Ep 448: Attracting More Ultra-HNW Clients By Taking The Time To Due Diligence More Alternative Investments with Monish Verma
Release Date: 07/29/2025
Ep 464: Hiring A Director Of Talent To Shape The Development Of Next Generation Advisors (And The Lead Advisors Who Train Them) with Katie Calagui
Financial Advisor Success
Attracting and retaining top talent is one of the greatest challenges for growing advisory firms. As teams expand, success depends not just on recruiting, but on creating a culture where people feel valued, supported, and empowered to grow. This episode explores how intentional talent development and leadership coaching can help firms build thriving, future-ready teams. Katie Calagui is the owner of Katie Calagui Consulting, a coaching and consulting firm that partners with financial planning leaders to strengthen their people systems and firm culture. Listen in as Katie shares how firms can...
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Ep 463: Generating 10-15 Referrals Per Week By Coaching Clients To Make More Effective Introductions with David Stevens
Financial Advisor Success
While many advisors seek client referrals, an intentional approach can lead to a steadier flow of leads. Today's guest breaks down how coaching clients on making introductions and small communication tweaks can turn satisfied clients into proactive advocates, driving steady, qualified opportunities week after week. David Stevens is the President of Stevens Capital Partners, an RIA based in Omaha, Nebraska, managing $500 million in AUM for 475 households. Listen in as David shares how he’s built a thriving referral engine—receiving 10 to 15 client introductions per week—by teaching...
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Ep 462: Making The Tough Decision To Change Firms To Find The Path To Equity Ownership You’re Seeking with Maggie Rapplean
Financial Advisor Success
Finding the right firm fit (and a well-defined path to partnership) can take time—and sometimes, the courage to start over. From wirehouse beginnings to RIA partnership, Maggie Rapplean’s journey shows how clarity, persistence, and the right environment can open the door to both ownership and balance. Maggie is a Partner at Moneta Group, an RIA based in St. Louis, Missouri, where she oversees $250 million in AUM for 108 client households. Listen in as she shares how her career transitions have helped her find the equity path she was seeking. We talk about how she successfully took over a...
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Ep 461: Helping Clients Live Intentionally And Generously With Charitable Giving Events (That Also Drive New Growth) with Zac Larson
Financial Advisor Success
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....
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Ep 460: Establishing The Operational Systems It Takes To Truly Serve Ultra-HNW Clients Effectively with Stephanie Hughes
Financial Advisor Success
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...
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Ep 459: Working More Collaboratively With Clients’ CPAs For Better Tax Planning (And Cross-Referral) Outcomes with Steven Jarvis
Financial Advisor Success
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...
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Ep 458: Overcoming Perfectionism Burnout While Still Serving Clients Well With A Standard Of “Calm Excellence” with Lisa Brown
Financial Advisor Success
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...
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Ep 457: Making Financial Planning Less Scary For New Clients By Focusing First On What Brings Them Joy with Larry Sprung
Financial Advisor Success
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...
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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
Financial Advisor Success
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...
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Ep 455: Adding Hard-Dollar Value For HNW Executives By Guiding Them In Negotiating For More (Equity) Compensation with Emily Shacklett
Financial Advisor Success
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,...
info_outlineHigh-net-worth individuals often already have a financial advisor, but many aren’t receiving the in-depth investment education or portfolio customization they truly need. That's where Monish Verma comes in. He joins the show today to share his strategy for converting HNW prospects into clients, as well as how a tailored approach to alternative investments and client education can become a powerful differentiator for winning (and keeping) affluent clients.
Monish is the CEO of Vardhan Wealth Management, a DBA of Summit Financial, based in Farmington Hills, Michigan, that oversees $560 million in AUM for 225 households. Listen in as he shares how his willingness to spend more time upfront educating prospects and clients has led to higher trust, retention, and referrals. You'll also hear how his team carefully vets alternative investments and helps clients understand where they fit in their portfolios, why he encourages mutual “interviews” with prospects to ensure good long-term fit, and how breaking away from the wirehouse world gave him the autonomy to grow his business on his own terms, while still benefiting from shared services by working with an RIA platform.
For show notes and more visit: https://www.kitces.com/448