like advanced tax planning and CFO-style business planning justifies these fees for her clients. Anjali also reflects on her decision to limit her client count to enhance service quality, her use of an outsourced Chief Investment Officer to conduct investment research and cue up trades for her to execute, and how she defines success now that she has built a financially thriving practice.
For show notes and more visit: https://www.kitces.com/412