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Financial Advisor Success: Daily Summaries Delivered
by Michael Kitces
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.
Latest Episodes
The most recent episodes — sign up to get AI-powered summaries of each one.
- 3 days ago1h 30m
Ep 492: Getting Your (Virtual) Team's Best Work Through Steward Leadership On The Growth Path To $500M with Mary Chapman
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 intentional workflows can create a stronger team culture while still giving employees the freedom and flexibility modern workplaces demand. We also talk about how her firm structures its hybrid work model, what has reduced the need for micromanagement, and how they ensure the client experience remains consistent no matter where employees are located. For show notes and more visit: https://www.kitces.com/492
- 1 weeks ago1h 30m
Ep 491: Earning Premium Planning Fees By Demonstrating Hard-Dollar Tax Savings For Business Owner Clients with Patrick Lonergan
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, starting with foundational optimizations and progressing into more advanced, high-impact planning techniques. Listen in to learn how these strategies go beyond tax savings to support better cash flow, smarter reinvestment decisions, and long-term wealth building for entrepreneurs, as well as how delivering clear, tangible value has turned his clients into powerful referral engines. For show notes and more visit: https://www.kitces.com/491
- 2 weeks ago1h 30m
Ep 490: Attracting And Retaining HNW Clients By Being More Available For Their Multigenerational Family Needs with Liz Miller
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 clients and their children and how she converts clients' children from regular contacts to fee-paying clients. Liz also discusses how she finds that ensuring "nothing falls through the cracks" can be more valuable than chasing returns (and the value of checklists to support this task) as well as why she lets her high-net-worth prospects lead off discovery meetings with their most pressing concern rather than starting with her own qualifications and services. For show notes and more visit: https://www.kitces.com/490
- 3 weeks ago1h 30m
Ep 489: Winning More Clients By Talking Less And Reducing Friction For Prospects with Sara Grillo
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 prospects are more likely to take action and her practical approach to content creation, including how to turn real client questions into high-value content and how targeted content can drive both visibility and referrals. For show notes and more visit: https://www.kitces.com/489
- May 5, 20261h 30m
Ep 488: Bringing Hiring In-House To Support Rapid Growth After Doubling AUM To $600M In One Year with Joe Schmitz Jr.
How do you scale a financial advisory firm to 40+ staff and $630M AUM in just a few years without breaking your hiring, culture, or client experience? In this episode, you'll hear about the hiring and marketing strategies fueling this kind of growth and how being open about a firm's values can lead to greater retention of both clients and team members. Joe Schmitz Jr. is the founder of Peak Retirement Planning, a hybrid advisory firm based in Columbus, Ohio, that oversees $630 million in assets under management for approximately 1,000 client households. He joins the show today to share how he built a high-performance hiring engine that attracted over 5,000 applicants in a single year and turned them into a values-aligned, growth-focused team. He also talks about how his firm uses a structured, tech-enabled hiring process to identify the right people, why recruiting straight from colleges has been a competitive advantage, and how engaging in multiple synergistic marketing tactics has led to the strong flow of prospects his firm receives. For show notes and more visit: https://www.kitces.com/488
- Apr 28, 20261h 30m
Ep 487: Building The Team And Tech To Serve Thousands Of (Advice-Only) Clients Efficiently with Lori Atwood
Growing a client base from the hundreds into the thousands requires both tech and talent. Today's guest discusses how she's done both in order to serve more than 3,000 advice-only clients over the past three years. Lori Atwood is the founder of Fearless Finance. In this episode, she shares why she built her own internal planning software platform to meet the needs of her ideal target clients, how her "hub-and-spoke" advisor structure helps maintain culture and consistency across her firm, and how she spends 18% of her revenue on client acquisition yet ends up with a per-client acquisition cost that's lower than the industry average. Lori also discusses how prospects (who sometimes use AI tools to answer personal finance questions) often come to her for "confirmation, not information" on their financial situations and how she's found it gratifying to be the first call her (largely working-age) clients make when they face an unexpected financial contingency and to be able to provide them with meaningful solutions. For show notes and more visit: https://www.kitces.com/487
- Apr 21, 20261h 29m
Ep 486: Lessons Learned from How Mega-RIAs Are Scaling Their People to Support Growth with Lisa Crafford
What does it take to scale an advisory firm from a small practice into a true enterprise? Today's episode offers a deep look at what really happens as firms grow into multi-billion-dollar businesses, including hiring strategies, leadership team growth, and equity strucutres for employees. Lisa Crafford is the Head of Advisory at Constellation Wealth Capital, and she joins the show today to discuss the importance of the human resources function for growing firms, how advisory firm leaders can start to shed the many 'hats' they wear, and why adding to the executive team can be a force multiplier despite the compensation they might earn. Listen in to learn why scaling an advisory firm eventually becomes less about clients and more about people, leadership, structure, and building an organization that can operate beyond the founder. For show notes and more visit: https://www.kitces.com/486
- Apr 14, 20261h 30m
Ep 485: Exercises to Help Clients Better Navigate the Transition to Retirement After Having Done It Yourself with Michael Kay
While financial advisors and their clients often focus on creating a succesful retirement income plan, a successful, meaningful retirement goes well beyond dollars and cents. In this episode, we dive into the deeper side of the retirement transition and why many high-performing professionals (including financial advisors) underestimate the psychological shift that comes with leaving a decades-long career. Michael Kay is a retired financial advisor and a current life coach and author, and joins the show today to share the personal challenges he faced transitioning from advisory firm owner to retiree. Listen in to learn practical exercises and questions that financial advisors can use to help clients prepare for life beyond their careers. You'll hear how to help retirees design what their weeks will actually look like, how to think through changes in social structures after leaving the workplace, and how finding new ways to make a meaningful impact can create purpose in retirement. For show notes and more visit: https://www.kitces.com/485
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About Financial Advisor Success
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.
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