On the Circuit: Recent Episodes
Three Crowns Marketing
Welcome to On the Circuit with Three Crowns Marketing's CEO and Founder, Johnny Sandquist, and Director of Digital Media, Brodrick Lothringer. This is a podcast where conversation sparks innovation.
Don’t blame the advisor, blame the tech stack.
According to Tony Stitch, CRO of Entrustody, there’s no substitute for a custodian that improves an advisor’s efficiency and closes prospects.
Tony hops on the podcast to discuss the qualities that advisors should be looking for in custodians — and how Entrustody is revolutionizing the industry by offering custody as a service. He also shares why digital marketing is important to embrace.
Episode 45 of “On the Circuit” was recorded live from the Fearless Investing Summit in October 2023 in Miami.
“On the Circuit” is a podcast where conversation sparks innovation, hosted by Johnny Sandquist from Three Crowns Marketing. Season 2 finds Johnny recording live conversations with guests at industry conferences like Fearless Investing Summit and Nebraska FPA Wealth Management Conference. In these insight-packed episodes, guests share advice and dreams for the future of the industry.
Want to learn more about how Three Crowns can help you elevate your digital presence? Check out the links below to get started:
- Download our free ebook, 8 Steps to Launching a Podcast Your Ideal Clients Can't Ignore
- Learn more about our marketing services
A client is so much more than their AUM. Their health and overall happiness are on their mind more than their finances.
Traditionally, though, financial planning forces advisors to focus on managing portfolio risk and keeping their eyes on the hard numbers. Which is important, make no mistake — but it doesn’t tell the whole story.
Keena Pettijohn, CEO and founder of Lifelogixs Strategic Consultancy Group, challenges advisors to think above and beyond AUM and portfolios. Who will execute decisions when the client is incapacitated? Do they have a health proxy and power of attorney?
She shares her thoughts on how advisors can approach clients with these concerns and why longevity planning > financial planning.
Episode 44 of “On the Circuit” was recorded live from the Fearless Investing Summit in October 2023 in Miami.
“On the Circuit” is a podcast where conversation sparks innovation, hosted by Johnny Sandquist from Three Crowns Marketing. Season 2 finds Johnny recording live conversations with guests at industry conferences like Fearless Investing Summit and Nebraska FPA Wealth Management Conference. In these insight-packed episodes, guests share advice and dreams for the future of the industry.
Want to learn more about how Three Crowns can help you elevate your digital presence? Check out the links below to get started:
- Download our free ebook, 8 Steps to Launching a Podcast Your Ideal Clients Can't Ignore
- Learn more about our marketing services
As CEO of Opto Investments, Ryan VanGorder provides advisors with the software and platform to easily navigate the private markets. A well-balanced portfolio, one that will achieve a client’s end goals, includes both public and private investments.
“Advisors are set out to manage toward benchmarks, manage toward return profiles,” Ryan said. “That will come with some beta market exposure, but to outperform that, they're going to need to figure out where the alpha engine really resides in those portfolios. And we're strong believers that the private markets are a provider of that.”
Ryan joins us to share Opto’s story and how they’re making private markets more accessible to advisors, and the importance of including private investments in portfolios.
Episode 43 of “On the Circuit” was recorded live from the Fearless Investing Summit in October 2023 in Miami.
“On the Circuit” is a podcast where conversation sparks innovation, hosted by Johnny Sandquist from Three Crowns Marketing. Season 2 finds Johnny recording live conversations with guests at industry conferences like Fearless Investing Summit and Nebraska FPA Wealth Management Conference (Johnny loves a good industry conference). In these jam-packed episodes, guests share advice, insights and dreams for the future of the industry.
Want to learn more about how Three Crowns can help you elevate your digital presence? Check out the links below to get started:
- Download our free ebook, 8 Steps to Launching a Podcast Your Ideal Clients Can't Ignore
- Learn more about our marketing services
Communication is key in advisor-client relationships.
“How do you communicate with clients effectively without understanding their behavior and personality?” Jerry Szatko, CEO of Unitifi, asks.
Jerry and Unitifi, a wealth management technology, believe in behavioral finance as a tool to help advisors better communicate with clients.
Jerry joins us to discuss how Unitifi identifies personality attributes and behaviors in clients and prospects, then provides advisors with tips on how to use those insights to strengthen relationships.
Episode 41 of “On the Circuit” was recorded at the Nebraska FPA Wealth Management Conference in October 2023 in Omaha.
“On the Circuit” is a podcast where conversation sparks innovation, hosted by Johnny Sandquist from Three Crowns Marketing. Season 2 finds Johnny recording live conversations with guests at industry conferences like Fearless Investing Summit and Nebraska FPA Wealth Management Conference (Johnny loves a good industry conference). In these jam-packed episodes, guests share advice, insights and dreams for the future of the industry.
Want to learn more about how Three Crowns can help you elevate your digital presence? Check out the links below to get started:
- Download our free ebook, 8 Steps to Launching a Podcast Your Ideal Clients Can't Ignore
- Learn more about our marketing services
Liability planning is not one of the usual services embedded in advisory practices, but Siddhartha Oza would like to see that changed – for the good of clients and advisors alike.
According to Siddhartha, this gap is an opportunity for advisors to differentiate their practice and unlock AUM with their clients. Siddhartha is co-founder and co-CEO of Sora Finance, an AI-driven debt financing and management platform.
Siddhartha joins us to discuss the importance of adding liability planning to your advisory practice and how Sora helps advisors do just that. He joins host Johnny Sandquist in a conversation recorded live from the Fearless Investing Summit in October 2023 in Miami.
“On the Circuit” is a podcast where conversation sparks innovation, hosted by Johnny Sandquist from Three Crowns Marketing. Season 2 finds Johnny recording live conversations with guests at industry conferences like Fearless Investing Summit and Nebraska FPA Wealth Management Conference (Johnny loves a good industry conference). In these jam-packed episodes, guests share advice, insights and dreams for the future of the industry.
Want to learn more about how Three Crowns can help you elevate your digital presence? Check out the links below to get started:
- Download our free ebook, 8 Steps to Launching a Podcast Your Ideal Clients Can't Ignore
- Learn more about our marketing services
Competition in business is a tricky balance. A little bit is healthy and instigates creativity. Too much can hinder growth.
In the realm of financial advice, individuals can all learn from each other, and both young and experienced advisors can benefit. As the president of FPA of Nebraska for 2023 and the VP of Advisor Development at Carson Wealth, Thomas Pargett, CFP®, lives by the mantra, “Collaboration over competition.”
In this episode of “On the Circuit,” recorded at the Nebraska FPA Wealth Management Conference in October 2023 in Omaha, Thomas chats about his experience as a member of FPA and how he strives to create an inclusive community of advisors.
“On the Circuit” is a podcast where conversation sparks innovation, hosted by Johnny Sandquist from Three Crowns Marketing. Season 2 finds Johnny recording live conversations with guests at industry conferences like Fearless Investing Summit and Nebraska FPA Wealth Management Conference (Johnny loves a good industry conference). In these jam-packed episodes, guests share advice, insights and dreams for the future of the industry.
Want to learn more about how Three Crowns can help you elevate your digital presence? Check out the links below to get started:
- Subscribe to the Three Crowns newsletter
- Learn more about our marketing services
Nearly 68% of Americans don’t have an established will.
That’s a cause for concern for both clients and advisors alike – but Matt Morris sees it as more of an opportunity than a problem. As CEO of EncorEstate Plans, Matt empowers advisors to create exceptional estate planning experiences for clients through technology and a human-centric approach.
Matt joins us to discuss how EncorEstate Plans empowers advisors to provide and facilitate the estate planning process themselves, rather than pointing clients to an estate planning attorney.
In this episode of “On the Circuit,” Matt discusses the relationship between estate planning and the generational wealth transfer, and the pitfalls and opportunities advisors face. He joins host Johnny Sandquist in a conversation recorded live from the Fearless Investing Summit in October 2023 in Miami.
“On the Circuit” is a podcast where conversation sparks innovation, hosted by Johnny Sandquist from Three Crowns Marketing. Season 2 finds Johnny recording live conversations with guests at industry conferences like Fearless Investing Summit and Nebraska FPA Wealth Management Conference (Johnny loves a good industry conference). In these jam-packed episodes, guests share advice, insights and dreams for the future of the industry.
Want to learn more about how Three Crowns can help you elevate your digital presence? Check out the links below to get started:
- Download our free ebook, 8 Steps to Launching a Podcast Your Ideal Clients Can't Ignore
- Learn more about our marketing services
Any organization’s success boils down to people: you, the people you hire and the people you call clients.
Stevens Capital Partners grew his business 4x in three years after coming onto the scene during the pandemic. David Stevens, President and Founder of Stevens Capital Partners says his people are responsible for that growth.
In this episode of “On the Circuit” David shares the attributes he looks for in new hires and the value of local professional organizations in building peer relationships.
This episode of “On the Circuit” was recorded at the Nebraska FPA Wealth Management Conference in October 2023 in Omaha.
“On the Circuit” is a podcast where conversation sparks innovation, hosted by Johnny Sandquist from Three Crowns Marketing. Season 2 finds Johnny recording live conversations with guests at industry conferences like Fearless Investing Summit and Nebraska FPA Wealth Management Conference (Johnny loves a good industry conference).
In these jam-packed episodes, guests share advice, insights and dreams for the future of the industry.
Want to learn more about how Three Crowns can help you elevate your digital presence? Check out the links below to get started:
- Download our free ebook, 8 Steps to Launching a Podcast Your Ideal Clients Can't Ignore
- Learn more about our marketing services
Digital and automated marketing introduce tremendous opportunities for advisors to find, reach and qualify more leads. But all the strong leads in the world mean nothing if advisors don’t get in front of these prospects and follow up.
As Head of Partnerships at White Glove, Lara Galloway understands the balance between digital and traditional marketing efforts and has insight into how advisors can convert leads.
In this episode of “On the Circuit,” Lara shares how advisors can humanize themselves and effectively reach prospects, especially with an educational approach. She joins host Johnny Sandquist in a conversation recorded live from the Fearless Investing Summit in October 2023 in Miami.
“On the Circuit” is a podcast where conversation sparks innovation, hosted by Johnny Sandquist from Three Crowns Marketing. Season 2 finds Johnny recording live conversations with guests at industry conferences like Fearless Investing Summit and Nebraska FPA Wealth Management Conference (Johnny loves a good industry conference). In these jam-packed episodes, guests share advice, insights and dreams for the future of the industry.
Want to learn more about how Three Crowns can help you elevate your digital presence? Check out the links below to get started:
- Download our free ebook, 8 Steps to Launching a Podcast Your Ideal Clients Can't Ignore
- Learn more about our marketing services
Since acquiring Oakbrook Solutions in June 2023, F2 Strategy continues to refine their capabilities and hire experts in nuanced specialties like digital, data and CRM.
With his combined experience as Chief Technology Officer and in the consulting space, Doug has a pulse on what’s next for the industry, and how advisors can scale it down into their business. He dives into the power of data and the untapped potential of industry executives in career transitions on this episode of “On The Circuit,” recorded live from the Fearless Investing Summit in October 2023 in Miami.
“On the Circuit” is a podcast where conversation sparks innovation, hosted by Johnny Sandquist from Three Crowns Marketing. Season 2 finds Johnny recording live conversations with guests at industry conferences like Fearless Investing Summit and Nebraska FPA Wealth Management Conference (Johnny loves a good industry conference). In these jam-packed episodes, guests share advice, insights and dreams for the future of the industry.
Want to learn more about how Three Crowns can help you elevate your digital presence? Check out the links below to get started:
- Download our free ebook, 8 Steps to Launching a Podcast Your Ideal Clients Can't Ignore
- Learn more about our marketing services
All work and no play makes for a dull advisor. Industry conferences and professional organizations are fantastic ways to connect with like-minded individuals, build a network of centers of influence (i.e., attorneys, CPAs and more) and gather valuable takeaways for your business, yourself and your clients – not to mention have a little fun in the process.
Nate Hudson would know as he hasn’t missed a continuing education event since joining the Financial Planning Association (FPA) in 2018. Nate is a Wealth Advisor at Avior Wealth Management and FPA Nebraska 2024 President-Elect.
He joins “On the Circuit” host Johnny Sandquist this episode to share his plans as president and why advisors should consider joining a local, regional or national organization.
This episode of “On the Circuit” was recorded at the Nebraska FPA Wealth Management Conference in October 2023 in Omaha.
“On the Circuit” is a podcast where conversation sparks innovation, hosted by Johnny Sandquist from Three Crowns Marketing. Season 2 finds Johnny recording live conversations with guests at industry conferences like Fearless Investing Summit and Nebraska FPA Wealth Management Conference (Johnny loves a good industry conference). In these jam-packed episodes, guests share advice, insights and dreams for the future of the industry.
Want to learn more about how Three Crowns can help you elevate your digital presence? Check out the links below to get started:
- Download our free ebook, 8 Steps to Launching a Podcast Your Ideal Clients Can't Ignore
- Learn more about our marketing services
Curiosity and vulnerability are the keys to building an authentic, diverse firm, says Julie Johnson, President and CEO of XY Communication. When you know yourself, you can attract the right clients. And now is a crucial time as ever for advisors to embrace authenticity — the generational wealth transfer is around the corner and more females and younger adults under the age of 55 will hold assets under management. These populations yearn for a safe, transparent, friendly financial professional and “emotional partner” as Julie Johnson says.
She joins “On The Circuit” host Johnny Sandquist in a conversation recorded live from the Fearless Investing Summit in October 2023 in Miami.
The two discuss the power of a human-first, holistic approach and how to build a firm that attracts and retains more diverse advisors.
“On the Circuit” is a podcast where conversation sparks innovation, hosted by Johnny Sandquist from Three Crowns Marketing. Season 2 finds Johnny recording live conversations with guests at industry conferences like Fearless Investing Summit and Nebraska FPA Wealth Management Conference (Johnny loves a good industry conference). In these jam-packed episodes, guests share advice, insights and dreams for the future of the industry.
Want to learn more about how Three Crowns can help you elevate your digital presence? Check out the links below to get started:
- Download our free ebook, 8 Steps to Launching a Podcast Your Ideal Clients Can't Ignore
- Learn more about our marketing services
Trends come and go. Some stick around and have a lasting impact. Others are forgotten as quickly as they arrived.
The Global Head of Investment Solutions at Dimensional Fund Advisors, Marlena Lee, dishes on both in this episode of “On the Circuit.” Marlena chats with host Johnny Sandquist on investment fads like AI, holistic approaches and silver bullets. They discuss which have staying power and how advisors can communicate with clients who inquire about them.
This episode of “On the Circuit” was recorded at the Nebraska FPA Wealth Management Conference in October 2023 in Omaha.
“On the Circuit” is a podcast where conversation sparks innovation, hosted by Johnny Sandquist from Three Crowns Marketing. Season 2 finds Johnny recording live conversations with guests at industry conferences like Fearless Investing Summit and Nebraska FPA Wealth Management Conference (Johnny loves a good industry conference). In these jam-packed episodes, guests share advice, insights and dreams for the future of the industry.
Want to learn more about how Three Crowns can help you elevate your digital presence? Check out the links below to get started:
- Download our free ebook, 8 Steps to Launching a Podcast Your Ideal Clients Can't Ignore
- Learn more about our marketing services
Tom Fields, CEO and founder of Fynancial, joins “On The Circuit” host Johnny Sandquist in a conversation recorded live from the Fearless Investing Summit in October 2023 in Miami.
Fynancial is a social financial platform that’s already making waves in the wealth management industry since its founding in 2022.
During his time as an advisor, Tom saw a communication gap. Between social media, email, texts and the client portal, how could an advisor ensure clients received the right information? Fynancial brings familiar social media features (i.e., scrolling, tapping and push notifications) to a traditional client portal. Communication is easier for advisors and the UX experience has never been simpler for clients.
In this episode, Tom shares his thoughts on the communication gap between advisors and clients, and how Fynancial can help strengthen existing client relationships.
“On the Circuit” is a podcast where conversation sparks innovation, hosted by Johnny Sandquist from Three Crowns Marketing. Starting with episode 31, we find Johnny at the Fearless Investing Summit (he loves a good industry conference). In these jam-packed episodes, his guests share advice, insights and dreams for the future of industry.
Want to learn more about how Three Crowns can help you elevate your digital presence? Check out the links below to get started:
- Download our free ebook, 8 Steps to Launching a Podcast Your Ideal Clients Can't Ignore
- Learn more about our marketing services
Season 2 of On The Circuit kicks off with host Johnny Sandquist talking to Tricia Rothschild at the Fearless Investing Summit October 2-4.
In this episode, Tricia talks about Nitrogen’s recent rebrand, the future of Wealthtech and the growth potential for advisors and clients at the intersection of wealth and retirement.
Tricia has served as a board member for Nitrogen since January 2022. Also a sought-after consultant, she spent 26 years of her illustrious career as Chief Product Officer and Co-head of Global Markets at Morningstar.
On the Circuit is a podcast where conversation sparks innovation, hosted by Johnny Sandquist from Three Crowns Marketing. Starting with episode 31, we find Johnny at the Fearless Investing Summit (he loves a good industry conference). In these jam-packed episodes, his guests share advice, insights and dreams for the future of industry.
Want to learn more about how Three Crowns can help you elevate your digital presence? Check out the links below to get started:
- Download our free ebook, 8 Steps to Launching a Podcast Your Ideal Clients Can't Ignore
- Learn more about our marketing services
In the season finale of On the Circuit, John O’Connell of Oasis Group joins Three Crowns CEO Johnny Sandquist to discuss the growing need for values-based investing, navigating the Great Wealth Transfer, the importance of cybersecurity education and the future of AI in fintech.
With over 30 years of experience, O’Connell has an inside look at where firms are succeeding and struggling with new technology and changing client expectations. One hurdle he doesn’t see going away anytime soon is the security risks associated with AI-generated “deep fake” scams – in which hackers and scammers gain access to sensitive financial data and assets through voice cloning technology. But O’Connell reminds us that there are certain protective measure firms can – and should – use to combat such risks.
Learn more from this industry expert in our latest episode, and we’ll see you next season!
Want to learn more about how Three Crowns can help you create your own podcast? Check out the links below to get started:
- Download our free ebook, The Advisor's Guide to Starting a Podcast
- Connect with a member of our podcasting team
- Learn more about starting your own podcast
In this episode of the On the Circuit podcast, Johnny Sandquist sits down with Angie Herbers, Founder of Herbers & Company, to discuss the challenges faced by advisory firms in achieving sustainable organic growth.
She also categorizes industry experts into three groups: specialists (who focus on a specific area like marketing or management training), coaches (who work on influencing executive team behavior) and consultants like Herbers & Company (who look at the business as a whole and offer holistic solutions).
Click “Play” to learn more from this industry veteran and watch your firm grow to new heights.
Want to learn more about how Three Crowns can help you create your own podcast? Check out the links below to get started:
- Download our free ebook, The Advisor's Guide to Starting a Podcast
- Connect with a member of our podcasting team
- Learn more about starting your own podcast
In this episode, Philipp Hecker sheds light on Bento Engine's value proposition, emphasizing the significance of offering proactive advice to clients during life events and age-based milestones. He explains how Bento Engine, an integrated technology and content solution, uses APIs to scan an advisor's entire book of business, identifying opportunities for actionable advice.
When potential moments that matter are detected, the platform not only alerts the advisor but also equips them with compliance-approved, impactful content in multiple formats for seamless communication with clients.
Want to learn more about how Three Crowns can help you create your own podcast? Check out the links below to get started:
- Download our free ebook, The Advisor's Guide to Starting a Podcast
- Connect with a member of our podcasting team
- Learn more about starting your own podcast
As a seasoned professional in advisor WealthTech, Diana Cabrices is adept at creating powerful narratives for innovative solutions providers. In her role today as Fractional Chief Evangelist and Founder at Diana Cabrices Consulting, she lends her voice to help businesses share their unique stories in the most compelling way – but what does that look like on a day-to-day basis?
Today, Cabrices joins On the Circuit to share all about her journey combining vast industry knowledge with SEO to capture audiences and revolutionize marketing in wealth management.
Want to learn more about how Three Crowns can help you create your own podcast? Check out the links below to get started:
- Download our free ebook, The Advisor's Guide to Starting a Podcast
- Connect with a member of our podcasting team
- Learn more about starting your own podcast
As GM and Head of Engagement at MarketCounsel and Hamburger Law, Ryan Marcus has a wealth of knowledge on what it takes to find success in wealth management. His previous work at United Capital, RIA in a Box, Morgan Stanley and other big-name wealth management companies have made him a subject matter expert in the industry – and now, he’s sharing those insights with our On the Circuit listeners.
In this episode, Marcus discusses trends in breakaways and M&As, including how evolving fintech is encouraging more firms than ever to consider independence. That RIA experience, however, comes with its own set of risks. Listen in to learn more about how advisors can best navigate the current financial landscape to optimize client outcomes and economic success.
Want to learn more about how Three Crowns can help you create your own podcast? Check out the links below to get started:
- Download our free ebook, The Advisor's Guide to Starting a Podcast
- Connect with a member of our podcasting team
- Learn more about starting your own podcast
In this episode of the On the Circuit podcast, Liang Zhao of Vansary discusses the challenges faced by Asian American women in tech and the need for greater representation. From client-focused public relations initiatives to overcoming stereotypes, Zhao covers it all.
Zhao also talks about her latest venture: Tiger Collective. Tiger Collective aims to elevate Asian women in tech to help them attain more leadership positions and further advance their careers. Listen to the full episode to hear more from Zhao about both Tiger Collective and Vansary!
Want to learn more about how Three Crowns can help you create your own podcast? Check out the links below to get started
- Download our free ebook, The Advisor's Guide to Starting a Podcast
- Connect with a member of our podcasting team
- Learn more about starting your own podcast
Aaron Klein sits down with Johnny Sandquist to talk about Nitrogen’s evolution from risk-centered solution to comprehensive growth platform in the wealth management industry.
Hear all about his struggles and triumphs scaling the company formerly known as Riskalyze, including how choosing team members that really reflected the company’s values ultimately lead to better results.
Plus, Klein shares his thoughts on how a growth platform can foster success for wealth management firms across the industry.
Want to learn more about how Three Crowns can help you create your own podcast? Check out the links below to get started:
- Download our free ebook, The Advisor's Guide to Starting a Podcast
- Connect with a member of our podcasting team
- Learn more about starting your own podcast
In the latest episode of On the Circuit, Johnny Sandquist and Brodrick Lothringer sit down with Sheryl O'Connor, CEO and Founder at IncomeConductor, to discuss human-first financial planning and the role technology plays in enhancing it. O'Connor shares her journey from being a professional musician to becoming a technologist in fintech and how her curiosity during the 2008-2009 market crash led her to start building IncomeConductor.
And if you want to learn more about how Three Crowns can help you create your own podcast, check out the links below to get started:
- Download our free ebook, The Advisor's Guide to Starting a Podcast
- Connect with a member of our podcasting team
- Learn more about starting your own podcast
In this week’s episode, Dr. Mary Bell Carlson and Jonathan Walker challenge financial advisors to embrace technology and humanity to achieve efficiency and emotional intelligence with clients.
These industry experts from the Financial Behavior Keynote Group agree that by establishing a solid rapport, advisors can better understand their clients' needs, goals, and values, thus being able to provide more personalized and meaningful service. Building trust with clients also ensures a long-lasting relationship, leading to continued success and growth for both the client and the advisor.
And if you want to learn more about how Three Crowns can help you create your own podcast, check out the links below to get started:
- Download our free ebook, The Advisor's Guide to Starting a Podcast
- Connect with a member of our podcasting team
- Learn more about starting your own podcast
Financial planning tools, tech and strategies are great – but the key to successful financial planning lies in addressing the underlying emotional and psychological factors driving your clients.
That’s why Susan Bradley founded Sudden Money Institute back in the ‘90s, delving into the idea of financial transitionists. Likewise, Sarah Newcomb sees a larger need for younger generations of not just financial advice, but advice that centers around resourcefulness and connection.
The two sit down with Brodrick Lothringer and Johnny Sandquist of Three Crowns Marketing to discuss their career journeys and the futures they envision for financial advice in this week’s episode of On the Circuit. Click play to explore more from these two women in finance, including their dream “fiestas!”
And if you want to learn more about how Three Crowns can help you create your own podcast, check out the links below to get started:
- Download our free ebook, The Advisor's Guide to Starting a Podcast
- Connect with a member of our podcasting team
- Learn more about starting your own podcast
Get “financially naked” with our guests this week as they delve into the future of financial planning, client-advisor communication techniques and the psychology behind different approaches to financial planning.
Dr. Kristy Archuleta, a University of Georgia professor; Dr. Michael Kothakota, CFP Board Head of Research and CEO of WolfBridge Wealth; and Ed Coambs, Founder of Healthy Love and Money, sit down with Three Crowns at the 2023 Shift Conference to tell it all.
And if you want to learn more about how Three Crowns can help you create your own podcast, check out the links below to get started!
- Download our free ebook, The Advisor's Guide to Starting a Podcast
- Connect with a member of our podcasting team
- Learn more about starting your own podcast
In today’s episode, join industry experts Torie Happe and Deirdre Van Nest as they discuss branding, relatability, automation and the crucial role of financial education. These two powerhouses know that when advisors combine their greatest tool (their humanity) with tools like the “Canva of content” (ChatGPT) – they can successfully connect with their prospects through storytelling.
Plus, stick around for CEO Johnny Sandquist’s latest announcement: A brand-new podcast co-hosted by Torie Happe herself. Money Chronicles will tell the story of people inside and outside of financial services about their first moment and first recollection of money, plus what they’ve learned from their big money mistakes and successes.
And if you want to learn more about how Three Crowns can help you create your own podcast, check out the links below to get started!
- Download our free ebook, The Advisor's Guide to Starting a Podcast
- Connect with a member of our podcasting team
- Learn more about starting your own podcast
The core of human first financial planning lies in advisor-client relationships built on empathy. In this episode of On the Circuit, Brian Portnoy, CFA and Founder at Shaping Wealth, and Amy Mullen, CFP® and President of Money Quotient, Inc., discuss how advisors can lean into behavioral science to foster trust and grow their business.
Listen in to learn about the connectivity between financial advice and client emotions, or to hear our guests’ most ideal version of a San Antonio-style “fiesta.”
Want to learn more about how Three Crowns can help you create your own podcast? Check out the links below to get started!
- Download our free ebook, The Advisor's Guide to Starting a Podcast
- Connect with a member of our podcasting team
- Learn more about starting your own podcast
This episode features Jess Bost, RICP®, VP of Strategic Partnerships and Client Success at Alpha Architect, as she shares her journey as a passionate financial professional with years of experience under her belt and deep relationships formed on authenticity.
Our second guest is a true financial planning enthusiast with an impressive background: Adam Holt, CFP®, ChFC®, CEO & Founder at Asset-Map. His passion for helping advisors earn trust quickly led him to create a unique platform that accelerates the conversation between advisors and clients.
Want to learn more about how Three Crowns can help you create your own podcast? Check out the links below to get started!
- Download our free ebook, The Advisor's Guide to Starting a Podcast
- Connect with a member of our podcasting team
- Learn more about starting your own podcast
Jason Wenk and Dr. Meghaan Lurtz discuss the importance of human-driven financial planning, bringing in gems of advice and practical guidance based on their personal experiences in the industry as well as relevant source material.
Want to learn more about how Three Crowns can help you create your own podcast? Then be sure to check out the links below!
- Download our free ebook, The Advisor's Guide to Starting a Podcast
- Connect with a member of our podcasting team
- Learn more about starting your own podcast
In this episode, Corey Westphal, CEO of Mobile Assistant, talks about his company’s rebranding journey with hosts Brodrick Lothringer and Johnny Sandquist.
Corey Westphal, the CEO and founder of Mobile Assistant, has been a driving force in the world of dictation services for over a decade. With a background in medical transcription, Corey has adapted his expertise to cater to the financial industry, helping advisors accurately document their client interactions. His focus on template-driven processes and integration with CRM partners has made Mobile Assistant an essential tool for financial advisors, streamlining their workflow and maximizing efficiency.
Want to learn more about how Three Crowns can help you create your own podcast? Then be sure to check out the links below!
- Download our free ebook, The Advisor's Guide to Starting a Podcast
- Connect with a member of our podcasting team
- Learn more about starting your own podcast
Brendan Frazier and Sarah Fallaw discuss how data and technology can inform the client experience – without eliminating the need for human-first advice.
In the modern world, clients look to advisors for more than just financial information – they want investment advice designed around their personal goals and values. Listen in as Dr. Preston Cherry and Shana Sissel share their experiences with building client trust, as well as their thoughts on how AI could shape the future of financial services.
We’re kicking off series two of On the Circuit from the SHIFT conference in San Antonio, Texas. Join in as Ross Marino talks about the impact of human emotion in financial planning, as well as how AI programs like Chat GPT could alter the financial services landscape both now and down the road.
Today’s episode was recorded at the MarketCounsel Summit 2022. Listen in as Three Crowns CEO and Founder Johnny Sandquist talks new tech with Anthony Stich, Chief Revenue Officer at Entrustody, and Aaron Brodt, CEO of Amplify.
With the possibility of a recession looming larger and larger, 2023 has both advisors and investors on their toes. A herd of new tech companies is galloping onto the fintech scene to help advisors navigate what is almost definitely going to be a tumultuous year.
One of these new companies is Entrustody, a digitally native custodian focused on empowering advisor efficiency through its language processing system. Virtual Entrustody Assistant, or VEA, completes mundane advisor tasks, such as moving money into a client’s account, through simple typed instructions.
“Our goal is to offer truly meaningful bidirectional integrations with the technologies that advisors know and love,” Stitch explains. The reduction in keystrokes and clicks works to reduce errors and free up advisors to spend more time in front of clients.
Aaron Brodt of Amplify is also on a mission to simplify advisor tech using an “RIA Operating System” or “ROS,” a module-built ecosystem that handles end-to-end processes for advisor, client and enterprise. The result is full visibility for business owners and C-suite executives.
Both Brodt and Stich believe better visibility and streamlined processes are key to creating a personalized client experience, which is crucial for advisors looking to grow in 2023.
This episode was recorded live at the 2022 MarketCounsel Summit event at a podcasting booth sponsored by Halo Investing. Join Three Crowns CEO Johnny Sandquist for a quick-hitting Q&A session with Suleman Din, Advisor Intelligence Lead at AdvisorEngine.
In this episode, former journalist and marketing communications expert, Suleman Din, discusses his role as Advisor Intelligence Lead at Advisor Engine. Intelligence Lead is a job that didn't exist a few years ago – and one that focuses on curating content and thought leadership that advances innovation. The basis of Din’s work is that advisor tech companies aren’t just vendors – they’re the partners you’re building your firm with.
One of the most visible ways he does this is through AdvisorEngine’s Action Magazine, which is a publication for doers in wealth management. Action stands apart from the crowd with both print and digital versions, as well as free and relevant downloadables to accompany each and every article. While many consider print media a thing of the past, Din ruminates on the experiential nature of print magazines:
“For folks who want to have the tactile sensation, they like to have something in their office or take it on the plane or take it with them somewhere where they don't have reception, where they can just kind of read through it,” Din explains. “Because again, when you pick up Action Magazine, it's not talking about deals, it's not talking about who's who in the industry – it's really focused on you.”
Check out the full episode to learn more about how Din is providing actionable content to advisors, as well as how his background in journalism led to his current position at AdvisorEngine.
This week, Three Crowns CEO Johnny Sandquist talks all things fintech with two new guests. Anand Sheth, CEO & Founder of Pulse 360, explores how tech can improve meeting experiences for both advisors and their clients. Our second guest, Scott Scherr, is Managing Director of Trading at FlyerFT. Listen in as Scherr shares how his company can help advisors optimize risk management and trade execution.
So much of advisor tech solutions focus on getting more of those sweet meetings. Firms invest in marketing, spend time following up with prospects and generally invest a good chunk of change into getting their advisors in front of real people.
But what happens when advisors are actually in those meetings? Pulse360 is focusing in on those moments with revolutionary solutions.
Anand Sheth, CEO & Founder of Pulse 360, explains, “Meetings are at the heart of every practice and just like a heart needs a consistent blood flow, if you don't have meeting prep and meeting follow up running efficiently and streamlined, you're going to choke up your practice. And so that's where we decided to focus and help advisors with a tool where you can streamline your entire meeting process.”
Our second guest in this week’s episode is Scott Scherr, Managing Director of Trading at FlyerFT. Scherr explains how they provide a trading front end or order management system (OMS) to manage trades and construct trades more easily.
With an open API solution like Flyer, advisors can expect increased efficiency, auditability and compliance. The OMS also offers extra functionality, such as trading at a household level, which is advantageous as it allows advisors to trade multiple accounts within a family and achieve greater tax efficiency.
Whether you’re restructuring your tech stack or adding new tech tools from the ground up, this week’s episode offers great insight into how your firm can leverage tech to create better experiences.
This week, tune in to ‘On the Circuit’ to hear from Jack Ginter, CEO & Founding Partner of Callan Family Office. Stick around for our second guest, Matt Middleton: CEO at Advisor Circle.
Enhancing client experience is an important goal for any wealth management professional, but for those with ultra high net worth clients, the stakes are even higher. On this week's episode of 'On The Circuit' we had the pleasure of talking to Jack Ginter, the CEO founding partner of Callan Family Office.
Jack shared his approach to creating a distinctive client experience for wealthy individuals, families and foundations with assets of $50 million and above. The secret ingredient to his success is multifold, but he gives ample credit to the small relationship to advisor ratio at Callan, which stays around 15-20 clients per advisor. In addition, Callan takes a team-based approach to their practice, with multiple different members handling relationship management, investments, service efforts and more.
With the right resources available, the advisor talent at Callan is able to focus on delivering a spectacular client experience.
Matt Middleton, CEO of Advisor Circle, agrees that relationships are the foundation of success in the financial industry. In fact, he predicts that the next new trend for advisor marketing will include influencer marketing, a popular tactic among B2C businesses.
While the word “influencer” might bring to mind the likes of Kim Kardashian or your favorite YouTuber, Middleton thinks advisors may benefit more from a micro-approach. That is, using your star clients to access communities in need of financial advice, and then partnering with relevant influencers in an authentic and creative way to build trust.
Listen to the full episode to hear more from these two industry powerhouses, including Middleton’s takes on building a positive company culture as CEO and the importance of maintaining mental health.
In this episode, Johnny Sandquist talks with Nitesh Verma, Head of Enterprise Partnerships at Snappy Kraken, about driving real business impact in his new role. Stick around for our second guest, CEO/Founder of Actifi Spenser Segal, to learn about the importance of effective communication in the advisory world in 2023.
After 8 years in various high-ranking positions at Advisor Websites, Nitesh Verma has now shifted to Head of Enterprise Partnerships at marketing automation company, Snappy Kraken. In this role, Verma spends a lot of time working with advisors to keep communication open between them and their clients – which is crucial to firms’ growth.
One of the most underutilized forms of communication for advisors is texting.
“A good email, you get, you know, 30, 50% open rate,” Verma explains. “Text message is over 90% – everyone reads a text message.”
In addition to texting, Nitesh reminds advisors that email, a great website and social media offer plentiful opportunities to interact with clients.
Spenser Segal dives into the conversation with his thoughts on top technology trends for advisors:
“In the case of advisor experience integration and effective utilization, I think the biggest trend I'm seeing is that the capabilities and options and optionality choices available to advisors have never been greater. Yet their ability to take advantage of those things to drive real business impact, that gap is growing not shrinking.”
Although both advisor and client experience need to be prioritized for best results, Segal points out that advisor experience drives the client experience in advisor-centric business models.
Segal also drives home that data systems and warehouses depend on someone actually looking at the data and taking action from it. He poses questions for firms heavily investing in data warehouses:
“Why am I going to spend the time, energy and money going in here to get this data nice and clean and accurate? What am I going to do with it? How is that going to help my firm grow? How is that going to help my firm deliver a better client experience? How is that going to help me make more money? Most firms don't do a great job of answering those questions first.”
Listen to the full episode or reach out directly to Segal to learn more about how Actifi can help streamline your firm’s data processes.
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Homer Smith has been in the industry for over 20 years, beginning his journey as an advisor the week of 9/11/2001. About 10 years into his career, Smith pivoted to working with business owners and opened his own practice.
“What I recognized is the wealth management space didn't have a lot of great solutions for business owners if they were still owning their business, running their business and not liquid yet,” Smith explains. “And so I started building an entire client service model around that.”
Aside from founding and running his own business at Konvergent, Smith has also recently released a best-selling book: Optimizing the Financial Lives of Clients: Harness the Power of an Accounting Firm’s Elite Wealth Management Practice.
From his experience, Smith has an important takeaway for financial advisors: Embrace partnerships with CPAs and attorneys – which is a basis of Konvergent’s business model.
“We help them dive deeper with their client relationships and uncover ways for themselves as a CPA to add more value and more services. Inevitably, a lot of the solutions we might help them uncover could lead back to wealth management.”
The second guest in today’s episode, David Canter, also has a long history in finance – but has recently taken over as President of Bluespring Wealth. Just four months into the new role, Canter spends his time working with financial advisors and teaching the importance of succession planning.
Canter sees the wealth management ecosystem on a growth trajectory, and reminds advisors that their success will largely be built on strong relationships.
“Every advisory firm has one unfair advantage that they so often overlook: They know more about their clients and their clients’ lives than virtually anyone else, except perhaps their own family.”
Listen to the full episode to get all the details from Smith and Canter, and check back again next week for a brand-new episode!
In this week’s episode, Three Crowns CEO Johnny Sandquist chats with Brian McLaughlin, President of Orion Advisor Technology. This podcast is sponsored by Halo Investing and was recorded at the MarketCounsel Summit 2022.
When Redtail was acquired by Orion last year, Brian McLaughlin knew he was in for more than a few changes.
For starters, going from CEO of a 130-person team at Redtail to President of a 1,000-person team at Orion was a huge shift. But regardless of the size or location of the team he’s leading, McLaughlin believes transparency is key.
To ensure the transition went smoothly, McLaughlin dedicated his first months on the job to observing and learning about the company, employees and culture. He also made a point to be available to other employees as needed in the event that they need to discuss work or life-related topics.
“Go talk to people that you've never talked to before and ask them what they do, what they like, how they like their jobs – just gather data,” he explains.
In this episode, McLaughlin also reflects on his time first coding what would become Redtail over 20 years ago and how that experience informs his new role at Orion. One thing that hasn’t changed is McLaughlin’s openness to change and growth. His time spent with other individuals in leadership at both Redtail and Orion has impacted his management style as he continues to learn new, more effective ways to work and lead others.
Listen in to learn more about this inspiring journey from McLaughlin, and tune in again next week for more conversations with fintech icons you know and love.
In this episode of On The Circuit, Joanna Kanakis of Halo Investing shares how Halo's technology is helping financial advisors protect their clients' portfolios and grow their businesses in times of uncertainty. Stick around for our second guest, Tina Powell of Intention.ly, as she shares how teamwork and micro-risks can deliver results.
In this episode, you’ll hear:
- How Halo Investing is democratizing access to technology and structured products to the retail market.
- How financial advisors can use protective investing strategies to maintain existing client relationships and attract new clients.
- Why risk and evidence-based approaches to marketing can (and should) work together in 2023.
Links
- Halo Investing
- Joanna Kanakis LinkedIn
- Intention.ly
- Tina Powell LinkedIn
Welcome to the premiere episode of On the Circuit, hosted by Three Crowns CEO, Johnny Sandquist, and Director of Digital Media, Brodrick Lothringer.
As founder of a marketing firm catering directly to advisors and fintech companies, Johnny spends ample time at industry conferences each year. These events offer opportunities to engage with thought leaders and connect with today’s brightest innovators.
Those exchanges begged the question: “What if we could capture these real, spur-of-the-moment conversations, and share them with the world?”
Johnny has partnered with podcast guru Brodrick to do just that – bringing you a series of quick-hitting episodes where you can listen in on the top names in fintech talk about the future of finance, building a company culture and more.
These 18 interviews recorded across a two-day period are jam-packed full of actionable advice from top-notch guests, including intention.ly’s Tina Powell, Shannon Rosic of WealthStack, Matt Middleton of AdvisorCircle, and more.
The end result? Conversations that spark innovation.