RIA Edge: Recent Episodes
Mark Bruno
RIA Edge is the only podcast that focuses on how the wealth management industry’s top RIAs are growing their businesses through M&A and strategic organic growth plans. Hosted by Mark Bruno, RIA Edge provides leaders of advisory firms with research, best practices and recommendations that are designed to drive intentional growth. Guests of RIA Edge will share how they have grown through acquisition, strategic partnerships, improved marketing or client acquisition strategies – and ultimately, how they became one of the industry’s most influential players.
In this episode of the RIA Edge podcast, host David Armstrong speaks with Kay Lynn Mayhue, president of Merit Financial, about the firm’s approach to growth as it reaches $24 billion in assets under management and celebrates its 50th acquisition. Mayhue discusses Merit’s recent capital partnership with Constellation Wealth and how the firm balances aggressive M&A activity with organic growth initiatives.
Mayhue explains Merit’s three partnership models—succession, leadership, and growth—and how the firm has evolved to attract larger, more sophisticated advisory practices. She emphasizes Merit’s philosophy that organic growth responsibility belongs at the company level rather than with individual advisors, allowing advisors to focus on client relationships while the firm develops strategic alliances and referral programs to drive new business.
Key insights:
- How Merit Financial maintains a unified brand across all 50+ offices, which Mayhue credits with creating operational efficiencies while still allowing advisors significant autonomy within established guardrails
- How the firm’s approach to advisor efficiency varies based on client demographics and advisor growth potential, with top producers receiving additional support to maintain growth capacity
- How strategic partnerships with CPAs, banks, and retirement plan advisors serve as critical organic growth channels for Merit advisors
- How Merit’s leadership team development has been crucial to its scaling strategy, with Mayhue advising firms to hire strategic leadership positions earlier than they think necessary
Resources:
- Listen to the RIA Edge Podcast on WealthManagement.com
- Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts
- Listen and Subscribe to the RIA Edge Podcast on Spotify
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagement.com
- LinkedIn: David Armstrong
- Twitter: David Armstrong
- LinkedIn: Informa
Connect With Kay Lynn Mayhue:
- Merit Financial Advisors
- LinkedIn: Kay Lynn Mayhue, CFP®, AEP®, RFC®
- LinkedIn: Merit Financial Advisors
About Our Guest:
Kay Lynn Mayhue, CFP®, AEP®, RFC®, has played many roles in the financial advisory industry: as a successor, partner, seller, and buyer. This unique and diverse background allows her to be able to relate to advisors in all phases of their careers and mergers and acquisitions.
With a background in financial planning and leadership, her career spans several areas, including advising clients, mergers and acquisitions, and strategic growth. Kay Lynn worked her way up from an entry-level position to earn her seat at the C-Suites table as President of Merit, which oversees $15.96 billion* in RIA and Brokerage assets under management. She holds her CFP®, AEP®, and RFC® and has been a critical decision-maker for two firms over the past twenty years.
Kay Lynn has overseen multiple mergers and acquisitions over the past four years and has been recognized for her position as a female leader in the financial services industry. She is passionate about helping people take their careers – and themselves – to exceptional levels. Kay Lynn’s influence in the industry and her drive for success a driving factors in Merit’s ongoing growth and appeal to growth-oriented advisors.
Is true independence possible at scale? In this episode of the RIA Edge podcast, host David Armstrong talks with Concurrent CEO Nate Lenz about how his fast-growing RIA platform is helping advisors stay independent while accessing the scale, capital and talent needed to grow.
From multi-custodial flexibility to a unique minority partnership model, Lenz shares what is energizing younger advisors looking to remain independent, even as pressures to scale drive business strategy and soaring RIA valuations keep many from being able to afford the benefits of firm ownership.
Key takeaways:
- Why Concurrent launched a “minority, non-control” capital program backed by capital partner Merchant to take ownership stakes in RIAs, arguing the approach aligns incentives with advisors and avoids the roll-up model that often strips away autonomy.
- How the firm’s “Basecamp” platform creates efficiencies that advisors could not achieve alone, even as they retain their own brands and client relationships, and how a “powered by Concurrent” co-branding with partner firms can preserve local culture while signaling national strength.
- How his firm is addressing the “talent wars” by turning inward and building training programs for new advisors. Lenz has a goal to train 100 new advisors over five years through a structured apprenticeship model.
- How Concurrent is using its large 401(k) plan sponsor base and partnerships with firms like TIFIN to create new organic growth channels.
- How higher interest rates have compressed valuations and raised the cost of capital in the RIA M&A market, yet not all firms will respond in the same way. Some well-capitalized firms with equity to deploy still have a strong edge even as they steer clear of auction-style deals where buyers pay unsustainable multiples.
Resources:
- Listen to the RIA Edge Podcast on WealthManagement.com
- Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts
- Listen and Subscribe to the RIA Edge Podcast on Spotify
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagement.com
- LinkedIn: David Armstrong
- Twitter: David Armstrong
- LinkedIn: Informa
Connect With Nate Lenz:
- Website: Concurrent
- LinkedIn: Concurrent
- LinkedIn: Nate Lenz
About Our Guest:
With more than a decade of financial industry experience, Nate Lenz is a leader for advisors looking to realize their potential as entrepreneurs. He is currently the CEO and Co-Founder of Concurrent, a $7 billion OSJ turned RIA that was named an InvestmentNews Best Place to Work in 2023. Concurrent is driven by partnering with advisors to help them grow their independent businesses.
Nate’s career has focused on supporting financial advisors, empowering them to succeed without the backing of big financial services companies. Prior to his work at Concurrent, he was a Co-Founder and Managing Partner at I&A Consulting, focusing on mergers and acquisitions and recruiting experienced advisors. Before that, he was VP of Succession Planning & Acquisitions at Raymond James Financial Services, where he led the in-house consulting team that provided support to 4,000+ RJ independent financial advisors. His previous work helped shape his vision for Concurrent and deepen his investment in guiding independent financial advisors through all phases of the business life cycle.
He graduated from Columbia University and was recognized in 2022 as an InvestmentNews 40 Under 40 honoree.
Scaling growth isn’t just about getting bigger; it’s about vision, discipline and striking the right balance between legacy and innovation.
So how does a $30 billion-plus RIA navigate the complexities of rapid acquisitions, evolving culture and the disruptive promise of AI?
In this episode of the RIA Edge Podcast, host David Armstrong sits down with John Bunch, CEO of Allworth Financial, to unpack how he’s guiding a founder-led firm into a professionally managed enterprise. From people and strategy to the smart use of technology, John shares what it takes to shape the future of advisory services at scale.
John discusses:
- The evolution of Allworth from a founder-led practice to a $30 billion-plus RIA with a national footprint
- His leadership philosophy in transitioning firms from founder-driven to professionally managed organizations
- How acquisitions, large and small, fit into Allworth’s growth strategy and culture
- Why investment management, tax planning and estate services are central to serving today’s high-net-worth clients
- How the firm is using AI and why it is being employee-driven
Resources:
- Listen to the RIA Edge Podcast on WealthManagement.com
- Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts
- Listen and Subscribe to the RIA Edge Podcast on Spotify
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagement.com
- LinkedIn: David Armstrong
- Twitter: David Armstrong
- LinkedIn: Informa
Connect With John Bunch:
- Allworth Financial
- LinkedIn: Allworth Financial
- LinkedIn: John Bunch
About Our Guest:
John Bunch is the Chief Executive Officer at Allworth Financial. Universally recognized within the wealth management industry, he has accumulated an extensive 30-year history of successfully leading and expanding award-winning organizations that serve both retail and institutional clients.
Before coming to Allworth, John spent over three years as the Chief Financial Services Director at Evelyn Partners (formerly Tilney Smith & Williamson), a leading integrated wealth management and professional services firm headquartered in the United Kingdom. Prior to that, he was the Chief Operating Officer and Executive Vice President of Edelman Financial Engines – where he oversaw 130 branch offices – and the Chief Executive Officer of The Mutual Fund Store. Before that, he held several key institutional sector leadership positions, including Executive Vice President at TD Ameritrade and Divisional Senior Vice President at Charles Schwab & Co.
Explosive growth doesn’t happen by accident. It’s fueled by intentional partnerships, strategic resources, and cultural alignment.
In this episode of the RIA Edge Podcast, host David Armstrong sits down with Stan Gregor, CEO of Summit Financial, who shares how his firm has grown from $3 billion to nearly $25 billion in assets since 2020.
He reveals the minority investment model that prioritizes partnership over control, the resources Summit provides to help advisors grow organically and through acquisitions, and the importance of cultural fit. Stan also offers his perspective on private equity’s role in the industry and emerging service trends for RIAs.
Keypoints:
- Summit Financial’s minority investment partnership model and how it differs from roll-up and aggregator structures
- The selective approach to onboarding partners, focusing on cultural fit, aspiration, and willingness to leverage resources
- In-house resources, from legal and estate planning to marketing via Chapman Communications, that drive above-market organic growth
- Industry shifts toward private equity, private credit and alternative investments, and how Summit vets boutique opportunities
- Views on competition, partnership pitfalls and future monetization strategies while maintaining focus on growth and enterprise value
Resources:
- Listen to the RIA Edge Podcast on WealthManagement.com
- Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts
- Listen and Subscribe to the RIA Edge Podcast on Spotify
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagement.com
- LinkedIn: David Armstrong
- Twitter/X: David Armstrong
- LinkedIn: Informa
Connect With Stan Gregor:
- Website: Summit Financial
- LinkedIn: Summit Financial
- LinkedIn: Stan Gregor
About Our Guest:
Stan Gregor is the CEO of Summit Financial LLC. As a senior executive with over 30 years of experience, Stan has operated in banking, private wealth management, investment management, fiduciary trust services, fixed income trading, investment banking, retirement services, insurance, financial planning, and public finance. He has also been involved in acquiring and integrating some of the largest and most complicated banking, wealth management, insurance, and capital markets businesses and cultures with a demonstrated track record of increasing productivity, profitability, and shareholder value.
Most recently, Stan was the founder and co-CEO of Cantor Fitzgerald Wealth Partners (CFWP). Under his leadership, CFWP grew to over $5 billion in assets in less than two years through several strategic acquisitions of RIAs, independent advisors, and wirehouse teams.
Prior to joining Cantor Fitzgerald, Stan was the Head of Wells Fargo Wealth Management -Eastern US Markets and President of Wachovia Wealth Markets. He provided executive leadership to the Eastern U.S. Markets and headed up the Wealth Insurance Division, overseeing the private bank, wealth brokerage, investment management, fiduciary trust services, financial planning, and insurance. Stan was responsible for leading nearly 5,000 team members, generating revenues of $2.5 billion with $69 billion of investment fee-based AUM, $19 billion of deposit balances, and $16 billion of loans.
Prior to Wachovia, Stan was CEO of Commerce Capital Markets, where he directed private wealth management, brokerage, asset management, fixed income trading, derivatives, investment banking, retirement services, insurance, and public finance.
Subsequently, Stan was CEO of Quick and Reilly (Q&R) as one of the visionaries who transformed Q&R from a transactional discount broker to a full-service advisory company. When Q&R was acquired by Bank of America, Stan stayed on as co-CEO of Bank of America Investment Services until 2005.
Over nearly a decade at Citigroup, Stan had several senior executive-level roles leading different divisions, including consumer banking, private wealth management, and Citigroup as Northeast Group Executive Vice President.
James Bogart, founder of Bogart Wealth, has created an organic growth machine, going from $526 million to $3 billion in assets in less than 10 years—client by client, no M&A.
His story shows the benefits of putting in place a strategic, repeatable and intentional growth program (especially for smaller entrepreneurial advisors) and focusing on a distinct niche where those efforts are more easily amplified.
But at $3 billion, and with 40 employees, the growth path starts to look a little different.
In this episode of the RIA Edge Podcast, James describes to host David Armstrong what he is doing now to continue the trajectory—from letting go of some operational oversight to a trusted management executive, to building internal training programs and tapping institutional funding to support the business—all while eyeing his first acquisition.
James and David discuss:
- His early start as a new advisor focused on ExxonMobil executives, hosting education-only retirement planning lunches and dinners—and the metrics he tracked to fine-tune the strategy.
- How COVID-inspired digital seminars dramatically accelerated the firm’s growth
- When, and how, he started to adapt the organization, including departmentalization and multi-point client servicing models.
- Solving the human capital problem with home-grown internal training programs
- The decision to hire Jeffrey Fuhrman, formerly head of Focus Financial firm Coastal Bridge Advisors, as president
- Taking on outside capital for the first time with Constellation Partners
- Why he’s beginning to eye M&A for the first time to continue the growth trajectory.
Resources:
- Listen to the RIA Edge Podcast on WealthManagement.com
- Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts
- Listen and Subscribe to the RIA Edge Podcast on Spotify
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter: David Armstrong
- LinkedIn: Informa
Connect With James Bogart:
- Website: Bogart Wealth
- LinkedIn: Bogart Wealth
- LinkedIn: James Bogart
About Our Guest:
As CEO of Bogart Wealth, James Bogart focuses on maintaining the highest level of customer service possible and seeking to deliver the most effective technology, reporting tools, and analysis to every Bogart Wealth client. A charismatic visionary and next-gen founder with seemingly endless energy, he surrounds himself with people who complement his skills. James promotes a collaborative environment, leading by example and always exemplifying Bogart Wealth’s core values. He sets a high bar for himself and his employees, encouraging everyone to acquire designations that will help them advance their careers and better serve clients.
A seasoned wealth advisor and visionary leader, James takes personal pride in assisting executives, entrepreneurs, and professionals in pursuing their dreams through highly customized financial planning strategies. James’s practice spans wealth plan design, investment management, estate planning, family legacy planning, business succession, charitable giving, asset protection, and retirement concerns, with a special insight and focus on multi-generational strategies. He regularly addresses audiences of industry professionals and senior corporate executives on new and upcoming developments in this field.
Educated at the University of Virginia and Georgetown University, James is an Investment Adviser Representative, a Chartered Financial Consultant® (ChFC®), and a CERTIFIED FINANCIAL PLANNER (CFP®).
James and his wife, Ashley, enjoy spending time with their children, Makenna, Peyton, and Landon. He serves on the board of directors for local non-profit The Hopkins Society. He is also a proud Eagle Scout, remaining active with the Boy Scouts of America. He enjoys golf, travel, reading, and cooking.
It’s not surprising that tech-native firms see the wealth management industry’s high margins and sticky revenue, even with its notoriously disjointed and sometimes subpar tech stacks, and think, “Good business. But it could be better.”
At the recent WealthManagement EDGE conference in Boca Raton, Fla., David Armstrong, director of editorial strategy and operations for the Wealth Management Group at Informa Connect, spoke with Taylor Matthews, co-founder and CEO of Farther, to explore how the firm is seeking to improve the advisor experience and increase the operational efficiency of wealth management firms with home-built technology.
Backed by a handful of well-known venture capitalists, Farther is a “tech-forward” RIA where the user experience improvements are as much for the advisor’s benefit as it is for the client: The goal was to create workflow efficiencies for advisors that translate into increased time spent with more clients than is found at a typical RIA.
Taylor outlines how Farther also supports advisors with built-in marketing, lead generation and operational support. The conversation touches on the firm’s philosophy, use of AI, Taylor’s thoughts on the business investment environment for RIAs, and what the future may hold for his team’s firm.
David and Taylor discuss:
- How Farther’s technology was built from the ground up to solve daily inefficiencies that advisors face with disconnected tech stacks
- Why returning time to advisors is central to Farther’s strategy, enabling them to focus more on client work and growth
- The four-part growth engine at Farther, including done-for-you marketing and lead generation
- How Farther’s internal teams support advisors in areas like estate planning, tax consulting and financial planning
- The firm’s long-term approach to growth without the constraints of private equity and why consolidation is reshaping the industry.
Resources:
- Listen to the RIA Edge Podcast on WealthManagement.com
- Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts
- Listen and Subscribe to the RIA Edge Podcast on Spotify
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter: David Armstrong
- LinkedIn: Informa
Connect With Taylor Matthews:
- Website: Farther Finance
- LinkedIn: Farther Finance
- LinkedIn: Taylor Matthews
About Our Guest:
Taylor leads Farther’s executive team and shapes the overarching strategy for the firm. Prior to founding Farther, Taylor was a member of the leadership team at ForUsAll, where he helped build the fintech retirement advisory firm from $25 million in assets under management to just under $1 billion in his two years there.
Taylor previously co-founded Essmart, a social enterprise distributing tech-for-development products in India, and was an investment banker and management consultant in his early career. He graduated from MIT Sloan with an MBA and Yale with degrees in philosophy and political science.
Taylor lives in San Francisco with his wife, three children, and a very excitable dog. As Victor Hugo wrote, “There is nothing like a dream to create the future.”
Join host David Armstrong, fresh off the Wealth Management Edge Conference in Boca Raton, Fla., as he interviews Michael Henley, founder and chief executive officer of Brandywine Oak Private Wealth. Michael talks about the firm’s rapid growth since leaving Merrill Lynch in 2018 with the help of Dynasty Financial Partners and the focus that helped the firm double its AUM to $1.5 billion since breaking away.
Like many serving HNW and UHNW clients, Henley’s firm takes a tax-centric approach to planning; unlike many similarly sized firms, Brandywine has brought tax preparation in-house, a service enthusiastically embraced by their clients. Henley talks about the conference panel he saw that led him and his firm to dive deep into crypto, educating clients on the technology and, for those who want it, adding a small sleeve to their portfolios.
A culturally young firm of advisors mostly in their 30s and 40s, Henley and his team believe growing the business is important not just for the principals, but for the clients, arguing scale is needed to bring HNW and UHNW families the range of services they will come to expect. The team is grappling with the best way to make that happen and whether or not to look for a partner or a source of capital to fuel their next chapter.
David and Michael discuss:
- Why he and his team left the wirehouse, and how opening their own firm unlocked an ability to serve clients with fewer conflicts and more opportunities.
- How the firm is “obsessed” with taxes, arguing proper tax planning moves the needle for HNW and UHNW clients like few other strategies.
- Why bringing tax preparation in-house (unique for a firm of their size) ensures advisors maintain control of the financial plan’s implementation.
- How the barriers have fallen around alternatives and structured products, and the role illiquid investments can play for clients.
- The decision to add a sleeve of cryptocurrency to their portfolios, and how clients reacted.
- He and his partner’s thinking around M&A, “acquihires,” and the possibility of bringing on a capital partner to accelerate the next phase of growth.
Resources:
- Listen to the RIA Edge Podcast on WealthManagement.com
- Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts
- Listen and Subscribe to the RIA Edge Podcast on Spotify
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter: David Armstrong
- LinkedIn: Informa
Connect With Michael Henley:
- Brandywine Oak Private Wealth
- LinkedIn: Brandywine Oak Private Wealth
- LinkedIn: Michael Henley
About Our Guest:
Michael Henley is the Founder and CEO of Brandywine Oak Private Wealth, a distinguished private wealth management firm headquartered in Kennett Square, Pa. Over the course of his 20-year career, Michael has partnered with wealthy individuals and families to help streamline the complexity associated with significant wealth. Michael built his team with a singular purpose: to provide a preeminent private wealth management experience to executives, retirees, and their family members, founded on exceptional service, transparency, and consistency. A skilled leader, he surrounds each client with a dedicated team of credentialed professionals who are sensitive to that family’s unique needs, values, and goals. Michael resides in Chadds Ford, PA, with his two children and their dogs. He holds the CERTIFIED FINANCIAL PLANNERTM certification, the Certified Private Wealth Advisor® (CPWA®) designation, the Chartered Retirement Planning CounselorSM (CRPC®) designation, and the Retirement Management Advisor® (RMA®) designation.
Economic uncertainty, heightened volatility and on-again, off-again trade policies are challenging for investors. But similar to the Great Financial Crisis of 2008, fiduciary advisors can use this opportunity to assert their value and give clients confidence that their broader financial plans aren’t as negatively impacted as they may think, given the daily doom-and-gloom market headlines. Some RIAs can turn volatility into a growth engine.
In this episode of the RIA Edge Podcast, Jalina Kerr of Charles Schwab shares how the most adaptive firms are expanding beyond portfolio management, into areas like estate and tax planning, which have far more profound impacts on client outcomes than marginal tweaks to an allocation model or changes in asset managers and investment funds. Top-tier RIAs are also using technology to scale more personalized client experiences, communicating to clients that their personal plans remain resilient, despite the daily ups and downs in the markets.
Kerr discusses:
- The resilience of RIAs during down markets and how bear markets can be an opportunity for growth
- The increasing demand for comprehensive wealth management beyond portfolio construction, including estate and tax planning
- Integration of technology to deliver personalization at scale and the benefits of all-in-one platforms
- The rising interest in alternative investments and how they’re being integrated into many RIAs practices
- If the wealth management industry is any closer to solving the talent shortage, and how RIAs are doing in forging career development tracks within firms.
Resources:
- Listen to the RIA Edge Podcast on WealthManagement.com
- Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts
- Listen and Subscribe to the RIA Edge Podcast on Spotify
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter: David Armstrong
- LinkedIn: Informa
Connect With Jalina Kerr:
- Charles Schwab
- LinkedIn: Jalina Kerr
- LinkedIn: Charles Schwab
About Our Guest:
Jalina Kerr is the Managing Director, Head of Advisor Experience for Schwab Advisor Services. Kerr’s team shapes the constantly evolving client experience with progressive technical and human resources designed to support the custody needs of a diverse advisor base.
Kerr began her career at Schwab in 1994 on the Advisor Services trading desk. During her tenure at Schwab, Kerr has held roles in client service delivery, operations, advisors in transition, strategy, and technology.
In 2016, AZ Business Magazine recognized Kerr as one of Arizona’s Most Influential Women. Kerr also serves on the Board of the Arizona Women’s Leadership Forum. Kerr holds a bachelor’s degree in communications and her Series 7, 9, 10, 24, and 63 registrations.
In this episode of the RIA Edge Podcast, join host David Armstrong for an insightful conversation with Susie Cranston, president and COO of Cresset, as they explore how the firm rapidly scaled to $65 billion.
David and Susie discuss:
- How Cresset grew out of a family office for the founders, and how the firm defines “family office” services.
- How the firm made the decision to source and offer clients private market investments via affiliate Cresset Capital Partners.
- How Cranston views the tension between growth via acquisitions and maintaining the integrity of the service model. “When you have to integrate multiple systems, when you have to be the one building those integrations, it really, really slows down your ability to grow and scale.”
- How crossing the $40B mark in AUM brings benefits to the firm and the clients by opening up “industrial scale” options for tech and service: “That is a real advantage when you can cross there because then you don’t have to change out your infrastructure, you can just scale on what you have.”
- Insights on evolving advisory models and the future of the RIA.
Resources:
- Listen to the RIA Edge Podcast on WealthManagement.com
- Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts
- Listen and Subscribe to the RIA Edge Podcast on Spotify
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter: David Armstrong
- LinkedIn: Informa
Connect With Susie Cranston:
- Cresset
- LinkedIn: Cresset
- LinkedIn: Susie Cranston
About Our Guest:
Susie Cranston is President and Chief Operating Officer of Cresset, an award-winning multi-family office and private investment firm. In this role, Susie oversees Cresset’s Wealth Advisors, Client Service, Operations, and Compliance.
Susie most recently served as the Chief Operating Officer at First Republic Bank, where she was responsible for the sales, client service, operations, strategic planning, and administrative management of the First Republic Investment Management business. After the firm’s acquisition by JP Morgan Chase, Susie served as the COO and Head of Integration.
Susie originally joined First Republic in 2013 as EVP of Private Wealth Management, moving on to build one of the most successful wealth management businesses in the industry. She started her career at McKinsey & Company, where she spent 12 years consulting in various roles of increasing seniority and focused on strategy, risk management, and transformational change for financial services companies.
Active in the San Francisco business community, Susie is a “Forever Influential” honoree and three-time recipient of the San Francisco Business Times “Most Influential Women in Business” designation and a member of C200. Susie is also a board member of the Commonwealth Club. She has authored several published articles and a book on women and leadership, “How Remarkable Women Lead.”
Susie earned a Bachelor of Science degree in engineering and an MBA in business from Stanford University.
How can a firm truly put families first in wealth management?
Join host David Armstrong as he interviews Chris Erblich, co-founder of TFO Family Office Partners. Chris shares the origin story and evolution of TFO’s three distinct but interconnected entities: a full-service multifamily office in Phoenix, a wealth management firm in Ohio and a South Dakota-based public trust company. He explains how each was built in response to real client needs rather than a grand business plan.
It all started with a family office sparked by a gap in legal-client relationships, expanded into wealth management and ultimately the firm formed a trust company to address trustee challenges for ultra-high-net-worth families. Throughout the conversation, Chris emphasizes TFO’s purpose-driven mission: to help families, however and wherever they need it.
David and Chris discuss:
- What prompted estate attorney Elbrich to first convince his law firm to back an in-house multi-family office, and why he and his partners eventually bought it outright.
- How an opportunistic meeting with a Genspring advisor looking for a new home led him to build a separate MFO in Phoenix.
- The firm’s approach to client services, tax preparation and estate planning.
- Building an in-house South Dakota Trust company that was, at first, seen as an accommodation, but soon became a profitable business service highly valued by clients.
- Elbrich’s mission statement and the one question that helps him decide where to focus his efforts growing the business.
- Future growth plans, and how he feels about mergers and acquisitions in the RIA space.
Resources:
- Listen to the RIA Edge Podcast on WealthManagement.com
- Listen and Subscribe to the RIA Edge Podcast on Apple Podcasts
- Listen and Subscribe to the RIA Edge Podcast on Spotify
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter: David Armstrong
- LinkedIn: Informa
Connect With Chris Erblich:
- TFO Wealth Partners
- TFO Family Office Partners
- LinkedIn: Chris Erblich
- LinkedIn: TFO Wealth Partners
- LinkedIn: TFO Family Office Partners
- Husch Blackwell https://www.huschblackwell.com/
About Our Guest:
Chris is a nationally recognized estate planning attorney, business owner, and speaker focusing on helping individuals and families connect their wealth and purpose. His clients are those who have truly lived the American dream, and Chris values the opportunity to work with and learn from them. In addition to Chris’ role as Partner at Husch Blackwell, Chris is the CEO and Chairman of TFO Family Office Partners (based in Phoenix, Arizona), CEO of TFO Wealth Partners (based in Maumee, Ohio), and President and Director of TFO Trust Company (based in Sioux Falls, South Dakota). Chris also has multiple real estate investments. It is this experience that enables him to understand firsthand the challenges and complexities of managing both companies and properties, and he readily identifies with clients’ goals and desires for their own businesses. In addition to the services he provides to clients, Chris is a highly sought-after speaker in the world of high-net-worth estate planning and has delivered more than 200 presentations nationwide to attorneys, accountants, financial service professionals, and business owners.
In this episode of the RIA Edge Podcast, host David Armstrong chats with Andrew Leonard, founder and partner at Geometric Wealth Advisors, about how the firm has rapidly grown to over $1 billion in AUM since Leonard founded it by catering to a specific client niche: executives working inside large consulting firms like McKinsey, Bain, …
What makes a financial advisory firm truly sustainable in the competitive world of wealth management? Join David Armstrong as he engages with Mark DeLotto, partner and corporate development officer at Simon Quick Advisors, on the firm’s distinctive growth journey and his roadmap for future growth. Mark offers insights into cultivating a culture of broad ownership, …
Snowden Lane entered 2025 on a high note. The firm had an active recruiting year, expanding its national footprint and posting record profitability and revenue with approximately $12 billion in AUM. Yet the highlight for CEO Robert Mooney was the decision to buy back a significant portion of the firm’s equity from its original financial …
In this episode of the RIA Edge Podcast, host David Armstrong interviews Grant Rawdin, founder and CEO of Wescott Financial Advisory Group, which manages $4 billion in AUM. Grant shares the story of founding his firm in 1987 as an offshoot of a law firm, his passion for client advocacy, and how the firm grew …
In this episode of the RIA Edge Podcast, host David Armstrong interviews David Hefty, founder and CEO of $3.4 billion AUM Credent Wealth Management. Hefty narrowly escaped pursuing a career trading commodities on the floor of the Chicago Board of Trade, and instead started an independent wealth management firm shortly after college. But it wasn’t …
David Armstrong talks with Jim Gold, CEO of Steward Partners, about the firm’s growth trajectory. Steward Partners, originally founded by wirehouse breakaways, has cultivated a unique approach by tapping experienced advisors with the independence of RIAs. With over $40 billion in assets, Jim shares insights into their robust M&A strategy and the importance of succession …
In this episode, host David Armstrong, managing director of editorial and content strategies for the Wealth Management Group at Informa, sits down with Michael Nathanson, CEO of Focus Financial Partners, to discuss Focus’ pulling out of the public markets in favor of private equity partners, their recent rebranding and the team’s hub consolidation strategy. Michael …
Live at the recent MarketCounsell Summit in Las Vegas, David Armstrong chats with Andree Mohr, president of Integrated Partners, a unique advisory platform assisting entrepreneurial advisors in scaling their businesses through strategic CPA partnerships. Mohr covers Integrated’s origin story and the dynamics of integrating wealth management services into accounting firms. The discussion highlights the importance …
In this episode of the RIA Edge Podcast, David Armstrong, editorial director at Informa Connect’s Wealth Management Group, speaks with Jennifer des Groseilliers, CEO of The Mather Group. The conversation took place live during Schwab’s recent IMPACT Conference in San Francisco. Jennifer was recently appointed head of the $14 billion AUM firm, though she is …
Recorded live at the Schwab Impact Conference in San Francisco, David Armstrong, editorial director at Informa Connect’s Wealth Management Group, sits down with Michael Goodman, founder, and leader of RIA Wealthstream Advisors, an RIA Edge 100 firm, to explore how he thinks about sustainable growth and client service in wealth management. They delve into Goodman’s …
In this episode of the RIA Edge Podcast, David Armstrong, editorial director at Informa Connect’s Wealth Management Group, sits down with Dick Pfister, founder of AlphaCore Wealth Advisory, to explore his firm’s investment approach that places alternatives at the core of the service offering. Dick discusses his early days bringing alternatives to advisors with his …
In this episode of the RIA Edge Podcast, David Armstrong, editorial director at Informa Connect’s Wealth Management Group, sits down with Jalina Kerr, managing director of client experience for Schwab Advisor Services. Jalina talks about Schwab’s approach to enhancing the advisor experience, including the group’s work on technology integrations, changes made in the wake of …
Ken Stern’s journey with Lido Advisors started almost a decade ago with a chance meeting at a family office conference. His initial connection with Lido’s founders quickly evolved into a shared vision of providing unmatched client service and scaling a national brand. In some ways, the Lido story is a bit different among RIAs—instead of a firm starting with retail clients and moving upstream to high and ultra-high net worth, Lido started in the family office space and under Stern’s operational guidance has brought the family office-style suite of services to a broader base of clients and prospects.
In this episode, David Armstrong, managing director of editorial and content strategies for the Wealth Management Group at Informa, talks with Ken Stern, president of Lido Advisors, to delve into the approaches they’ve taken to scale, how he thinks about growth as almost a mandate to bring clients a top-tier experience, and how they’ve balanced organic growth and acquisitions.
David and Ken discuss:
- Lido Advisors’ impressive growth to over $20 billion in AUM and the strategies behind their rapid expansion.
- Why cracking the code on multi-generational planning has become a key driver in the firm’s overall growth strategy.
- Why Lido Advisors chose to bring services like trust management and tax preparation in-house to provide better control and a seamless client experience
- One potential, highly valued client-service area that remains largely untapped by most RIAs and is on Lido’s strategic roadmap.
- Lido’s approach to mergers and acquisitions and the role of partnerships with private equity firms like Charlesbank Capital Partners and Constellation Partners in fueling expansion
Resources:
- RIA Edge Podcast
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter: David Armstrong
- LinkedIn: Informa
Connect With Ken Stern:
- Lido Advisors
- LinkedIn: Lido Advisors
- LinkedIn: Ken Stern
- kstern@lidoadvisors.com
About Our Guest:
Ken Stern is the President of Lido Advisors. Ken is focused on executing Lido’s vision of growing Lido Advisors into a nationally recognized leader in advanced wealth management and investment strategy. After working with and helping grow various financial institutions, Ken saw a need for a client-centric financial advisory firm focused on comprehensive planning and dynamic investment management. As a result, he founded both Asset Planning Solutions, Inc. and Ken Stern & Associates. Ken has authored seven personal finance books and appeared in or been quoted on several TV and radio shows including The Today Show, CNBC, and CNN.
Learn how independent financial advisors can drive growth and streamline operations while maintaining their autonomy as David Armstrong, editorial director for Informa Connect’s Wealth Management Group, speaks with Nate Lenz, CEO & co-founder at Concurrent.
They explore talent development, organic growth strategies and the unique model Concurrent uses to allow advisors to thrive while maintaining their brand identity.
David and Nate highlight the following:
- The evolution of Concurrent and its transition to a fully independent RIA
- Strategies for achieving organic growth and the critical role of talent development
- The significance of minority non-control stakes in building advisor partnerships
- Concurrent’s approach to expanding service offerings through strategic acquisitions
Resources:
- RIA Edge Podcast
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter: David Armstrong
- LinkedIn: Informa
Connect With Nate Lenz:
- Concurrent
- LinkedIn: Concurrent
- LinkedIn: Nate Lenz
About Our Guest:
At 25, Nate Lenz was the youngest vice president at Raymond James Financial Services, where he led the succession planning and acquisition team and helped recruit financial advisers from large, full-service brokers, providing them with the support they needed to grow their own businesses independently. That work helped shape his vision for Concurrent, which he co-founded in 2016 in Tampa, Florida, to build a better business model for advisers looking to go it alone. “Concurrent is a service provider to advisors that helps them make the jump to independence,” Lenz said.
Schwab’s Lisa Salvi shares insights from the firm’s annual benchmarking report, revealing how top-performing RIAs are driving significant organic growth amidst industry challenges.
In this episode of the RIA Edge Podcast, David Armstrong, editorial director for Informa Connect’s Wealth Management Group, talks with Lisa Salvi, managing director of advisor services at Schwab, about the firm’s annual advisor benchmarking report that reveals a strong rebound in 2023. While M&A remains prevalent, organic growth is increasingly prioritized as a key driver for top-performing firms. Finding the right talent continues to pose challenges as firms are urged to invest in career pathing and employee development programs.
Specifically, David and Lisa discuss:
- How advisors are rebounding by defining ideal client personas and cultivating long-term relationships.
- Using technology as a catalyst for driving efficiency and enhancing client experience.
- Attracting and retaining clients based on value proposition, independent of market fluctuations.
- The need for strategic hiring and employee development programs amidst an industry facing a critical talent shortage.
- How M&A continues to be a strategic option for many advisory firms seeking to expand their reach and talent pool.
- Why succession planning is vital for firms to ensure long-term stability.
Resources:
- RIA Edge Podcast
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter/X: @djamesarmstrong
- LinkedIn: Informa
Connect With Lisa Salvi:
- LinkedIn: Lisa Salvi
- Charles Schwab
- LinkedIn: Schwab
About Our Guest:
Lisa Salvi is a member of the Advisor Services leadership team and is responsible for Schwab’s Business Consulting and Education offer. Her team develops and manages programs and one-on-one consulting engagements designed to help independent advisors make lasting and significant improvements within their firms by focusing on key business, technology, and cybersecurity issues. Salvi’s team leads the annual RIA Benchmarking Study, the Compensation Study, and programs that support the development of advisor talent through executive education and student initiatives. They also provide insights and tools that help the Advisor Services sales and support teams deliver outstanding client service to independent advisors.
Salvi has worked with fee-based advisors since 2003. Since joining Schwab in 2007, she has held several positions, including Chief of Staff to Bernie Clark, head of Advisor Services.
Salvi holds a bachelor’s degree from the University of California, Los Angeles, and the Series 7 and Series 24 registrations.
Michael Conway shares how advisors at his firm, Conway Wealth, prioritize a deep understanding of each client’s values and puts health and well-being at the center of the planning conversation.
In this episode of the RIA Edge Podcast, David Armstrong, editorial director for Informa Connect’s Wealth Management Group, talks with Michael Conway, founder and CEO of Conway Wealth, about their bespoke approach to wealth management services for the high-net-worth market. The firm has a unique process for understanding a clients’ values and priorities beyond finance, and creating personalized plans that speak to their longer-term goals and values. Access to a vetted roster of professionals in the fields of health, nutrition, travel and family dynamics is part of the value proposition at Conway. Their customized emphasis on each client has fueled significant growth in recent years and allowed the firm to make a major investment in developing their own fintech with Seeds Investor, an investment platform that facilitates client conversations and gives advisors a path toward deeper and more meaningful portfolios and financial plans.
Specifically, David and Michael discuss:
- How Conway Wealth puts a focus on discovering the motivations and priorities for each client and seeks to tailor a customized plan that moves beyond investments to speak to the their longer-term life goals.
- How the firm formalized its Life & Wealth Network, designed as an exclusive association of professionals and platforms to provide guidance for clients around health, nutrition, relationships, leisure, security, and charitable giving—and how Michael thinks about the economics of using a partner network versus bringing services in-house.
- The metrics that Michael watches closely to ensure the firm is running efficiently and to flag capacity problems before they negatively impact the client experience.
- The decision to build their own stand-alone investment platform, Seeds Investor, to bring client values and priorities into planning discussions and building bespoke portfolios.
Resources:
RIA Edge Podcast
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
LinkedIn: David Armstrong
Twitter/X: @djamesarmstrong
- LinkedIn: Informa
Connect With Michael Conway:
LinkedIn: Michael Conway
Conway Wealth
About Our Guest:
Michael Conway is founder and CEO of Conway Wealth Group, a premier, independent financial planning and advisory group. He is also a shareholder of Summit Financial, LLC.
As a successful and well-respected financial advisor, Michael has spent more than 30 years building his practice and providing clients with specialized solutions that blend financial and estate planning strategies with open architecture investment management.
Michael’s high net worth clients include successful entrepreneurs, corner office executives, CEOs, CFOs, Wall Street professionals, professional athletes, and others, all with significant wealth tied to their businesses or employers. Michael’s process focuses on leading clients toward Aligning Life & Wealth by focusing not just on investment gains, but the important parts of life that create lasting happiness for families.
Michael is a member of the Financial Planning Association and has earned Certified Financial Planner® and Chartered Financial Consultant® credentials. In addition, Michael is frequently looked to as an expert in financial news media and has been featured in various publications, including Barron’s, the Wall Street Journal, Investment News, and Investor’s Business Daily, among others. He was also named one of the 100 Most Influential Advisors by Investopedia.
Helium founder and partner Howard Morin explains the benefits of bridging financial planning with deep tax expertise.
In this episode of the RIA Edge Podcast, David Armstrong, editorial director for Informa Connect’s Wealth Management Group, talks with Howard Morin, founder and partner at Helium Advisors, about integrating tax planning into the center of wealth management services. Located in Seattle and started in 2016, Helium has grown organically, with some M&A, to $270 million in assets currently. The focus on tax planning throughout the financial planning process ensures clients maximize after-tax returns, which are, after all, the only returns that count. While Helium leads with their tax and wealth management expertise, they also collaborate with a network of legal and accounting professionals for specialized support to meet the varying needs of each client.
Specifically, David and Howard discuss:
- How Helium Advisors stands out by prioritizing tax integration from the outset, ensuring a cohesive approach to financial planning.
- Why a tax-centric approach can significantly impact a client’s financial well-being and help clients minimize tax liabilities.
- Addressing the challenges of balancing personalized service with efficient growth by scaling processes and maintaining a strong employee-to-client ratio.
- The importance of utilizing the right technology to streamline processes and enhance client service.
- Keeping client focus by understanding each client’s unique goals and risk tolerance, and also offering guidance on complex issues like business decisions and estate planning.
Resources:
RIA Edge Podcast
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter/X: @djamesarmstrong
- LinkedIn: Informa
Connect With Howard Morin:
- LinkedIn: Howard Morin
- Helium Advisors
About Our Guest:
Howard Morin co-founded Helium Advisors with partner Gary Russell in 2016. Howard has over 20 years of financial services and organizational leadership experience. Most recently, he oversaw the Financial Services Group of Conover serving as CEO of both the Conover Securities Corporation and Conover Capital Management. Starting as a manager of the institutional trader business at TradeStation Group his success was recognized by the Intel Corporation who relocated him to the Pacific Northwest in 2000 where he was named Managing Director of Global Financial Services. At Intel, Howard was responsible for implementing technology at some of the largest financial institutions in the world. After a career at Intel he returned to Wall Street, joining Union Bank of Switzerland (UBS) as a private financial advisor. Howard is passionate about advising clients on key decisions and working with employers to align their corporate retirement plan with their strategic goals. A native of South Florida, after almost 20 years in the Seattle area, he now calls Scottsdale, Arizona home.
President and CEO Phillip Hamman of Linscomb Wealth on how his firm outpaced market growth with a laser focus on client satisfaction.
In this episode of the RIA Edge Podcast, David Armstrong, editorial director for Informa Connect’s Wealth Management Group, talks with Phillip Hamman, president and CEO of Linscomb Wealth, about the firm’s comprehensive financial planning services, where they leverage a team-based approach and institutional knowledge to address clients’ diverse needs. Founded over 50 years ago, Linscomb Wealth transitioned to a fiduciary fee-only firm in the 1980s, doubling assets to $4.2 billion. With 1800 clients nationwide, they cater primarily to those with $1-10 million in liquid assets and believe prioritizing client well-being is a strong catalyst for driving organic growth.
Specifically, David and Phillip discuss:
- How tracking detailed metrics guides their strategic decision-making.
- Why the firm prioritizes cultural alignment with potential acquisitions to safeguard against diluting their core principles and maintaining a cohesive organizational structure.
- The challenges in talent acquisition and where they look to identify the right candidates who not only possess the necessary skills but, more importantly, align with the firm’s client-centric values.
- How their relationship with Cadence Bank has expanded their product portfolio while still allowing the firm to maintain its independence.
- What future services the firm is looking to offer to stay ahead of industry trends and client demands.
Resource:
- RIA Edge Podcast
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter/X: @djamesarmstrong
- LinkedIn: Informa
Connect With Phillip Hamman:
- LinkedIn: Phillip Hamman
- Linscomb Wealth
About Our Guest:
Joining Linscomb Wealth (LW) over a decade ago, Phillip currently serves as the president and CEO. He leads the team in the development and execution of the firm’s long-run vision, propelling its growth. His leadership extends to serving on the LW Board of Directors, chairing the Executive Team, and contributing as a voting member of the Investment Committee, reflecting his deep proficiencies in investment advisory, client service, and wealth planning.
A graduate of Texas Tech University with a B.S. in Personal Financial Planning, Phillip’s professional journey encompasses significant experience with high-net-worth and ultra-high-net-worth individuals and families. Phillip is passionate about the advancement of the wealth management field and is currently a member of the University of Houston Bauer MSF Wealth Advisory Board, CFA Institute, Investments & Wealth Institute, and Financial Planning Association. A family man and lifelong Texan, Phillip is married with three wonderful children and resides in West Houston.
WEG CEO Jeff Dekko shares his company’s approach to staffing models, strategic decision-making, and the significance of organic growth in the financial advisory industry.
In this episode of the RIA Edge Podcast, David Armstrong, editorial director for Informa Connect’s Wealth Management Group, talks with Jeff Dekko, CEO of Wealth Enhancement Group, about the firm’s history and active role in the M&A space. The company currently manages around $80 billion in assets, primarily in the RIA industry. With over two decades of experience at the company, Dekko emphasizes sustainable growth as a critical aspect of their strategy along with optimizing processes to enhance productivity and employee satisfaction.
Specifically, David and Jeff discuss:
- How the firm is committed to organic growth but evolved over time to embrace M&A as well.
- The need to establish clear benchmarks for hiring and capacity utilization so the firm ensures efficient operations and maintains service quality without the need for ad hoc decision-making.
- What the changing landscape of M&A in the RIA space means and how it reflects the competitive nature of the market.
- The impact of private equity investments in the industry and the importance of assessing the compatibility of PE partners to achieve success in quality-driven growth.
- Why the firm targets both small and large companies for acquisition. They seek clarity and process maturity to drive efficient utilization of technology, particularly Salesforce, to streamline operations and support their client-centric approach.
- Wealth Enhancement Group’s long-term operational philosophy and strategic focus on building a resilient and enduring company with an expanding geographic reach.
Resources:
- RIA Edge Podcast
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter/X:@djamesarmstrong
- LinkedIn: Informa
Connect With Jeff Dekko:
- LinkedIn: Jeff Dekko
- Wealth Enhancement Group
About Our Guest:
Jeff has more than 20 years of business experience in marketing, technology, operations, and finance. He is responsible for overall leadership, growth, and development of Wealth Enhancement Group. Jeff began his career with General Mills, Inc., where he served in a variety of marketing management positions. In 1994 he joined Recovery Engineering, Inc., where he was instrumental in the development and branding of the PUR water filtration system. Jeff was a key member of the team that successfully sold the company to Procter & Gamble for a 100% premium over market value. Through his work in technology and management consulting firms, Jeff has helped numerous organizations realize greater levels of success. Jeff provided consulting services to Wealth Enhancement Group before being asked to join the organization as CEO in 2003.
Marshberry’s director of financial advisory services on how advisors navigate their growth trajectories.
In this episode of the RIA Edge Podcast, David Armstrong, editorial director for Informa Connect’s Wealth Management Group, and John Orsini, director, of financial advisory services, at MarshBerry, discuss the recent RIA Edge research study detailing how firms are navigating their growth trajectories and approaching decisions around service expansion, fee compression and specialization.
Specifically, David and John talk about:
- The services most RIAs say they are likely to add, which they aren’t, and why.
- The financial metric firms should keep in mind when designing a sustainable growth strategy.
- How smaller RIAs that strive to accommodate all client service requests eventually find that “stumbling forward” on the growth path can lead to more significant problems down the road.
- Where the convergence of private equity, insurance tax, and estate planning in M&A has gained momentum and where it has not.
- Some of the challenges “next-generation” advisors face as the industry evolves from a collection of practices to larger and professionally managed businesses.
Resources:
- RIA Edge Podcast
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter/X: @djamesarmstrong
- LinkedIn: Informa
Connect With John Orsini:
- LinkedIn: John Orsini
- MarshBerry
About Our Guest:
John Orsini joined MarshBerry as a Director in 2021 for its Wealth Advisory division. In his role, he is responsible for being the client-facing lead on merger and acquisition projects, developing strategy and implementing client deliverables, and maintaining client relationships to ensure successful project execution.
John has more than 15 years of experience in strategic finance, including product launches, technology investments, and the build-out of mutual fund distribution systems through wirehouses, banks and wealth advisors. In addition, he served in various finance leadership roles during stops at The Vanguard Group, Morgan Stanley Investment Management, and Nationwide Financial. Most recently, John was Associate Vice President of Business Development & Acquisitions for Nationwide Financial’s Investment Management Group. In this role, he led all aspects of acquisition strategy, deal execution, implementation, and strategic partnerships. He was the liaison between their leadership team and enterprise finance regarding all inorganic growth activities.
John currently maintains the FINRA Securities Industry Essentials Exam and Series 7, 63 and 79 FINRA registrations through MarshBerry Capital, LLC, the affiliated FINRA-registered Broker/Dealer of Marsh, Berry & Co., LLC. John holds an MBA from Widener University and a BS from Temple University and achieved certification from Wharton Executive Education in Mergers & Acquisitions.
Brandon Kawal reflects on the RIA M&A shift from gold rush mentality to an institutional arms race.
In this episode of the RIA Edge Podcast, David Armstrong, editorial director for Informa Connect’s Wealth Management Group, talks with Brandon Kawal, partner at Advisor Growth Strategies, about remaining buoyant in the M&A market despite the challenges of 2022. According to Kawal, factors such as ongoing interest from external investors and demographic changes have helped sustain activity. He emphasizes the significance of meeting the needs of both sellers and buyers, particularly in terms of succession planning and potential partnerships.
Specifically, David and Brandon discuss:
- How deal structures are shifting toward greater use of equity and why.
- The premium placed on firms that incentivize current next-generation advisors for long-term growth.
- The private equity equation, and the avenues toward liquidity.
- What predicted growth means for private market investments.
- How partnerships emerge as a solution to mitigate affordability constraints in internal succession plans.
Resources:
- RIA Edge Podcast
Connect With David Armstrong:
- Website: WealthManagement.com
- LinkedIn: WealthManagent.com
- LinkedIn: David Armstrong
- Twitter/X: @djamesarmstrong
- LinkedIn: Informa
Connect With Brandon Kawal:
- LinkedIn: Brandon Kawal
- Website: Advisor Growth Strategies
About Our Guest:
Brandon leads client engagements, thought leadership, and research. He is tasked with bringing insight, creativity, and analytical know-how to collaborate with and help our clients reach new heights.
Brandon enjoys writing about industry challenges and trends, especially all things millennial. He authors and leads the annual M&A research for “The RIA Deal Room” which was recognized as the Industry Research Initiative of the Year in the 2021 Wealth Management Industry Awards. Brandon has contributed to major industry publishers such as Wealth Management, Barron’s, Citywire, and ThinkAdvisor. Brandon has been recognized as a ThinkAdvisor Luminary in Dealmaking and Growth.
Brandon resides in Phoenix and, thus, always roots for the Sun Devils. Brandon will always be a Californian at heart. He enjoys spending quality time with his wife, Kristi, and chasing his two young daughters and young son.
A former New York Mets baseball player, Brandon never misses watching a game. He also enjoys water sports, traveling with his family, and a well-crafted microbrew.
Foster’s firm, Angeles Wealth Management, has a 40% compound growth rate without tapping the M&A markets by fostering a “culture of storytellers.”
In this episode of the RIA Edge Podcast, David Armstrong, editorial director for Informa Connect’s Wealth Management Group, talks with Jon Foster, president and CEO of Angeles Wealth, a firm that caters to individuals with investable assets ranging from $10 million to $100 million, bridging the gap between boutique advisory services and full-scale family offices.
Foster shares his approach to this class of clients, prioritizing an “open architecture” service model, structuring unique investment opportunities in the private markets that put the advisor on the same side as the client, and his concerns over trends on the broader RIA market around short-term capital funding and market fluctuations. And if you’re applying for a job with Angeles Wealth Management, the one question you do not want to ask.
Specifically, David and Jon discuss:
- How Angeles Wealth’s managed a 40% compounded growth rate over recent years without tapping the M&A market.
- Why his first filter for hiring employees is to look for people who are natural “storytellers,” genuinely enjoy meeting people and can showcase the firm’s capabilities and client outcomes.
- Why the firm prioritizes organic growth over mergers and acquisitions, recruiting advisors with knowledge of estate planning, philanthropy and generational family dynamics.
- Using family discussions around philanthropy to unlock dynamics and spot potential red flags in multi-generational wealth.
- How Angeles brings alternative investments to clients with either a fund-of-funds or as a co-investor and explains how he came to the unique decision to not charge management fees on client assets that get called into the strategies, in favor of a performance fee after the fund’s harvest period.
- The benefits of retaining an “open architecture” when it comes to finding outside service providers—as opposed to bringing many of those services in-house—and why he never asks or expects a referral back from any outside estate attorney or service provider.
- How culture is key for recruiting talent, and the one question that job candidates ask that ensures they will not be hired.
Resources:
- RIA Edge Podcast
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter/X: @djamesarmstrong
- LinkedIn: Informa
Connect With Jon Foster:
- LinkedIn: Jonathan R. Foster
- Angeles Wealth Management
About Our Guest:
Jonathan is responsible for executive leadership of Angeles Wealth Management. Jonathan has over 30 years of experience in wealth management as both a client advisor and in senior management positions.
Prior to co-founding Angeles Wealth, Jonathan was President of two related companies, Carson Wealth Management Group, one of the nation’s premier full-service wealth management firms, and Peak Advisor Alliance, the largest independent coaching and consulting service focused on financial advisors. Jonathan is also the former Head of Wealth Management for E*Trade Financial, and CEO of Howard Capital Management.
Jonathan received an MBA in Finance from Northeastern University, and is a member of the Beta Gamma Sigma International Honor Society. He received his BA in Political Science from the University of Pennsylvania, where he was captain of the varsity squash team and an All-American.
Savant CEO and founder Brent Brodeski shares his playbook of success through M&A as a means to fill service gaps and to expand his service model across 15 states, with national ambitions.
In this episode of the RIA Edge Podcast, David Armstrong, editorial director for Informa Connect’s Wealth Management Group, talks with Brent Brodeski, CEO and founder of Savant, about laying a cornerstone to long-term success by drawing top talent and keeping relevant with clients’ changing expectations. Brodeski warns against the dangers of stagnation, advocating for a balance between client service and expansion.
Specifically, David and Brent discuss:
- What many firms get wrong about “growth.”
- What 2023 meant for Savant as it acquired nine RIAs and two accounting firms, and what those deals say about the firm’s national ambitions.
- How he doesn’t view deals as “big fish swallowing smaller fish” but rather looks to partner with specialized firms that see the benefits of the scale while excited—and incentivized—to add to the firm’s growth story.
- How he balances a commitment to employee equity with the recent investment from private middle-market investors Kelso & Co.
- Why the firm made the recent investment in Australian fintech firm Lumiant, what it says about where he thinks the industry is headed and why he expects they will make more such investments in the future.
Resources:
- RIA Edge Podcast
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter/X: @djamesarmstrong
- LinkedIn: Informa
Connect With Brent Brodeski:
- LinkedIn: Brent Brodeski
- Savant Wealth
About Our Guest:
Brent is the CEO and founder of Savant. He has been involved in the financial services industry since 1988 and previously taught investment and finance courses at Rock Valley College, Rockford University, and Northern Illinois University. Brent earned a bachelor of science degree in finance and economics and a master’s degree in business administration with an emphasis in accounting from NIU. He is a Certified Public Accountant (CPA), a CERTIFIED FINANCIAL PLANNER professional, and a Chartered Financial Analyst® (CFA®).
Brent is a co-founder and past president of Zero Alpha Group (ZAG), an industry association. He is also a co-founder of the Alliance for RIAs (aRIA), a prestigious industry group. Brent was a long-term participant in Vistage (previously known as TEC) and The Strategic Coach. He is currently a member of the Young Presidents’ Organization (YPO) and serves on the boards of the Northern Illinois University Foundation and the Rock Valley College Foundation.
An early architect of Joe Duran’s United Capital, and a former Goldman Sachs PFM exec, Mike Capelle and his partners secured $200 million to build a national RIA with a vision of bringing all a client’s planning needs—tax, insurance, estate planning—under one roof.
In this episode of the RIA Edge Podcast, David Armstrong, editorial director for Informa Connect’s Wealth Management Group, talks with Capelle, co-founder and co-CEO at Modern Wealth Management, about the firm’s goal to serve the mass affluent and the “millionaire-next-door” with a suite of holistic services, including financial planning, taxes, insurance and trusts.
Specifically, David and Mike discuss:
- What Modern Wealth’s trio of founders learned from helping grow United Capital to a $25 billion firm acquired by Goldman Sachs.
- The 2023 launch of the firm and how they rapidly identified and acquired the building blocks to set the stage for future growth.
- What pieces of the puzzle the firm’s principals are looking for now.
- Challenges in the RIA Industry when it comes to attracting talent, and why it is important to execute on an organic growth plan even amid a phase of rapid acquisition.
- The strategy behind acquiring a retirement plan advisory business.
- How acquired firms will adopt the Modern Wealth Management brand and platform while retaining key personnel as managing directors.
- A potential expansion of Modern Wealth Management’s offerings into banking services, focusing on lending and cash management through strategic partnerships.
Resources:
- RIA Edge Podcast
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter/X: @djamesarmstrong
- LinkedIn: Informa
Connect With Mike Capelle:
- LinkedIn: Mike Capelle
- Modern Wealth Management
About Our Guest:
Mike Capelle is a co-founder and co-CEO at Modern Wealth Management. From his decades-long career in wealth management, Capelle has experience building advisor-client wealth management platforms to drive continuous growth. Prior to co-founding Modern Wealth, Capelle was a managing director at Goldman Sachs Personal Financial Management, where he was the Head of High-Net-Worth Product.
In addition, Capelle was part of the team that co-founded, scaled, and sold United Capital, a $25 billion RIA with 90 locations, to Goldman Sachs for $750 million, where he served as Chief Platform Officer. Capelle was responsible for the company’s operating platform and technology and for driving enterprise innovation. He was also a member of the firm’s Investment Committee.
In this episode of the RIA Edge Podcast, David Armstrong, editorial director for Informa Connect’s Wealth Management Group, talks with Craig Robson, founder of Regent Peak Wealth Advisors, about why, after 25 years at Merrill Lynch, he ventured into independent practice where, over the past five years, he’s built a growing practice catering to wealth creators by simply paying deeper attention and surrounding their families with advice.
Specifically, David and Craig discuss:
- The specific situations that drove him to leave Merrill Lynch after 25 years to start his own RIA.
- Training his advisors to uncover useful insights into a family’s values and motivators through one-on-one interviews, family meetings and an exercise in philanthropic giving.
- Deliberately structuring his practice to have a higher employee-to-client ratio than most other firms, ensuring clients are never out of contact with a known advisor.
- Managing a high rate of organic growth without asking clients for referrals.
- How clients often bring investment opportunities that can be shared with other Regent Peak families, and why he invests his own wealth in the same portfolios.
- The strategy behind keeping a referral network for ancillary services, like estate planning, instead of bringing those in-house. Hint: It’s less conflicted and a competitive differentiator.
Resources:
- RIA Edge Podcast
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter/X: @djamesarmstrong
- LinkedIn: Informa
Connect With Craig Robson:
- LinkedIn: Craig Robson
- Regent Peak Wealth Advisors
About Our Guest:
Craig is the founder of Regent Peak Wealth Advisors. During his 25 years at Merrill Lynch, Craig became the Founder and Managing Director of Robson & Associates, a high-net-worth wealth advisory practice within the firm. At Regent Peak, he serves as Managing Director and sets the firm’s overall vision and strategy. The creation of Regent Peak Wealth Advisors, an independent advisory firm, is a direct result of Craig’s desire to provide all relationships with objective advice free from the conflicts of interest that might come from large institutions.
Craig has been recognized for his investment acuity and was recognized by Forbes Best-in-State Wealth Advisors list in 2019. Craig holds the CERTIFIED FINANCIAL PLANNER certification awarded by the Certified Financial Planner Board of Standards, Inc., the Certified Investment Management Analyst® (CIMA®) designation and he is a Certified Divorce Financial Analyst® professional. Craig holds all the relevant general securities registrations and insurance licenses.
Growth-minded RIAs often look to bring new services to clients. Research from WMIQ and Marshberry shows widely different motivations and approaches—and sometimes elevated expectations for the impact on firm value.
In this episode of the RIA Edge Podcast, David Armstrong, managing director of editorial and content strategies for the Wealth Management Group at Informa, talks with Rob Madore, vice president of financial services for MarshBerry, about recent research the firm has done with Wealth Management’s WMIQ to explore how firm leaders think about adding new client services, both to pursue organic growth and preserve fees. With over 70% of advisors actively exploring ways to enhance services, Madore warns it’s no panacea. Firms that make it work need to undergo a ruthless self-appraisal and have a clear view of how the move will impact the business’ bottom line.
Specifically, David and Rob discuss:
- The top reasons firms look to expand client services, and the services most firms are looking to add.
- How firms decide whether to outsource, acquire, or partner with others to bring clients additional services.
- What RIAs often get wrong about service expansion, and the impact on the business.
- Where fee compression and margin dynamics fit in the decisions and strategies RIAs pursue.
- Why technology is the pivotal enabler for enhancing client experiences.
Resources:
- RIA Edge Podcast
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter/X: @djamesarmstrong
- LinkedIn: Informa
Connect With Rob Madore:
- LinkedIn: Rob Madore
- MarshBerry
About Our Guest:
As a Vice President on MarshBerry’s Financial Advisory team, Rob helps RIAs develop and implement sustainable growth strategies.
Prior to MarshBerry, Rob held leadership positions at companies like Wise Rhino Group, WebMD and Questis, where he was a sought-after speaker and consultant focused on giving firms the tools to thrive through the convergence of the wealth, retirement and insurance industries.
He holds a Bachelor’s of Business Administration from the University of Vermont Grossman School of Business and is a proud supporter of veteran groups like SEALKids.
Previously a collegiate and professional hockey player, most recently with the Toronto Maple Leafs organization, Rob now lives in Charleston, S.C., with his wife, Allie, and his two sons, Louis and Teddy.
The seasoned RIA executive has penned a nearly 100-page whitepaper sketching a bleak but compelling future for the wealth management industry.
In this episode of the RIA Edge Podcast, David Armstrong, editorial director for Informa Connect’s Wealth Management Group, talks with Mark Hurley, founder of Fiduciary Network who heads the cybersecurity firm Digital Privacy & Protection. Hurley’s recent white paper, “Welcome to the Jungle,” analyzes the trajectory of the RIA industry and sees a far more competitive industry where mid-sized, generalist advisors can’t compete, squeezed between national-branded RIAs and hyper-specialists.
Specifically, David and Mark discuss:
- What low-interest rates and rising markets have meant for the RIA industry, and how that is changing.
- How the role of technology fits in financial planning and where certain functions are increasingly automated, leading to shifts in compensation for such roles.
- Why hyper-specialization can benefit firms as a means of differentiation, especially smaller firms, looking to carve a niche in the market.
- How cybersecurity is emerging as an existential threat and the impending regulatory changes emphasizing the need for robust measures to avoid legal and reputational fallout.
- The acquisition of specialized talent and targeted marketing, and how they emerge as critical strategies for smaller firms to thrive.
- Why private equity investment in the public model may not be conducive to long-term value creation in wealth management.
Resources:
RIA Edge Podcast
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter/X: @djamesarmstrong
- LinkedIn: Informa
Connect With Mark Hurley:
- LinkedIn: Digital Privacy Protection
- Digital Privacy & Protection
About Our Guest:
Mark Hurley is the CEO of Digital Privacy & Protection, LLC, a company which provides a digital protection service to the clients of wealth managers. He has co-authored several major white papers on the wealth management industry over the past twenty five years. He previously founded Undiscovered Managers, a mutual fund company that he sold to JPMorgan, and Fiduciary Network, one of the wealth management industry’s first aggregators. Earlier in his career he was a managing director at Merrill Lynch and a vice president at Goldman Sachs. He also served as a Presidential Appointee at a bureau of the United States Treasury. Hurley is a graduate of West Point and the Stanford Graduate School of Business.
Wealthspire Advisors’ Mike LaMena on the secret to building a national RIA with a single identity that still empowers advisors to bring their “personal brand” and credibility to local communities and niche markets.
In this episode of the RIA Edge Podcast, David Armstrong, editorial director for Informa Connect’s Wealth Management Group, talks with Mike LaMena, chief executive officer of Wealthspire Advisors, about how his firm navigates the shift from traditional stock-centric advice to a holistic life-coach approach and does so at an ever-growing scale. Having recently acquired a $3 billion firm, LaMena is optimistic on the prospects for more mergers and acquisitions to find complementary capabilities that, he says, empower advisors to focus on demonstrating their credibility in niche markets while benefiting from a national brand and consistent client experience.
Specifically, David and Mike discuss:
- The recent acquisition of $3 billion AUM GM Advisory Group and where that firm sits in Wealthspire’s growing UHNW service model.
- How one-third of Wealthspire’s clients have multi-generational wealth, and what the firm offers those clients to bring the generations together. Hint: Philanthropic planning and in-house family dynamic specialists are key.
- Why a highly personalized client service model, ironically, requires growth and scale.
- Why firms are required to adopt the Wealthspire brand, and how that helps, not hurts, the advisor’s personal brand and credibility in the marketplace.
- How he’s seen no slowdown in M&A opportunities even with higher interest rates, and how demographics and new opportunities continue to lift the entire industry—even as the firms that were offering “crazy valuations” seem to have quieted down. Still, the pipeline for quality deals remains high.
Resources:
- RIA Edge Podcast
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter/X: @djamesarmstrong
- LinkedIn: Informa
Connect With Mike LaMena:
- LinkedIn: Mike LaMena
- Wealthspire Advisors
About Our Guest:
Mike LaMena is the Chief Executive Officer of Wealthspire Advisors, joining the firm in September of 2017. He has over 27 years of experience building, operating, and leading global wealth management organizations. His commitment to service excellence and his fundamental belief in the power of the firm’s independent, conflict-free model of financial advice inspires his enthusiasm to serve clients and expand the business. At Wealthspire, Mike has helped grow the organization to over $20 billion in AUM with 22 offices nationwide and more than 300 employees.
Dan Seder shares Blue Chip Partners’ unique approach to managing human capital and building a growth engine inside a $1 billion AUM firm.
In this episode of the RIA Edge Podcast, David Armstrong, managing director of editorial and content strategies for the Wealth Management Group at Informa, talks with Dan Seder, managing partner with Blue Chip Partners, about the firm’s rapid, and continuing, trajectory from a modest $300 million firm just a few years ago to one now approaching $1.2 billion. He discusses bringing a structured sales process into the RIA, including a strategic approach to client referrals, and why he feels a focus on growth is something the firm owes to its employees.
Specifically, David and Dan discuss:
- How Dan brought sales skills from the insurance world to the RIA and quickly grew the client base, and his ownership stake.
- How he and his partner realized early on that rapid growth requires more structure around the business and adopted the EOS (Entrepreneurial Operating System) program; Dan describes what EOS is and how it helped them build a better chassis to support their growth.
- How they are looking to expand services to include taxes and estate planning to not only provide current clients more services, but as a tool toward more client acquisition.
- The six core values the firm adopted to achieve their goals.
- The firm’s decisions around their investment strategy for clients.
- The rewards of building a strong team culture that fosters a collaborative, vibrant workplace, and why growing the firm is important to ensure employees feel they have opportunities in the business.
Resources:
- RIA Edge Podcast
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter/X: @djamesarmstrong
- LinkedIn: Informa
Connect With Dan Seder:
- LinkedIn: Dan Seder
- Blue Chip Partners
About our Guest:
As Managing Partner of Blue Chip Partners, Dan is a holder of the right to use both the Chartered Financial Analyst® (CFA®) and Chartered Market Technician® (CMT®) designations. He is also a Certified Financial Planner professional.
Dan joined Blue Chip Partners in 2005 and became a shareholder in 2010. Dan specializes in addressing the unique needs of corporate executives. This includes demystifying complex compensation packages, maximizing executive benefit platforms, and integrating equity grants (i.e., stock options, restricted stock, performance shares) into a financial plan. In addition, Dan leverages technical analysis when structuring 10b5-1 trading plans for executives interested in reducing their concentration in company stock.
Dan graduated with a B.A. from the University of Michigan, where he was a four-year member of the varsity wrestling team. Dan is the former president of the CFA Society of Detroit, a member of the CFA Institute, and has served as an instructor for the Stalla CFA Exam review program.
Marshberry’s Rob Madore shares strategies for growth, succession and the recent shift in how RIAs are approaching mergers and acquisitions.
In this episode of the RIA Edge Podcast, David Armstrong, managing director of editorial and content strategies for the Wealth Management Group at Informa, talks with Rob Madore, vice president of financial services for MarshBerry, about the recent RIA Edge research study. Conducted by WMIQ in partnership with MarshBerry, the study uncovers how advisors views on the different levers for organic and inorganic growth are changing. The interview explores the importance of strategic planning, cultural fit and the increasing sophistication of buyers and investors in the business of financial advice.
Specifically, David and Rob discuss:
- How RIA leaders feel overall about growth prospects in 2024.
- How true organic growth is rare—except among those firms that approach it with an intentional and well-executed strategy.
- What tools and resources have climbed in importance for advisors pursuing growth, and which have declined.
- How internal succession plans can go awry, given market changes over the course of a multi-year handoff in equity.
- How advisors are thinking about the M&A market, and what distinguishes firms that receive a full valuation in the transaction, versus those that struggle.
- The ever-present, if ill-defined, importance of culture in mergers and acquisitions .
- The crucial step of “getting the house in order” before pursuing a sale.
- Rob’s background as a professional hockey player.
Resources:
RIA Edge Podcast
Connect With David Armstrong:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: David Armstrong
- Twitter/X: @djamesarmstrong
- LinkedIn: Informa
Connect With Rob Madore:
- LinkedIn: Rob Madore
- MarshBerry
About Our Guest:
As a Vice President on MarshBerry’s Financial Advisory team, Rob helps RIAs develop and implement sustainable growth strategies.
Prior to MarshBerry, Rob held leadership positions at companies like Wise Rhino Group, WebMD and Questis, where he was a sought-after speaker and consultant focused on giving firms the tools to thrive through the convergence of the wealth, retirement and insurance industries.
He holds a Bachelor’s of Business Administration from the University of Vermont Grossman School of Business and is a proud supporter of veteran groups like SEALKids.
Previously a collegiate and professional hockey player, most recently with the Toronto Maple Leafs organization, Rob now lives in Charleston, S.C., with his wife, Allie, and his two sons, Louis and Teddy.
Ryan Parker, CEO of EP Wealth, sheds light on the firm’s intentional M&A strategy and what it means for the company’s development. In this episode of the RIA Edge Podcast, David Armstrong, managing director of editorial and content strategies for the Wealth Management Group at Informa, talks with Ryan Parker, CEO of EP Wealth, on …
Lisa Salvi shares how successful firms leverage a comprehensive approach to long-term success. In this episode, David Armstrong, managing director of editorial and content strategies for the Wealth Management Group at Informa, talks with Lisa Salvi, Managing Director, Advisor Services, Charles Schwab, about Schwab’s RIA Benchmarking Study that highlights industry performance and where advisory firms …
Jonathan Hirtle, founder and chairman of Hirtle, Callaghan & Co., has been called the “Oracle of Outsource” by Pension & Investments magazine for his work pioneering the “outsourced chief investment officer” business model for families and institutions. Here, Hirtle speaks with Wealth Management’s David Armstrong about the opportunity he saw to start the firm 35 …
Snowden Lane Partners: A calibrated blend of autonomy and support. In this episode, David Armstrong, managing director of editorial and content strategies for the Wealth Management Group at Informa, talks with Alison Burkett, head of enterprise development at Snowden Lane Partners, about the firm’s approach to growth: A carefully calibrated blend of autonomy and support. …
This episode of the RIA Edge podcast features a conversation between David Armstrong, managing director of editorial and content strategies for the Wealth Management Group at Informa, and Molly Bennard, the CEO of Connectus Wealth Advisers. Connectus Wealth is a Focus Financial Partners-owned firm, but, unlike others inside that network, it acts more like a …
Uncover the latest trends shaping the M&A sphere in 2023, driving strategic decisions and future success. In this RIA Edge episode, Mark Bruno, managing director of the wealth management group at Informa talks with Catherine Williams, head of practice management at Dimensional Fund Advisors, about the changes in the M&A landscape and the noticeable shifts … Continue reading RIA Edge Podcast: DFA’s Catherine Williams: 2023 RIA M&A Gamechangers →
This era in wealth management has seen unparalleled growth opportunity. Lido Advisors has embraced this golden age of shifting demographics and technological advancements to be one of the fastest growing and successful firms in the industry. In this episode of the RIA Edge podcast, Mark Bruno, managing director of the wealth management group at Informa, and … Continue reading RIA Edge Podcast: Lido’s Ken Stern on Navigating Growth and Culture in Wealth Management →
This episode of the RIA Edge podcast features a conversation between Mark Bruno, Managing Director of Wealth Management Group at Informa, and Arthur Ambarik, CEO of Perigon Wealth Management. The discussion delves into Perigon’’s unique position and model within the RIA channel, as well as the primary contributors to its impressive growth trajectory. Arthur shares … Continue reading RIA Edge Podcast: Perigon’s Arthur Ambarik: The Journey to Build a $6BN RIA →
Following a remarkable period of M&A activity in the RIA industry, one of the star bankers in the industry has made the leap from leading deals to leading one of the largest RIAs in wealth management. In this special episode of the RIA Edge Podcast, host Mark Bruno, the Managing Director of the Wealth Management … Continue reading RIA Edge Podcast: Cresset’s Liz Nesvold: From Deal-Maker to RIA Gamechanger →
Building an RIA firm that can successfully attract, retain and develop top talent – and ultimately become the “RIA of choice” in a specific market — is no easy feat. But one firm, Halbert Hargrove, for years has been building bridges from G1, to G2 and even G3 talent. In the process the firm’s experiences … Continue reading RIA Edge Podcast: Halbert Hargrove’s JC Abusaid: Building the ‘RIA of Choice’ →
While the M&A activity levels at the start of 2023 slowed somewhat, there have been several notable developments during the first half of the year that will shape M&A and valuations over the remainder of 2023 – and beyond. In this episode of the RIA Edge Podcast, Jessica Polito, Founder of investment bank Turkey Hill … Continue reading RIA Edge Podcast: RIA M&A Mid-Year Update with Jessica Polito →
This episode of the RIA Edge podcast provides advisors with a view into the trends that are influencing and impacting growth across the RIA landscape. Specifically, industry veteran Tom Bradley, Managing Director at Schwab Advisor Services, and Informa’s Mark Bruno provide benchmarks for growth rates and a high-level view of the “levers” that top firms … Continue reading RIA Edge Podcast: Schwab’s Tom Bradley: RIA Megatrends – The Drivers of Current & Future Growth →
While the need for financial advice – and the ability to access advice – has never been greater, most advisors still have not been able to capitalize on the growing number of opportunities. According to Steve Sanduski, advisor coach, CFP, New York Times Best-Selling Author and founder of the Sanduski Advisor Network, suggests that while … Continue reading RIA Edge Podcast: It’s a Bull Market for Advice: But is it a Bull Market for Advisors? With Steve Sanduski →
While there have been hundreds of M&A transactions in the RIA channel in recent years, Focus Financial was one of the first strategic acquirers in the industry more than a decade ago – and has since grown into one of the largest and most influential firms in the wealth management business.
In this episode of the RIA Edge podcast, Rajini Kodialam, Focus Co-Founder and Chief Operating Officer, sits with Informa’s Mark Bruno to discuss the evolution of M&A and the opportunities that exist today. Specifically, Mark and Rajini discuss:
- How RIAs – both as buyers and sellers – are thinking differently about M&A today than they were just 12 months ago, given the changes in markets, economy and cost of capital
- What “problem” Focus specifically solves for firms that it acquires or partners with – and how has that evolved over the last decade
- How Focus differentiates itself from other professional buyers that have emerged in recent years
- Opportunities for RIA to go global and enter markets outside of the U.S.
Resources:
RIA Edge Podcast
Connect With Mark Bruno:
- Website: WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: Mark Bruno
- Twitter: Mark Bruno
- LinkedIn: Informa
Connect With Rajini:
- LinkedIn: Rajini Kodialam
- Website: Focus Financial Partners
About Our Guest:
Rajini is a co-founder of Focus and responsible for acquisition, relationship management and value-added initiatives across the firm.
Prior to founding Focus, Rajini worked at American Express where she managed interactive services for the U.S. Consumer Card and Travel businesses. Prior to joining American Express, she was with McKinsey & Company.
Rajini loves to cook, experiment with xeric gardening in her Austin home and aspires to write a sci-fi novel. Rajini holds an MBA from Columbia Business School in New York, a PGDM from the Indian Institute of Management, Ahmedabad and a B.A. from Delhi University, India.
While markets may be in bear territory, it’s a bull market for financial advice – as more individuals need access to professional advice than ever before.
How can RIAs effectively take advantage of this once-in-a-lifetime growth opportunity to acquire new clients and deepen relationships with existing clients? Megan Carpenter, the CEO and Founder of FiComm – and one of the top marketing minds in the wealth management industry — dropped by the RIA Edge podcast to share stats, best practices and an RIA playbook for putting a strategic marketing plan in place.
In the episode of RIA Edge, Megan and host Mark Bruno discuss:
- The mindset of RIAs that are having the most success creating meaningful organic growth — and how leaders of these firms make sure this trickles down to all of their employees
- There have been a number of firms that have experimented with digital marketing over the last several years. The firms that have seen the most growth, what are they doing correctly? More specifically, among the firms that are experimenting and having success, what are they doing differently?
- Benchmarks for healthy organic growth rates, as well as how much should RIAs be investing in marketing
- Marketing is still a new frontier for many leaders of wealth management firms. What are some good resources for advisors who want to become more educated about all of the options and innovations available to accelerate their marketing?
Resources:
RIA Edge Podcast
Connect With Mark Bruno:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: Mark Bruno
- Twitter: Mark Bruno
- LinkedIn: Informa
Connect With Megan Carpenter:
- Connect with Megan on LinkedIn
- Meet Megan: FiComm website
- Read Megan’s Blog
- Book time to talk with Megan
While scores of RIAs continue to experience growth, despite headwinds in the markets and economy, some firms are growing more strategically than others – and this strategic growth is exponentially more valuable according to Jeff Vivacqua, President of Growth & Development at Cambridge Investment Research.
In this episode of the RIA Edge podcast, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Jeff about the drivers of high-quality growth and how RIA firm leaders can create processes and guidelines that will generate repeatable growth through M&A and organic strategies. Specifically, Mark and Jeff explore:
- Areas of opportunity for advisors to accelerate the growth of their businesses organically
- How will the future drivers of growth differ from the previous, more traditional drivers of growth?
- The firms that are growing the fastest – and the most consistently – what are they typically doing right? How are they thinking about, and investing in marketing, strategically?
- What role will M&A play in Cambridge’s future growth and development?
Resources:
RIA Edge Podcast
Connect With Mark Bruno:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: Mark Bruno
- Twitter: Mark Bruno
- LinkedIn: Informa
Connect With Jeff Vivacqua and Cambridge:
- Cambridge website
RMB Capital has become one of the largest and most successful RIA firms in the wealth management industry – with its own, at times, under-the-radar approach to growth. A strategic approach to M&A, organic growth and management of all things capital has fueled the firm’s success over the years, landing RMB on the inaugural RIA Edge 100 list of the industry’s top firms.
In this episode of the RIA Edge podcast, Informa Wealth Management’s Mark Bruno interviews Don Bechter, Managing Partner of RMB, about the primary contributors to the firm’s growth since inception. Specifically, Mark and Don discuss:
- What role M&A has played in accelerating RMB’s growth and reach
- How RMB has created a scalable, repeatable strategy for growing through both marketing and business developments
- New roles and development programs that RMB has added to help the firm continue to grow and attract new talent
Resources:
RIA Edge Podcast
Connect With Mark Bruno:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: Mark Bruno
- Twitter: Mark Bruno
- LinkedIn: Informa
Connect With Don Bechter and RMB:
- RMB Capital Website:
- LinkedIn: Don Bechter
With heightened market volatility and uncertainty significantly impacting client portfolios over the last year, RIAs have been leaning more on alternative investments to present their clients with new sources of return, income and downside protection.
In this episode of RIA Edge, David Levi, Managing Partner at Brookfield and Head of Brookfield Oaktree Wealth Solutions, shares his perspective with Informa’s Mark Bruno about the rise of alternatives in the RIA channel and the increased number of alternative offerings now directly available to high-net-worth investors. Specifically, Mark and David discuss:
- Macro-challenges and opportunities across the RIA landscape – What are the most successful RIAs doing to drive growth, attract and retain clients in a challenging market
- Why alternatives, why now: How alternatives have shifted from institutional to individual investors and the major driving forces behind this shift
- What types of problems are advisors largely looking to solve now that has prompted a heightened interest in a broader set of alternative investment options?
- How advisors can now access new real estate, infrastructure and private credit offerings for their clients
Resources:
RIA Edge Podcast
Connect With Mark Bruno:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: Mark Bruno
- Twitter: Mark Bruno
- LinkedIn: Informa
Connect With David Levi and Brookfield:
- Brookfield.com
- Brookfield|Oaktree
- LinkedIn: David Levi
The RIA Edge Podcast: One-on-One with AlTi CEO Michael Tiedemann
At the start of 2023, Michael Tiedemann and his namesake wealth and asset management firm – Tiedemann Advisors – completed one of the largest and most unique mergers to-date in the wealth management industry. Tiedemann combined his firm with Alvarium Investments and the Cartesian Growth Corp., a Special Purpose Acquisition Company, to form Alvarium Tiedemann, or AlTi, a publicly traded firm with more than $60 billion in AUM and one of the largest publicly traded wealth managers on the globe.
In this episode of the RIA Edge podcast, Tiedemann goes behind the deal with Mark Bruno, Managing Director of the Informa Wealth Management Group, to discuss the strategy and vision behind the deal. Specifically, Mark and Mike discuss:
- The growth opportunities public markets present to AlTi, given its position as both a wealth and asset management company
- How AlTi is evaluating growth opportunities moving forward, both through M&A and organic growth strategies
- How AlTi defines “quality growth” and assigns value across the wealth management market
- The role technology can play in creating scale and unlocking new growth opportunities
Resources:
RIA Edge Podcast
Connect With Mark Bruno:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: Mark Bruno
- Twitter: Mark Bruno
- LinkedIn: Informa
Connect With Michael Tiedemann and Alavarium Tiedemann:
- LinkedIn: Michael Tiedemann
- Company website: Alvarium Tiedemann
When Jeff Dekko took the helm at Wealth Enhancement Group, it was a regional player with roughly $600 million in assets. Fast forward to 2023, and WEG is now one of the largest players in the RIA space with more than $60 billion in assets under management and a rapidly growing national footprint.
While WEG has grown considerably through M&A, organic growth has played an important role in the company’s rise as well. In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Jeff Dekko, CEO of Wealth Enhancement Group, on how to build a solid foundation for scalable growth.
Specifically, Mark and Jeff discuss:
- What value the Wealth Enhancement Group can deliver to firms it acquires, and how it differentiates in a competitive buyer’s market
- What is driving the overall M&A market in 2023
- How to build a framework for scalable growth
- The importance of constantly changing and updating marketing and growth strategies based on the businesses and client needs – as well as market opportunities
Resources:
RIA Edge Podcast
Connect With Mark Bruno:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: Mark Bruno
- Twitter: Mark Bruno
- LinkedIn: Informa
Connect With Jeff Dekko:
- Jeff Dekko
- Wealth Enhancement Group
About Our Guest:
Jeff has more than 20 years of business experience in marketing, technology, operations and finance. He is responsible for overall leadership, growth and development of Wealth Enhancement Group. Jeff began his career with General Mills, Inc., where he served in a variety of marketing management positions. In 1994 he joined Recovery Engineering, Inc., where he was instrumental in the development and branding of the PUR water filtration system. Jeff was a key member of the team that successfully sold the company to Procter & Gamble for a 100% premium over market value. Through his work in technology and management consulting firms, Jeff has helped numerous organizations realize greater levels of success. Jeff provided consulting services to Wealth Enhancement Group before being asked to join the organization as CEO in 2003.
While M&A activity levels across the industry have generally cooled in recent months from a record pace, the minority investment market is heating up and continues to re-shape the RIA landscape.
In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Karl Heckenberg, CEO and President of Emigrant Partners, on the rise of minority investors and how they are deploying capital, resources and intelligence to drive growth in challenging markets.
Specifically, Mark and Karl discuss:
- What are the characteristics of an ideal minority investor and partner
- How are minority deals structured
- Where are M&A activity levels currently at and where will they go in 2023
- How post-deal integration impacts the success of a merger or acquisition
Resources:
- RIA Edge Podcast
Connect With Mark Bruno:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: Mark Bruno
- Twitter: Mark Bruno
- LinkedIn: Informa
Connect With Karl Heckenberg:
- LinkedIn: Karl Heckenberg
- Emigrant Partners
About Our Guest:
Karl Heckenberg is the President and CEO of Emigrant Partners and its affiliated company Fiduciary Network. In addition, he sits on the Board of Managers of the aforementioned companies. Karl has worked in financial services throughout his entire career and has previously worked for Merrill Lynch, A.G. Edwards & Sons, Wells Fargo and Charles Schwab. He also serves on the boards of Sarasota Private Trust Company, New York Private Trust Company and Cleveland Private Trust Company, and is Vice Chairman of Emigrant Bank. Karl was raised in the Washington, D.C. area and graduated from Saint Joseph’s University in Philadelphia.
Whether you are looking to buy, sell or build a partnership with another company, finding the right fit for your vision is essential.
In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Natalie Wolfsen, CEO of AssetMark, and Barrett Ayers, CEO of Adhesion Wealth, on their recently closed merger – highlighting their motivations for the deal, as well as their long-term vision.
Specifically, Mark, Natalie, and Barrett discuss:
- Why AssetMark and Adhesion Wealth decided to enter a partnership
- How outsourcing is improving growth rates for RIAs
- What RIAs should consider when buying, selling or considering a partnership to grow their businesses
Resources:
- RIA Edge Podcast
Connect With Mark Bruno:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: Mark Bruno
- Twitter: Mark Bruno
- LinkedIn: Informa
Connect With Natalie Wolfsen:
- LinkedIn: Natalie Wolfsen
- Asset Mark
Connect with Barrett Ayers:
- LinkedIn: Barrett Ayers
- Adhesion Wealth
About Our Guests:
Natalie Wolfsen is the Chief Executive Officer at AssetMark. Prior to being named CEO, she led the strategy and execution for AssetMark teams spanning digital channel development, corporate strategy, thought leadership, marketing, and product development. Natalie has more than 20 years of leadership experience across six financial services organizations, where she directed teams who collectively brought to life more than 50 financial services products, platforms, and programs, including the design of one of the industry’s first-ever mobile trading platform.
Barrett Ayers joined Adhesion Wealth in 2004 and is one of the original founders of Adhesion Wealth. As President of Adhesion Wealth, Barrett oversees the strategic direction and long-term growth plans for the organization. During his time at Adhesion Wealth, Barrett has overseen the firm’s Product, Relationship Management, Investment Consulting, Model Management, and Portfolio Management groups.
M&A activity has re-shaped the wealth management industry in recent years – but it also accelerating the evolution of the business, and ultimately access to financial advice.
In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Brent Brodeski, CEO of Savant Wealth Management, about the firm’s inorganic and organic growth, as well as its objective to extend advice to millions of new investors.
Specifically, Mark and Brent discuss:
- How Savant Wealth evaluates potential acquisitions and what a good fit looks like
- Where the overall industry is currently in the M&A cycle
- The difference between return on investment and return on “impact”
- What do RIAs need to attract more talent in the future
Resources:
- Listen to the latest episodes of the RIA Edge Podcast
Connect With Mark Bruno:
- WealthManagement.com
- LinkedIn: WealthManagment.com
- LinkedIn: Mark Bruno
- Twitter: Mark Bruno
- LinkedIn: Informa
Connect With Brent Brodeski:
- LinkedIn: Brent Brodeski
- Savant Wealth Management
About Our Guest:
Brent is the CEO and a founder of Savant. He has been involved in the financial services industry since 1988 and previously taught investment and finance courses at Rock Valley College, Rockford University, and Northern Illinois University. Brent earned a bachelor of science degree in finance and economics and a master’s degree in business administration with an emphasis in accounting from NIU. He is a Certified Public Accountant (CPA), a CERTIFIED FINANCIAL PLANNER professional, and a Chartered Financial Analyst® (CFA®).
In reviewing the past year, advisors are looking for more ways to grow their business. How will they take the first step into 2023 with a growth mindset?
In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Jim Cahn, Chief Investment Officer and Chief Business Development Officer for Wealth Enhancement Group, about WEG’s M&A strategy — and the role M&A could continue to play in the firm’s growth next year.
Specifically, Mark and Jim discuss:
- How Wealth Enhancement Group’s platform differs from other active, professional buyers
- How the 2022 market downturn has impacted M&A activity and smaller, less experienced buyers
- How WEG is driving organic growth for advisors outside of M&A
- How growth in the RIA industry will take shape in 2023
Resources:
- RIA Edge Podcast
Connect With Mark Bruno:
- WealthManagement.com
- LinkedIn: Mark Bruno
- Twitter: Mark Bruno
- LinkedIn: Informa
Connect With Jim Cahn:
- LinkedIn: Jim Cahn
- Wealth Enhancement Group
About Our Guest:
Jim brings significant financial services experience along with the investment management industry’s best thinking and best practices to his role as Chief Investment Officer of Wealth Enhancement Advisory Services. Throughout his professional career, Jim’s philosophy on investing has centered on providing clients with cost-effective, well-diversified portfolios and investment strategies that fit within a specific risk tolerance in order to help clients pursue their financial goals. Prior to joining Wealth Enhancement Group, Jim served as chief investment officer and portfolio manager for a Chicago firm, where he oversaw investment programs, launched a hedge fund-of-funds and consulted with clients. A frequent contributor to financial media, he has appeared on CNBC, Fox Business and BloombergTV, and has been quoted in The Wall Street Journal and The New York Times. He has also written a monthly column for Forbes.com since 2013.
The way advisors market their services has changed over the years, from one-to-one word-of-mouth and cold-calling to mass market approaches across Instagram and LinkedIn. Having more options than ever is inherently good for advisors looking to grow their businesses – but understanding how to appropriately use each platform is a key to successful marketing and … Continue reading RIA Edge Podcast: Content is King: Jackson Wood on Creating Persona and Meaningful Marketing Opportunities →
With the intense competition for talent in the wealth management industry, leaders of RIAs need to be more strategic than even when developing compensation, talent development and retention programs. In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Brandon Odell, Partner and Director of Business Consulting at The … Continue reading RIA Edge Podcast: Brandon Odell on the State of Advisor Compensation & Staffing →
The competition for new and experienced individuals in the RIA channel is at an all-time high. Employees of RIAs have more options and opportunities than ever before — requiring leaders of RIA firms to be acutely focused on the management of human capital, compensation, benefits and retention. In this episode of RIA Edge, Mark Bruno, … Continue reading RIA Edge Podcast: Brandon Kawal: How to Win the War for Talent in the RIA Industry →
With markets no longer providing advisers with a wide number of opportunities to grow their assets, RIAs must be truly intentional about how they drive meaningful organic growth. In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Jalina Kerr, Managing Director of Client Services for Schwab Advisor Services, … Continue reading RIA Edge Podcast: Schwab’s Jalina Kerr: How RIAs Can Grow By Design – Not Default →
RIA mergers and acquisitions have been re-shaping the industry for the last several years. But after years of record deal-making activity, how have the declining market conditions and rising interest rates impacted RIA M&A in 2022? In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Raj Bhattacharyya, CEO … Continue reading RIA Edge Podcast: Raj Bhattacharyya: The State of Play in RIA M&A →
The number of advisors looking to execute a succession plan in 2022 has nearly doubled since the beginning of the year, according to the latest RIA Edge Study “Pulse Poll” released in September. What is driving this accelerated shift? In this episode of the RIA Edge Podcast, Mark Bruno, managing director at Informa Wealth Management, … Continue reading RIA Edge Podcast: Carolyn Armitage on The Importance of Succession Planning for RIAs →
The RIA industry has experienced a significant amount of growth in recent years – but a handful of firms have found the keys to driving sustainable, long-term growth that will set them up for success in the future? What are the “secrets” to becoming a top-performing RIA? In this episode of RIA Edge, Mark Bruno, … Continue reading RIA Edge Podcast: Lisa Salvi on The Secrets of Top-Performing RIAs →
While M&A has been one of the most dominant themes in the RIA industry over the last several years, the battle for a limited supply of talent might be the defining theme of 2022. With compensation increasing for high-quality talent, a number of firms are finding it easier to acquire talent than it is to … Continue reading RIA Edge Podcast: Brian Hamburger on the Battle for Talent in the RIA Channel →
Steward Partners Global Advisory has become one of the largest and fastest growing independent firms in the wealth management industry over the last several years. The firm has accelerated its growth through a unique blend of models for advisors – as well as ownership structure replicated by few other, if any, independent firms with more … Continue reading RIA Edge Podcast: Jim Gold on Breaking the Mold in the RIA Business →
Leaders of RIA firms have a number of strategic options to consider when evaluating organic growth opportunities. When your RIA is part of a broader national tax planning business, however, the opportunities for growing a wealth management business can be plentiful – provided you have the right strategies and processes in place. In this episode … Continue reading RIA Edge Podcast: Matt Cosgriff on the Journey to $2 Billion in AUM →
For the longest time, mergers and acquisitions have been one of the most dominant, if not the most dominant, themes within the RIA channel. During the last quarter, however, the market and economy have changed substantially — throwing potential challenges into the red-hot RIA M&A market. In this episode of RIA Edge, Mark Bruno, Managing … Continue reading RIA Edge Podcast: The RIA M&A 2022 Mid-Year Outlook →
There is a “CEO state of mind” that some leaders of advisory firms have adopted to ensure that growth is front-and-center for all of its team members every day. SVB Private is one of the best examples of this and their growth mindset can provide a blueprint and framework for hundreds of RIAs to learn … Continue reading RIA Edge Podcast: SVB Private’s DeChellis on Embracing a Growth Mindset →
While M&A activity gets the majority of the attention in the RIA industry, strategic and sustainable organic growth is actually the secret to success for the industry’s top firms. The fastest growing and most influential RIAs have a balanced approach to M&A and organic growth. They are always thinking about how the two forms of … Continue reading RIA Edge Podcast: Sanctuary Wealth’s Jim Dickson on Balancing M&A and Organic Growth →
While market appreciation, traditional referrals and word-of-mouth marketing has driven growth for a number of RIAs, the industry’s largest and most successful firms are strategically leveraging M&A, digital marketing and data to drive their next wave of growth. Cressit, the $23 billion RIA based out of Chicago, may be one of the industry’s best examples … Continue reading RIA Edge Podcast: Cresset’s Doug Regan on Strategic, Purposeful Growth →
When it comes to business growth within the M&A space, you must be strategic in development while acquiring companies that fit your business model. In this episode, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Carolyn Armitage, CFP®, CIMA®, Head of Thrivent Advisor Network, about the key findings from the RIA Edge study, … Continue reading RIA Edge Podcast: Thrivent Advisor Network Carolyn Armitage on true drivers of growth in the RIA space →
Few firms have experienced the growth that Pathstone – one of the largest RIAs in the business — has enjoyed in recent years. Through a strategic approach to M&A, technology, and socially responsible investing, Pathstone has emerged as one of the most successful advisory firms to ultra-high-net-worth individuals. In this episode of RIA Edge, Mark … Continue reading RIA Edge Podcast: Pathstone’s Matthew Fleissig on the Journey to $35BN →
From one small firm in 2011 to a national RIA with 36 offices in 2020, Beacon Pointe has experienced tremendous growth within the industry in a short period of time. Beacon Pointe’s M&A strategy has played a large role in its growth and they have evolved into one of the leading, most active – and … Continue reading RIA Edge Podcast: Beacon Pointe’s Matt Cooper on Driving Exponential RIA Growth →
As organizations grow, employees from top-to-bottom need to be aligned and appropriately motivated — and recruiting new talent will be essential to driving and creating exponential growth. In this episode of RIA Edge, Mark Bruno, managing director at Informa Wealth Management, speaks with Martine Lellis, chief talent and administrative officer with Mercer Advisors, on human … Continue reading RIA Edge Podcast: Mercer Advisors’ Martine Lellis on Growth Through Talent Management →
Plancorp, a $5.1 billion RIA, has been one of the fastest-growing – and most focused – firms in the industry. Plancorp’s growth has been fueled by an unrelenting emphasis on the client experience, and a commitment to enrolling its expanding team in the company strategy and success. In this episode of RIA Edge, Mark Bruno, … Continue reading RIA Edge Podcast: Plancorp’s Chris Kerckhoff on Reinventing the Client Experience →
Not many CEOs of multi-billion dollar RIAs started out as an intern at the firm that they are now running. Even fewer have followed that career path to the top of a $4.4BN RIA that boasts over 70 employers. That’s the story of Neela Hummel, co-CEO of Abacus Wealth Partners, who recently took over as … Continue reading Abacus Wealth’s Neela Hummel on Strategically Building a $4.4BN RIA →
In recent years, M&A has dominated the RIA industry. But Arnerich Massena is different—as one of the fastest-growing RIAs in the business, starting in 1991 they began achieving growth with a model that served several unique clients and business types. This required having multiple platforms of service for their clients but also beginning a journey … Continue reading Arnerich Massena’s Reegan Rae: The Secrets of Successful Organic Growth →
The leaders of RIA firms have more options than ever before when evaluating growth opportunities in today’s market. M&A activity continues at an accelerated pace – and technology is allowing advisors to extend their services to an ever-increasing number of investors and clients. In this episode of RIA Edge, Mark Bruno, managing director at Informa … Continue reading Build or Buy – or Both? Wealthstream’s Michael Goodman on building a $1BN RIA →
A small, but growing, number of influential independent advisory firms are on the fast track to becoming truly national wealth managers. M&A has been a tool that has allowed regional firms to expand their footprints, and Merit Financial Advisors is perhaps one of the industry’s best examples of how strategic M&A can be transformational – … Continue reading Merit’s Kay Lynn Mayhue: Building a National Wealth Management Firm →
While every RIA has its own unique approach to adding new clients and talent, the top-performing firms share some common strategic approaches to accelerating and driving organic and inorganic growth. In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Jeff Pierce, CEO of Wipfli Financial Advisors, about the … Continue reading Wipfli’s Jeff Pierce: Strategies for Driving Quality RIA Growth →
For the last decade, strong equity markets have powered a substantial amount of growth for tens of thousands of financial advisors. A handful of firms, however, have “cracked the code” and created blueprints for driving strategic growth for their firms that will extend well beyond this prolonged bull market. In this episode of RIA Edge, … Continue reading Grow by Design, Not by Default: Journey’s Penny Phillips →
As the independent and RIA channels have grown and become more influential, the challenges and opportunities aligned with running your own businesses have grown significantly in recent years. To better understand and assess the options that are now available to advisors who are looking to build their own businesses — or accelerate the growth of … Continue reading The Evolution of Independence: Snowden Lane’s Rob Mooney →
With more investors seeking out financial advice than ever before, RIAs are in a position to capitalize on an evolving mix of investing, planning and technology developments that can create long-term business growth. In this episode of RIA Edge, Mark Bruno, managing director at Informa Wealth Management, speaks with Stan Gregor, CEO of Summit Financial. … Continue reading From Practice to Platform: Strategic RIA Growth With Stan Gregor →
Every RIA firm is unique and has its own strategies and approaches for driving growth. But a handful of the fastest growing and most successful firms have one thing in common: They take an active approach to managing and thinking about growth on a daily basis – and ultimately how they can continue to improve … Continue reading Drivers of Strategic RIA Growth: Wealthcare’s Matt Regan →
Many in RIAs understand the importance of strong marketing strategies, but knowing what types of strategies – and then consistently executing – is a major challenge for a number of advisors. In this episode of RIA Edge, Mark Bruno, managing director at Informa Wealth Management, speaks with Megan Gorman, founder and managing partner of Chequers … Continue reading Marketing with Intent: Chequers’ Megan Gorman on how RIAs can build a brand and voice →
Mergers and acquisitions are becoming a more common way for larger RIAs to grow. But successfully managing a merger or acquisition after the deal closes is anything but a straight line — and many RIAs are looking for guidance on how to build a “culture of one.” In this episode, Mark Bruno, managing director at … Continue reading After the Close: Building a Truly Integrated RIA Following a Merger or Acquisition →
While a number of RIAs have experienced significant growth in recent years, many have actually grown by default – not design: Often, advisors are relying on the market, existing clients and referrals to drive growth. But there are a number of steps and strategies that advisors can implement to drive intentional, sustainable growth. Few leaders … Continue reading Brilliant Growth Strategies in the RIA World with Jeff Concepcion →
While the RIA channel has been growing at a steady clip for years, a handful of firms have grown at an accelerated rate and are now responsible for the lion’s share of assets and clients in the industry. Wealthspire Advisors has been one of the fastest growing RIAs in the business, and CEO Mike LaMena … Continue reading Finding the right fit: M&A, Recruiting and Marketing Strategies with Wealthspire’s Michael LaMena →
Finding business strategies that work, and promote continuous growth can be one of the biggest challenges when running a business, especially coming out of the pandemic. But one firm, Cerity Partners has been able to maintain and continue their growth in tremendous ways. In this episode, Mark Bruno sits down with Claire O’Keefe, partner and … Continue reading Updating Growth Strategies for RIAs With Claire O’Keefe →
The RIA channel has seen tremendous growth over the last decade, but a handful of RIAs have executed on M&A and marketing strategies that have positioned them as the industry’s truly elite firms. In this first episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Scott Hanson, co-founder and senior … Continue reading M&A and Marketing Strategies for Driving “Intentional Growth”: Allworth Financials’ Scott Hanson →