Ep 417: Establishing Your Authority As An Expert By Following A Short Book Formula For Authorship with Paul G McManus
Release Date: 12/24/2024
Ep 484: Scaling To $1B AUM By Recognizing Your (Rainmaker) Strengths And Delegating The Rest with Jake Falcon
Financial Advisor Success
At some point, firm founders often find that their time is divided between attracting new clients and serving current ones (and running their business). This episode explores how it's possible to delegate technical work to a centralized planning team, segment clients by revenue, and leverage asynchronous communication tools to create client touchpoints while devoting significant time to closing new clients. Jake Falcon, founder of Falcon Wealth Advisors, has built a $1 billion advisory firm for nearly 900 client households in part by focusing on his strengths as a 'rainmaker' bringing...
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Ep 483: Closing (More Affluent) Clients in The First Meeting with an “Approach Talk” Method to Create Urgency with Erin Botsford
Financial Advisor Success
What does it take to close a high-net-worth client in the very first meeting? For Erin Botsford, the answer is for an advisor to position themselves as a risk expert and to create a sense of urgency to act in the prospects' minds. Erin is the founder of The Advisor Authority, and has developed a step-by-step formula for advisors to close more upmarket clients faster. She joins the show today to share how advisors can create positive first impressions by creating a "founders video", help prospects recognize their potential risk exposures in estate planning and insurance, and create...
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Ep 482: Growing To $500M AUM In 7 Years by Connecting with Your Ideal Clients on LinkedIn with Justin Brownlee
Financial Advisor Success
What if just the 10 'right' people seeing your content could grow your firm faster than 10,000 random viewers? Growing an advisory firm doesn’t always require reaching the largest audience. In many cases, the right audience—clearly defined and intentionally engaged—can be far more powerful than broad visibility. Justin Brownlee has built a $500 million RIA serving just 75 households by targeting a specific niche and using LinkedIn with intention. In this episode, we break down how he created focused blog and podcast content for his ideal target client, strategically built a...
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Ep 481: Leveraging Technology To Rapidly Scale Growth Delivering Financial Planning To Next Generation Clients with Adam Dell
Financial Advisor Success
Reaching next-generation clients at scale often requires rethinking how financial planning is built, priced, and delivered. This episode explores how a tech-forward, flat-fee model can expand access to planning, create a consistent client experience, and unlock new growth channels both through direct-to-consumer marketing and partnerships with other advisory firms. Adam Dell is the founder of Domain Money, an RIA that operates virtually nationwide, serving 1,400 clients and expecting to generate approximately $10 million in revenue this year. Listen in as Adam shares how his firm built a...
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Ep 480: Growing To $660M Of AUM By Leveraging SEO (And Now AEO) To Build A Durable Pipeline Of Good-Fit Prospects with Helen Stephens
Financial Advisor Success
Search has changed—and so has the way advisory firms can earn visibility online. This episode explores how early investments in SEO can compound over time, how today’s “findability” now includes AI tools like ChatGPT, and what it takes to build a marketing engine that not only attracts the right prospects, but also supports sustainable firm growth for the long haul. Helen Stephens is the founder of Aspen Wealth Management, an RIA based in Fort Worth, Texas, that oversees $670 million in assets under management for 342 client households. Listen in as Helen shares how her SEO strategy...
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Ep 479: Maintaining Good Work/Life Balance While Adding Advisors And 4Xing The Firm To $315M with Andy Panko
Financial Advisor Success
Scaling an advisory firm is often framed as a tradeoff - more clients and complexity in exchange for less time and flexibility. This episode explores how advisors can grow in a way that protects the lifestyle they want. Andy Panko is the owner of Tenon Financial, an RIA based in Metuchen, New Jersey, that oversees $323 million in assets under management for 105 client households. He joins the show today to share why he chose to hire two additional advisors (even though his solo practice already met his lifestyle goals), as well as why he prioritized hiring mid-career professionals who could...
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Ep 478: Fixing Advisory Firm Marketing Funnels So The Phone Actually Rings With Prospects with Kendra Wright
Financial Advisor Success
Most advisory marketing doesn’t fail because advisors aren’t trying—it fails because the funnel breaks in predictable places, leaving great content and good intentions without a clear path to consistent leads. This episode explores the most common “break points” in advisor marketing funnels, as well as what it takes to build a strategy that attracts the right prospects, communicates value quickly, and makes it easy for prospects to take the next step towards becoming a client. Kendra Wright is the owner of Rebel Media Agency, a marketing firm based in Austin, Texas, that helps RIAs...
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Ep 477: Finding Real Uses For AI Tools Not Just To Gain Efficiency But Create More (Customized) Value For Clients with Christopher Haigh
Financial Advisor Success
While Artificial intelligence (AI) tools offer financial advisors the prospect of greater operational efficiency, the real opportunity goes beyond saving time. This episode explores practical ways advisors can use AI not only to streamline workflows, but also to elevate the client experience with clearer insights, stronger storytelling, and deliverables that make a firm’s value instantly tangible to prospects and clients. Christopher Haigh is the CEO of Iconoclastic Capital, an RIA based in Rochester, New York, that oversees approximately $60 million in assets under management for 120 client...
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Ep 476: Making The Decision To Add A Partner (After Leaving A Partnership Yourself) While Approaching $500M AUM with Kathy Longo
Financial Advisor Success
Building an advisory firm that can outlast its founder often requires challenging decisions, especially for entrepreneurs who intentionally left prior partnerships to lead a firm on their own. This episode explores what it looks like to design succession on your own terms, balance growth with cultural clarity, and make partnership, hiring, and operating-system choices that can lead to sustainable growth. Kathy Longo is the founder of Flourish Wealth Management, an RIA based in Edina, Minnesota, that oversees $455 million in assets under management for 163 client households. Listen in as Kathy...
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Ep 475: Adding Deeper Tax Planning Capabilities (And Generating More Google Reviews In The Process) To Grow To $600M Of AUM with Erik Brenner
Financial Advisor Success
Tax planning has become an integral part of a comprehensive financial planning service offering and a way for advisors to offer hard-dollar value for their clients. In this episode, we explore how integrating tax preparation, proactive tax planning, and outside tax expertise can deepen client value, diversify revenue, and accelerate firm growth. Erik Brenner is the CEO of Hilltop Wealth and Tax Solutions, an RIA based in Mishawaka, Indiana, overseeing approximately $600 million in AUM for 830 client households. Listen in as Erik shares how he doubled his firm’s AUM in three years in part by...
info_outlinePaul G McManus is the CEO of More Clients More Fun, a marketing company that helps financial advisors conceptualize and publish their own book in a consolidated 6-week process. Paul advises financial advisors to write books not for potential royalties, but rather to establish their authority, differentiate themselves from competitors, and enhance client engagement. In this episode, he talks about how even a short book can achieve these goals, as well as how advisors can use books they've written to foster initial trust with prospects.
Listen in as Paul shares how he assists advisors in creating concise books that can be read quickly—enhancing the probability of completion—and using Amazon's self-publishing platform for cost efficiency and update flexibility benefits. You'll learn about his six-week book production process, what he has seen advisors do to promote their books successfully, how a book can be used to grow marketing lists, and more.
For show notes and more visit: https://www.kitces.com/417