The Connected Advisor

Episode 156: This week, Kyle Van Pelt talks with Ian Wenik, Editor at Citywire. Ian covers the independent wealth management industry with a focus on RIAs, mergers and acquisitions, advisor technology, and the business forces reshaping financial advice. Through his reporting and conversations with industry leaders, he has developed a front-row view of the trends driving growth across the advisory landscape. Kyle and Ian explore what separates today's fastest-growing RIAs from the rest of the industry. They discuss why competition for acquisitions continues to intensify, how firms can balance scale with independence, and why organic growth remains the ultimate differentiator. They also examine Schwab's latest referral changes, AI's potential to level the playing field for mid-sized firms, emerging technology trends, and what Ian believes the future holds for advisors building the next generation of great firms. In this episode: (00:00) - Intro (03:25) - A preview of Citywire's fastest-growing RIAs report  (05:47) - Why the M&A market is becoming more competitive  (08:00) - Why large RIAs struggle to reach the public markets (11:02) - Are RIAs becoming the new wirehouses?  (13:21) - Deal structures that don't work (16:05) - Schwab's referral changes and what they mean for RIAs  (22:06) - What's driving organic growth today (25:21) - How AI can help mid-sized firms compete  (27:00) - Ian's advice for firms that want to stay independent (27:58) - Technology trends among the fastest-growing firms (29:16) - Ian's outlook on the future of the financial services industry (30:41) - Ian's Milemarker Minute Key Takeaways Deep expertise creates opportunities. Whether investing, acquiring businesses, or serving clients, deep subject-matter expertise allows firms to spot hidden value and underrated talent before the broader market takes notice.  Ownership drives commitment. If you want entrepreneurial people to stay engaged, give them meaningful opportunities to build equity rather than relying solely on compensation. Optimize organic growth strategies for modern discovery. Traditional search and referral channels are evolving. To maintain a strong pipeline, leaders must diversify their acquisition strategies—leveraging digital media, strategic partnerships, and AI-driven search visibility. Use AI to create more time for people, not less. Automating operational work improves efficiency, but relationships and trust remain the foundation of exceptional client service. Let AI handle the back office so you can spend more time on the conversations that actually grow the business. Quotes "For the public markets to open up to RIAs, you need a really strong, well-capitalized firm, a strong balance sheet, a clean operating and capital structure, strong cash flows, and high organic growth." ~ Ian Wenik "The reason that we've seen so many transactions fail is that the transactions are structured in a way where it's cash-heavy, short earn-out. It allows the founders to cash themselves out. They peace out after maybe a year, and you have a second generation that's actually managing the underlying client book of business that has no incentive to stick around." ~  Ian Wenik "Invest in what you do best. Remember why you got into this business. If you focus on that core business, as long as you maintain a baseline level of profitability, a lot of things will fall into place." ~ Ian Wenik Links  Ian Wenik on LinkedIn Citywire Edelman Financial Engines Focus Financial Partners Creative Planning Cerity Partners LPL Financial  Morgan Stanley  Future Proof Joshua Brown Goldman Sachs  Moneta Group Carson Group  Peter Mallouk Charles Schwab  Orion Advisor Solutions  Movement Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 155: This week, Kyle Van Pelt talks with Julie Littlechild, Founder and CEO at Absolute Engagement. Julie is a recognized leader in client engagement, investor behavior, and referral growth. Through years of advisor and investor research, she has helped firms better understand the emotional drivers behind client decisions and build stronger, more personalized advisory relationships. Kyle and Julie explore why understanding how clients feel is just as important as understanding their financial goals. Julie explains how behavioral data—especially around confidence and concerns—helps advisors uncover more meaningful conversations, personalize communication, and strengthen trust over time. They also discuss why client experience is becoming a key competitive advantage, how AI should enhance rather than replace human connection, and practical ways firms of every size can create experiences that resonate with both today's clients and the next generation. In this episode: (00:00) - Intro (01:33) - Julie's money moment (04:52) - Understanding the confidence and concern indices (04:52) - Understanding the confidence and concern indices (06:52) - Using behavioral data to personalize the client experience (10:00) - Why CRM integrations make behavioral data more actionable (14:35) - The growing role of client experience leadership (17:04) - Why efficiency alone isn't a competitive advantage (19:18) - Practical ways smaller firms can elevate the client experience (22:06) - Making client appreciation events more meaningful (25:21) - Generational shifts and the "juggle generation" (27:54) - Julie's outlook on the future of financial services (29:23) - Julie's Milemarker Minute Key Takeaways Behavioral data creates better conversations, not just better reporting. Measuring client confidence and concerns gives advisors a practical starting point for uncovering what clients are truly thinking and feeling, leading to deeper, more meaningful relationships. Personalization starts with understanding what matters most. Advisors who know what clients are worried about can tailor conversations, communication, events, and resources in ways that feel genuinely relevant instead of generic. Technology should amplify human connection. AI and behavioral insights are most valuable when they create more time—and better context—for advisors to build trust, empathy, and lasting relationships. Client experience is becoming a true competitive advantage. Operational efficiency is increasingly expected. The firms that stand out will be the ones that consistently make clients feel understood, supported, and confident about the future. Quotes "Think about the experience not only as the conversations that advisors have with their clients, but the communications they share, the events that they run, and the offer that they have in place." ~ Julie Littlechild "We are at a point now where we can see the connection between data, technology, and human connection. I think we're starting to understand that, 'If I can capture this insight and have this data and do that effectively, comfortably, and consistently, I can create a more human experience.'" ~ Julie Littlechild "Efficiency does not set you apart. No one ever said, 'My life has been impacted by my advisor because they have some incredible workflows.'" ~ Julie Littlechild Links  Julie Littlechild on LinkedIn Absolute Engagement Good to Great Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 154: This week, Kyle Van Pelt talks with Jason Borek, Chief Growth Officer at The Pinnacle Group. Jason has extensive experience in the financial services industry, with a focus on distribution and sales. At The Pinnacle Group, he is responsible for implementing the firm's enterprise-level business strategies.  Jason talks with Kyle about why insurance remains dramatically underutilized in wealth management, why advisors struggle to implement it, and what needs to change for it to become a meaningful part of holistic planning. He also shares how Pinnacle closes the gap between insurance manufacturers and financial advisors, where AI and technology fit into the future of distribution, and why emotional intelligence will define the next generation of great advisors.  In this episode: (00:00) - Intro (01:17) - Jason's money moment (04:38) - Inside The Pinnacle Group's core businesses  (06:35) - Why only 2% of wealth management firms use insurance  (09:59) - How and when should insurance be used in client portfolios (15:21) - How AI and data impact the future of advisor workflows  (21:17) - Will technology replace distribution in asset management or enhance it?  (23:52) - Jason's thoughts on emotional intelligence—innate or taught (27:32) - Jason's outlook on the future of wealth management (30:55) - What it takes to run a multicustodial firm  (33:51) - Jason's Milemarker Minute Key Takeaways Lead with culture and language, not product. The industry's biggest mistake has been pushing solutions before understanding the people they're meant for. Breaking into new markets isn't about forcing a pre-existing product. It's about learning how your audience thinks, operates, and communicates. Real traction comes from building bridges, not delivering pitches.   Don't confuse education with implementation. Education alone doesn't move people to action. Pair any new strategy or message with real people who can sit in the room and walk clients or stakeholders through the hard follow-up questions. Materials build awareness. People build trust. Treat clean data as your foundation, not an afterthought. You cannot begin to solve a client's problem or identify new opportunities without clean, accurate data. Clean data is the modern business currency. Without it, organizations cannot deliver true, personalized value. Don't mistake efficiency for engagement. Technology creates capacity. But its value only shows up if you reinvest that time into deeper relationships. Otherwise, you're not more effective, you're just more efficiently absent.  Quotes "About 2% of revenues come from the sale of insurance products within the wealth management space. And part of the reason why is that our industry is terrible at listening. The insurance industry has forever been a hammer looking for a nail." ~ Jason Borek "If we're going to move into a marketplace where 97% of the people who do business with us do not sell insurance as their primary means of revenue, we'd better take some time to understand how they communicate." ~ Jason Borek "Without the technology creating more client engagement, all you've then become is more efficiently absent." — Jason Borek Links  Jason Borek on LinkedIn The Pinnacle Group New York Life Insurance Holland & Knight Marshall & Stevens  Angeles Investments Cameron Rogers Altruist Jason Wenk Nimesh Patel The Explicit Gospel Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 153: This week, Kyle Van Pelt talks with Brett Bernstein, CEO & Co-founder at XML Financial Group. Brett is an active financial advisor assisting clients with his holistic approach to goal-setting and problem-solving. Before co-founding XML in 2004, he was a Vice President and Senior Financial Advisor at Merrill Lynch. He is also a serial entrepreneur, actively investing in many startups, and has led his firm through three acquisitions. Brett talks with Kyle about why advisors are going independent. He discusses why independence continues to attract both advisors and clients, what it takes to build trust and brand recognition as an independent advisory firm, and how firms can balance scale with personalization. Brett also addresses the realities of scaling a modern advisory firm, including aligning operations across multiple teams, attracting the next generation of investors, investing in cybersecurity, and thoughtfully adopting AI without compromising compliance.  In this episode: (00:00) - Intro (02:03) - Brett's money moment (05:34) - How to build brand credibility and trust as an independent firm (07:52) - How Brett defines independence (11:36) - Unifying operations and compliance while preserving advisor autonomy  (13:15) - XML's social media and content strategy  (18:15) - Referrals, seminars, and community-driven growth strategies (20:04) - How to build a successful business from the ground up (22:08) - Cybersecurity as a non-negotiable investment (25:02) - How XML adapts to technology and AI (27:17) - Leading with compliance: XML's approach to using AI (29:16) - What Brett thinks about data and AI  (31:24) - What the future holds for XML Financial Group (33:53) - Brett's Milemarker Minute Key Takeaways Don't chase growth. Build for it. Sustainable growth starts from the ground up. Focus on your real costs, your people, and your clients' needs first. Then let those realities define your growth targets. Reach the next generation before you need to. If your client base is aging, the clock is ticking. The children and grandchildren of your current clients are the next relationship to build. Connect and meet them where they're at.  Invest in expertise where it matters most. Cybersecurity, compliance, and technology aren't DIY functions. The cost of not investing is far greater than the cost of doing it right. Technology is a multiplier, not a replacement. AI and automation should enhance your ability to serve clients, not replace human relationships. Human connection, trust, and community engagement will always be core to advisory businesses, no matter how advanced technology becomes.  Quotes "More money has been going to independent platforms. More people are starting their own firms. They're realizing that independence is a lot of times better for the client." ~ Brett Bernstein "I want the people to continue doing what made them great and what the clients love." ~ Brett Bernstein "AI needs to be your partner. Don't look at it as a replacement. And if you can lean into it as your partner, you're going to be better as a firm and better for your client." ~ Brett Bernstein Links  Brett Bernstein on LinkedIn XML Financial Group Merrill Lynch So What Else  Focus Financial Partners Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 152: In this special compilation episode, Kyle Van Pelt and Jessica Perez revisit four conversations centered on one of the biggest challenges facing advisory firms today: scaling while maintaining exceptional client service. Anne McPhail shares why intentional leadership and culture create lasting organizations. Michael Vedders explains how thoughtful planning and advisor development lead to stronger firms. Tim Gavin explores the operational mindset required to build sustainable growth. And Sarah Simmer reveals how world-class client experience can be delivered consistently, even as firms expand. Together, these conversations highlight that sustainable growth isn't driven by technology alone—it's built on people, process, and purpose. In this episode: (00:00) – Intro (00:51) – Anne McPhail on building a culture that scales with the firm (04:33) – Michael Vedders on developing advisors for long-term growth (07:22) – Tim Gavin on creating operational excellence that supports scale (10:34) – Sarah Simmer on delivering white-glove client experiences at scale Links  Anne McPhail on LinkedIn Novare Capital Management Michael Vedders on LinkedIn NorthRock Partners Tim Gavin on LinkedIn MCF Advisors Sarah Simmer on LinkedIn Heritage Wealth Advisors Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Jessica on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 151: This week, Kyle Van Pelt talks with Eric Amar, Founder & CEO of Accelerated Wealth Partners, about the shifting dynamics between massive corporate firms and independent boutique RIAs. He discusses the balance between scale and personalization, the rise of mega RIAs, and the trade-offs advisors face when choosing independence. From his front-row seat at Focus Financial Partners during its explosive growth to launching his own firm, Eric shares his unfiltered perspective on what's really driving industry consolidation, why EQ beats IQ in this business, and where the real opportunity lies for entrepreneurial advisors. In this episode: (00:00) - Intro (01:00) - Eric's money moment (04:44) - The EQ vs. IQ debate: Why emotional intelligence matters  (06:45) - Why Eric founded Accelerated Wealth Partners  (12:25) - The client's dilemma: Choosing between independent RIAs vs. big brands  (16:23) - Are RIAs becoming the new wirehouses?  (23:09) - The "breakaway of the breakaways" trend: Why advisors are leaving  (26:49) - What sets Accelerated Wealth Partners apart from other firms (33:24) - Eric's outlook on the future of the wealth management industry (38:20) - Eric's Milemarker Minute Key Takeaways Don't underestimate the power of EQ in business. Technical expertise might get you in the room, but emotional intelligence is what builds trust, influences decisions, and drives long-term success.   People don't choose advisors based on credentials. They choose based on trust. Even with access to top-tier platforms and resources, clients often make decisions based on personal connection and confidence in the advisor.  Technology is leveling the playing field. Smaller independents today can access capabilities that once required the resources of a major institution. The infrastructure gap is closing fast, and the firms that move quickly will compete at a level that wasn't possible before.   Know what you're building before you build it. Growth requires intentional design. At every stage, leaders must decide what they're building, who they serve, and how they want to operate.  Quotes "Advisors have to understand their clients' motivations and really get them to agree and to get on board with the program. You can give the best advice. But if they don't listen to you, it doesn't matter." ~  Eric Amar "RIAs never won on size. They never won by being bigger, by having more resources. They won by saying, 'I'm like you, I'm here, I'm in your community, I'm in your industry, or I know how you think.'" ~ Eric Amar "The beauty of the independent space for smaller firms right now is that the technology is going to get them there much faster. The ability to leverage these tools gives you a lot more resources today as a smaller independent than you ever had before." ~ Eric Amar Links  Eric Amar on LinkedIn Accelerated Wealth Partners Focus Financial Partners Morgan Stanley  Future Proof Joshua Brown Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 150: This week, Kyle Van Pelt talks with Kathy Longo, President & Founder at Flourish Wealth Management. Kathy has a remarkable talent for distilling complex financial concepts into simple, easily digestible concepts. She built Flourish Wealth Management out of a passion for making financial management more enjoyable.  Kathy talks with Kyle about how building a strong operational foundation early paves the way for sustainable growth. She shares how her early experiences at large firms shaped her approach to leadership, operations, and long-term growth. From implementing enterprise-level systems as a solo founder to navigating the tension between visionary thinking and operational execution, Kathy offers an inside look at building a firm from the ground up, leadership growth, and team development. In this episode: (00:00) - Intro (02:09) - Kathy's money moment and career journey (05:34) - Key operational lessons Kathy learned from big firms (07:36) - Bringing generational planning and philanthropy into client relationships   (10:55) - Managing the natural tension between the visionary and integrator seats (15:37) - Flourish's hiring matrix (18:36) - Flourish's growth strategy  (20:18) - How Kathy uses technology and AI to improve client experience (22:39) - Kathy's outlook on the future of the financial services industry (26:16) - Kathy's Milemarker Minute Key Takeaways Build the foundation before you need it. Don't wait for revenue or asset milestones to establish mature processes. Implementing robust operating systems, strategic planning, and clear cultural guidelines in the early years lays the foundation for seamless scaling in the future.  Decouple the visionary and integrator roles. As a founder, it's easy to get trapped trying to be both the big-idea generator and the daily executor. Founders must learn to balance big ideas with the reality of getting things done, whether that means stepping into operational roles or empowering others to do so. Protect team culture with rigorous hiring frameworks. Emotional interviewing leads to bad hires. Utilizing objective, multi-layered personality and behavioral assessments helps ensure that candidates fit the team's technical and behavioral needs. Let technology automate, let humans connect. AI cannot replace the true value of a leader or advisor. The ultimate goal of integrating advanced tech and AI should be to eliminate administrative friction, allowing professionals to focus 100% of their energy on emotional intelligence and deep human connection.  Quotes "Coming from big firms, I knew that the earlier you create systems and processes and think about how to run a business, will give you that foundation to really run it like a well-established firm." ~ Kathy Longo "Let the technology take away all of the parts that don't really need as much thinking, and really get the advisors to be so attuned to the emotional conversation." ~ Kathy Longo "I would love to see us spend all our time developing our planner skills and being present for those clients. Because the piece I don't think will ever get replaced is human interaction with our clients and the value we add—to hold space for them through all of life's ups and downs and transitions." ~ Kathy Longo Links  Kathy Longo on LinkedIn Flourish Wealth Management Deloitte  Future Proof The Prophet Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 149: This week, Kyle Van Pelt talks with Ben Carlson, Director of Institutional Asset Management at Ritholtz Wealth Management.  Ben is the author of five books on investing, including his newest, Risk and Reward. He's the creator of the blog A Wealth of Common Sense and co-host of the Animal Spirits podcast. Ben talks with Kyle about how content has become a powerful engine for growth, clarity, credibility, and connection. He discusses the value of consistency, how to structure content for different generations, and why showing up to solve client problems before they even arise builds an enduring business.  Ben also talks about why in-person connection still matters in a digital-first world and how AI is changing the advisor-client dynamic. In this episode: (00:00) - Intro (01:07) - Ben's money moment (03:45) - How content became a growth engine for institutional business  (05:19) - Inside Ben's content creation process  (07:13) - Why Ben started blogging  (09:13) - Why blogging became Ben's medium of choice (10:15) - Why podcasts create a stronger audience connection  (12:06) - How Ritholtz approaches content strategy  (17:03) - How Ben came up with the idea for his book  (24:10) - Future Proof: Building a conference that almost never happened  (27:08) - Why in-person experiences matter more than ever  (31:11) - Ben's outlook on the future of wealth management (35:12) - Ben's Milemarker Minute Key Takeaways Create before you're ready and keep going longer than feels comfortable. Most content starts in silence. The early phase, where no one is watching, is actually an advantage. It lets you refine your voice without pressure. Consistency compounds, even when feedback doesn't.  Make complexity understandable, not simplified. Clients don't need jargon. They need clarity. The ability to explain complex ideas in plain language is a competitive advantage, especially in industries built on trust.   You can't predict what will resonate. So, publish anyway. The best strategy isn't perfection. It's volume, variety, and consistency.  Play the long game with audience building. People don't convert overnight. They show up after years of listening, reading, and observing, often triggered by a life event. Content builds familiarity long before action.   Quotes "Whatever format you use for content, make sure it's something that you enjoy first and do it for yourself first and foremost before thinking about trying to build an audience or build a brand." ~ Ben Carlson "You never really know what piece of content is going to resonate with someone. You never really know what will work and what will not. And that's why I think casting such a wide net is helpful." ~ Ben Carlson "No piece of technology is ever going to help people get more comfortable with the 'Am I going to be okay' question. That's what everyone wants to know when they get advice." ~ Ben Carlson Links  Ben Carlson on LinkedIn Ritholtz Wealth Management Risk and Reward Michael Batnick Joshua Brown  Barry Ritholtz Matt Middleton Future Proof Band of Brothers Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 148: This week, Kyle Van Pelt talks with Dan Johnson, Senior Managing Director and Head of Wealth Management Practice at F2 Strategy. Dan is an industry leader in portfolio management systems implementation, investment performance conversions, centralized portfolio management, and integrations with advisor-driven toolsets.  Dan talks with Kyle about scaling the wealth and asset management business without technology overload. From the pitfalls of shiny object syndrome in tech to the discipline required to scale, Dan discusses the real role of technology, not as a collection of tools, but as a strategic amplifier of a firm's value proposition. He also shares the powerful shift in the industry from "next best actions" to "next best experiences," where advisors use technology and data not just to optimize operations but to create meaningful, human-centered client relationships.  In this episode: (00:00) - Intro (01:13) - Dan's money moment (03:56) - Are RIAs just reinventing wirehouses?  (06:06) - The challenges of becoming the accidental CEO and CTO  (10:22) - Scaling through discipline and reducing tech bloat (14:18) - How to evaluate technology effectively  (19:40) - How AI is driving change in wealth management today (27:52) - Why data strategy is the foundation of AI  (31:38) - Dan's outlook about the future of the financial services industry (32:31) - Dan's Milemarker Minute Key Takeaways Stop trying to be great at everything. The best firms intentionally choose two to three areas where they'll be exceptional and accept being average everywhere else. Focus creates differentiation. The firms that scale well identify their true differentiators and build their tech stack around those.  "Interesting" doesn't build your business—"useful" does. It's easy to get caught in the hype of AI and emerging tech. But if it doesn't improve efficiency, increase margin, or drive revenue, it's just noise. There's a difference between being curious about AI and actually deploying it in a way that moves the needle.  The next frontier isn't efficiency, it's experience. AI is already proving its worth in the back office. The real opportunity now is using that freed-up capacity to create genuinely memorable client experiences. Think less "next best action" and more "next best experience."  Data is no longer optional. It's the foundation. AI is only as powerful as the data behind it. Firms that own, structure, and govern their data effectively will be the ones that actually unlock value from AI.   Quotes "Technology is meant to amplify your value proposition to your client." ~ Dan Johnson "You can't be exceptional at everything. Pick two or three areas where you're going to hang your hat, and they're going to be unique components when it comes to technology." ~ Dan Johnson "If you don't invest, take it seriously, and put together proper data structures, you're never going to get the AI." ~ Dan Johnson Links  Dan Johnson on LinkedIn F2 Strategy  Joshua Brown  Doug Fritz Dennis Moseley-Williams Unreasonable Hospitality Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 147: This week, Kyle Van Pelt talks with Patrick Kelly, Co-Founder and CEO of Signal Advisors. Patrick started his career as a financial advisor at Northwestern Mutual before becoming an independent advisor. Before Signal, Patrick founded RepPro, the first electronic application platform for fixed and fixed index annuities in the IMO business. Patrick talks with Kyle about the hidden economics behind high-growth advisory firms. He discusses why some of the fastest-growing advisors integrate insurance, annuities, and investment management into a cohesive strategy, and how pairing this with recurring revenue can unlock both growth and enterprise value. Patrick also explores how technology simplifies operations, improves visibility into marketing performance, and ultimately helps advisors make better business decisions and enhance client experiences. In this episode: (00:00) - Intro (02:02) - Patrick's money moment (05:06) - Where Signal Advisors fits in the modern advisor ecosystem  (07:11) - Why insurance technology still lags behind wealthtech (10:52) - The hidden limitations of basic data feeds  (15:12) - Rethinking the commission vs. fee-based debate  (17:10) - The evolution of fee-based annuities and advisor adoption  (19:47) - The real engine behind advisor growth and enterprise value (21:07) - How Signal Advisors survived its early cash flow challenges  (28:25) - Building a tech stack around advisor economics and visibility (34:01) - Why advisors work with so many carriers (36:14) - Patrick's vision for the future of Signal Advisors (40:35) - Why AI should improve experience before efficiency  (43:37) - Patrick's Milemarker Minute Key Takeaways Great advisors solve for human outcomes, not just portfolio performance. Clients are often seeking confidence, stability, income, or peace of mind—not simply maximum returns. The firms growing fastest understand how to align financial solutions with real human concerns. The divide between insurance and investments is disappearing. High-growth advisory firms increasingly integrate annuities, insurance, and investment management into a single client strategy instead of treating them as competing business lines. Enterprise value comes from scalable growth, not just recurring revenue. Predictable revenue matters, but the firms commanding premium valuations are the ones pairing recurring income with strong acquisition systems, marketing visibility, and operational leverage AI's biggest opportunity is improving the client experience. Efficiency matters, but the real long-term advantage comes from creating smoother, faster, and more personalized experiences for both advisors and clients. Efficiency is simply the downstream effect. Quotes "In a world where you don't differentiate on products, where you really differentiate is on your financial planning prowess and how you actually help individuals solve problems in their lives." ~ Patrick Kelly "If you're taking commissions, you're reducing the enterprise value of your business because people who buy businesses want recurring revenue." ~ Patrick Kelly "You shouldn't use AI to create efficiency. You should use AI to create a better user experience. Efficiency is a second-order effect of AI." ~ Patrick Kelly Links  Patrick Kelly on LinkedIn Signal Advisors Northwestern Mutual American Equity DTCC Michael Kitces Empire of the Summer Moon Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with TurncastTurncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 146: This week, Kyle Van Pelt talks with Vib Arya and Sean Meighan of Envestnet. As Head of Strategic Relationship Management, Vib is a seasoned wealth and investment management leader with more than 25 years of experience driving innovation and efficiency across RIA, institutional, wirehouse, and fintech channels. As Head of RIA Distribution, Sean has spent his career helping advisory firms navigate growth, technology adoption, and operational strategy within the evolving RIA landscape. Vib and Sean talk with Kyle about how modern RIAs can scale fast. They explore how technology has evolved from a support function into a true growth multiplier, powering efficiency, enabling personalization at scale, and helping firms navigate complexity. They also discuss the ongoing battle against tech sprawl and how Unified Managed Accounts (UMAs) act less like a product and more like an automated trading chassis capable of handling everything from high-net-worth personalization to account efficiency.  In this episode: (00:00) - Intro (01:11) - How technology fits into the RIA growth equation  (02:34) - Designing the ideal advisor workflow (04:00) - What shaped Sean's and Vib's technology philosophy (08:49) - Diagnosing tech stacks and aligning them with firm strategy  (13:00) - The hidden cost of tech sprawl  (18:01) - How UMAs are evolving for modern RIAs  (24:29) - Separating AI hype from practical application in wealth management  (31:49) - Vib's and Sean's Milemarker Minute Key Takeaways The best tech decisions begin with a clear vision of the client and advisor experience. Workflow clarity should dictate your tech stack, not the other way around. Don't let tech sprawl slow you down. Chasing best-in-class tools can create fragmented systems that are hard to manage. At some point, simplicity and integration become a competitive advantage. UMAs are evolving into a flexible growth engine. What used to be a high-net-worth solution is now becoming a scalable infrastructure for firms of all sizes, handling everything from simple ETF models to complex multi-manager portfolios.  Ground AI in workflow and data basics. With AI moving at a rapid pace, firms seeing the most meaningful AI opportunities are the ones that already have clean data, intentional systems, and clearly defined processes. Quotes "RIA growth is going to be driven by scale, consistency, and risk control. But you can't do that without technology." ~ Sean Meighan "The UMA is a tech chassis that can solve a myriad of problems an RIA faces today." ~ Sean Meighan "There's an opportunity for Envestnet to provide RIAs and advisors with as much complexity, personalization, and sophistication as they would like, and as simple a form as possible, with one account having multiple strategies and multiple sleeves." ~ Vib Arya "As client demands become more sophisticated and complex, the UMA is a perfect ecosystem to provide all of that, and we're proud to offer it." ~ Vib Arya Links  Vibhaw Arya on LinkedIn Sean Meighan on LinkedIn Envestnet  Shufro Rose Tamarac | Envestnet Good to Great The Game Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube The information, analysis and opinions expressed herein are for informational purposes only and do not necessarily reflect the views of Envestnet. These views reflect the judgement of the author as of the date of writing and are subject to change at any time without notice. Nothing contained in this piece is intended to constitute legal, tax, accounting, securities, or investment advice, nor an opinion regarding the appropriateness of any investment, nor a solicitation of any type. Intended for investment professionals only. Past performance is not indicative of future results. 

Episode 145: This week, Kyle Van Pelt talks with Aaron Wormus, Chief Technology Officer at SMArtX Advisory Solutions. Aaron has spent years building technology infrastructure for the financial services industry, from hedge fund platforms to enterprise-grade advisory systems. At SMArtX, he focuses on solving the operational and data challenges that prevent advisory firms from scaling efficiently while helping advisors access institutional-quality tools once reserved for large enterprises. Kyle and Aaron explore the growing shift from fragmented advisory technology toward unified enterprise infrastructure. Aaron breaks down how UMA architecture changes the advisor experience, why portfolio accounting engines power real-time innovation, and how firms can build modern “advisor-built enterprise platforms” using best-of-breed technology. They also discuss AI, data orchestration, operational toil, and why the firms most open to technology and experimentation will have a major advantage in the years ahead. In this episode: (00:00) - Intro (01:13) - Aaron's money moment and the early days of SMArtX (03:15) - Is SMArtX a TAMP, a fintech platform, or something else entirely? (04:37) - What actually makes technology “enterprise-grade” (06:24) - Why UMA architecture changes everything (09:26) - The hidden infrastructure powering modern advisory platforms (12:20) - The rise of the advisor-built enterprise platform (15:15) - Why portfolio accounting engines matter so much (19:05) - How SMArtX and Milemarker fit together (21:00) - Why the entire industry is moving toward unified infrastructure (22:24) - AI, orchestration layers, and the future of connected systems (25:51) - Turning hand-drawn ideas into live AI-powered workflows (27:31) - AI guardrails, security, and enterprise data protection (28:34) - Aaron's predictions for the next three years of wealth tech (30:27) - Eliminating “toil” inside advisory firms (32:13) - Aaron's Milemarker Minute Key Takeaways The next generation of advisory firms will behave more like technology companies. Advisors increasingly want flexible infrastructure that lets them combine best-of-breed tools into a unified client experience instead of operating inside rigid “walled garden” ecosystems. Real-time experiences depend on invisible infrastructure. Portfolio accounting, reconciliation, trading order sequencing, and data normalization may not sound exciting, but they are the foundational systems that make modern advisory experiences possible. AI's biggest impact may be removing operational friction rather than replacing advisors. Aaron repeatedly returns to the idea of eliminating “toil”—the repetitive operational work that slows firms down and distracts advisors from relationships and growth. Clean, secure, accessible data is becoming the real competitive advantage. AI tools are only as useful as the infrastructure and guardrails surrounding them. Firms with reconciled data and strong architecture will be positioned to move significantly faster than firms still trapped in disconnected systems. Quotes "We're in a new space where the people who are open to technology, open to building, really are the ones who win." ~ Aaron Wormus "Most advisors want to become advisors so they can help people. They want to go out and solve problems. They don't want to spend all their time rebalancing stuff or using spreadsheets." ~ Aaron Wormus "Being able to have that reconciled data, being able to know that the data is good, being able to provide that data into different systems, that's really where that key component is." ~ Aaron Wormus Links  Aaron Wormus on LinkedIn SMArtX Advisory Solutions Fidelity Investments  Charles Schwab  Goldman Sachs  Claude Red Notice Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 144: This week, Kyle Van Pelt talks with Tim Gavin, Chief Strategy Officer & Chief Compliance Officer at MCF. Tim helps lead the firm's long-term strategic direction across operations, compliance, advisor support, technology, and growth initiatives. Kyle and Tim discuss what sustainable growth actually looks like inside a modern advisory firm. Tim explains why organic growth creates stronger long-term enterprise value, how firms should think about operational capacity before scaling, and why successful change management starts with team buy-in—not software purchases. They also explore AI adoption, technology fatigue, client experience design, and the growing divide between firms that strategically invest in technology and firms that fall behind. In this episode: (00:00) - Intro (01:26) - Tim's money moment (02:51) - Why compliance can become a strategic advantage (03:56) - MCF's acquisition of Wealth Planning Corporation (05:37) - Defining intentional growth (07:31) - Measuring operational efficiency and capacity (09:53) - Organic growth vs. inorganic growth (12:41) - The hidden operational risks of scaling too quickly (14:41) - Why change management is harder than buying technology (17:30) - Building a tech stack that actually supports growth (21:38) - AI adoption, due diligence, and compliance concerns (23:33) - Responsible AI use and protecting client trust (26:34) - Tim's outlook on the future of financial services (28:31) - Why client experience is the real product (29:42) - Tim's Milemarker Minute Key Takeaways Organic growth compounds differently than acquisition growth. Firms that build referral systems, operational consistency, and advisor enablement create more durable enterprise value over time. Scaling exposes operational weaknesses. Growth only works when firms proactively manage advisor capacity, workflows, onboarding systems, and internal communication. Technology should reinforce strategy—not dictate it. Tim emphasizes evaluating tools through the lens of client impact, operational fit, and long-term scalability rather than reacting to hype cycles. Great client experience extends beyond meetings. The real question is how clients feel between interactions—whether they trust the plan, understand what's happening, and feel connected to the firm even when they're not actively engaging. Quotes "We don't want to grow just to grow. It's about how many clients we can impact and provide real value to them." ~ Tim Gavin "Everybody wants to talk about acquiring a firm. But at the end of the day, to really say you have scale, it means having systems in place that can generate organic growth." ~ Tim Gavin "You have to revisit your processes very frequently because technology changes constantly." ~ Tim Gavin Links  Tim Gavin on LinkedIn MCF Advisors Salesforce  Power BI Think and Grow Rich Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 143: This week, Kyle Van Pelt talks with Scott Schwartz. Scott is one of the Managing Partners and a Wealth Management Advisor at OnePoint BFG Wealth Partners. With more than 40 years of experience in helping clients achieve their financial planning goals, Scott has created tailored financial plans that empower clients to make informed decisions. Scott talks with Kyle about what it takes to build a modern, scalable wealth management firm. He shares how his team thinks about growth, why alignment and shared equity matter more than titles, and what it looks like to create a firm designed for long-term impact rather than short-term recognition. Scott also explores the realities of scaling firms to a national level and the role of technology and AI as powerful force multipliers for efficiency and better client experience, not as replacements for advisors. In this episode: (00:00) - Intro (02:21) - Scott's money moment (07:59) - The history and evolution of the Bleakley Financial Group (10:40) - Rebranding Bleakley Financial Group to OnePoint BFG Wealth Partners (13:37) - The turning point at which Scott began building a scalable firm  (18:19) - Transitioning from a 1099 model to a W-2 firm  (24:57) - OnePoint's growth goals and expansion strategies (30:55) - What it takes to become a national firm (33:42) - The role of technology in OnePoint's growth (38:25) - Scott's outlook on the future of the financial services industry (41:39) - Scott's Milemarker Minute Key Takeaways Never underestimate the power of relationships. At the end of the day, trust and consistency drive long-term success more than any strategy or product ever will.  Don't just build income, build infrastructure. Scaling a business requires moving beyond individual production. Invest in systems, people, and processes that support growth. Build with legacy in mind. Short-term wins matter, but the real impact comes from building something sustainable and meaningful over time. AI is an efficiency engine, not a relationship substitute. It can streamline processes and reduce operational burden, but it can't replace trust, empathy, or meaningful conversations. Quotes "We want to grow your business much faster than you could on your own." ~ Scott Schwartz "My clients work with me because they feel trust and they feel comfort. They know they don't have to follow what's going on every day. They just know that they trust me and they know that we're going to do our level best to make sure they have the outcome they want." ~ Scott Schwartz "We're here to take the anxiety out of money for our clients. Our clients are busy, good people. They don't want to worry about money." ~ Scott Schwartz Links  Scott Schwartz on LinkedIn OnePoint BFG Wealth Partners Northwestern Mutual Joe Duran  Rise Growth Partners Kyle Wesley Practifi The Psychology of Money Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 142: This week, Kyle Van Pelt talks with Nate Angelo, CEO of Composition Wealth. Nate brings a diverse background spanning institutional investing and advisory leadership, with a focus on building firms that balance growth, culture, and client experience. His career reflects a commitment to thoughtful leadership and long-term value creation in the RIA space. Nate talks with Kyle about how to grow with purpose in today's wealth management landscape. He shares how leaders can build purpose-driven careers, lead with conviction and humility, and navigate transformational change without losing cultural integrity. Nate also discusses how data, AI, and integrated technology can enhance client experience while reinforcing that real success still comes down to human connection, trust, and empathy. In this episode: (00:00) - Intro (01:36) - Nate's money moment (04:38) - Nate's early career development at Russell Investments (07:44) - Why personal context should come before financial strategy  (09:53) - Nate's transition from institutional investing to advising  (13:05) - Foundational leadership skills: mindset, mentors, and risk (19:40) - Building a brand with meaning and resonance  (24:27) - Defining growth beyond traditional metrics (30:33) - Maintaining consistency in inorganic growth (35:19) - How accountability and rigor shape better acquisition decisions  (38:37) - Differentiating through technology and client experience (43:32) - Integrating tax services for seamless advice  (47:46) - The move toward holistic client relationships (51:19) - Using frameworks to manage uncertainty and client emotions  (54:32) - Nate's outlook on the future of wealth management (57:41) - Nate's Milemarker Minute Key Takeaways Growth only matters when it's tied to purpose. Growth for the sake of growth is empty. The real question leaders should ask is: Are we growing in a way that actually improves the lives of the people we serve? Growth becomes meaningful when it's intentional, disciplined, and tied directly to impact. Start with the person, not the spreadsheet. Data and optimization matter, but they should never come first. The most effective decisions result from understanding values, emotions, and behaviors before applying financial frameworks.  Holistic advice is no longer optional. Clients today want a single, trusted relationship, not a fragmented network of professionals. Integrating services like tax and estate planning is becoming table stakes. The future is AI-powered, but human-led. AI will handle more of the repetitive, operational work. But empathy, trust, and human understanding will become even more valuable and more differentiating. Quotes "If I can leave a little mark in this space, it's really to help financial advisors never lose sight of the intimate relationship they have with clients and the ability to impact their lives." ~ Nate Angelo "We're in the business of managing human psychology and helping people stay engaged and invested. And there's a real strategic decision in doing nothing with your portfolio and just bringing your emotional level back to a rational state." ~ Nate Angelo "We as humans long to be seen, heard, and known. And technology is going to power the advisor and that relationship and interaction in unique and dynamic ways." ~ Nate Angelo Links  Nate Angelo on LinkedIn Composition Wealth Russell Investments RBC Wealth Management Brock Moseley Corsair Capital The Go-Giver Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 141: This week, Kyle Van Pelt talks with Erik Brenner, CEO, President, and Founding Partner at Hilltop Wealth and Tax Solutions. With more than 30 years of experience, Erik has assisted thousands of individuals in integrating retirement, tax, and estate strategies. At Hilltop, he blends leadership and client advisory responsibilities, shaping the firm's future vision and strategies while providing personalized financial guidance to select clients. Erik talks with Kyle about what happens when advisory firms stop treating tax and wealth management as separate conversations and start thinking holistically. He discusses the strategic decisions that helped transform Hilltop, including integrating in-house tax services, rethinking the client experience, and doubling down on education-driven growth. Erik also shares how to run great seminars and use technology to keep up with business complexities. In this episode: (00:00) - Intro (01:06) - Erik's money moment (03:30) - Hilltop's one-stop model: Integration of tax and wealth management (07:13) - How Hilltop manages large wealth with tax problems (09:35) - How the SECURE 2.0 Act impacts generational wealth (16:37) - Using seminars as a modern growth engine (20:28) - What makes a 5-star seminar experience (23:39) - Managing tech across multiple business lines (25:29) - Navigating the transition from being an advisor to a CEO (27:33) - Erik's outlook on the future of the financial industry (29:03) - Erik's Milemarker Minute Key Takeaways Don't outsource critical expertise that directly affects client outcomes. If a core part of your value—like tax strategy—is outside your control, alignment becomes difficult. Integrate tax and wealth management to deliver truly holistic advice. When strategy and execution live under one roof, decisions become more coordinated, proactive, and impactful for clients. For many retirees, taxes are their biggest expense. Plan accordingly. Investment returns matter, but unmanaged tax exposure can quietly erode wealth faster than most clients realize. Education builds trust faster than selling ever will. Whether it's seminars or client meetings, people lean in when they feel informed, not when they feel pitched. Teach first, and the business follows. Quotes "For most of our clients who are into retirement, taxes are their number one expense." ~ Erik Brenner "If you don't know the right questions to ask about how laws are changing, even the most powerful AI won't be able to help you." ~ Erik Brenner "Marketing is about getting the ball rolling. You want to get that ball rolling, but you do not want the snowball to melt." ~ Eric Brenner Links  Erik Brenner on LinkedIn Hilltop Wealth and Tax Solutions Holistiplan The Personal CFO Revolution Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 140: This week, Kyle Van Pelt talks with Anne McPhail, Managing Director at Novare Capital Management. With more than 30 years of experience across corporate banking and wealth management, Anne brings deep experience in wealth management, with a focus on guiding clients through major life transitions and building advisory relationships rooted in trust, empathy, and long-term perspective.   Anne talks with Kyle about what it truly means to serve clients through life's most important and often most difficult moments. She shares how genuine empathy and thoughtful financial strategy come together to create meaningful client relationships, how leading advisory firms deliver a consistent, high-touch experience at scale, and how Novare develops the next generation of advisors without compromising trust. In this episode: (00:00) - Intro (01:43) - Anne's money moment (04:18) - Novare's life transition playbook (07:13) - Scaling personalized service across the firm (09:06) - Anne's advice for young wealth professionals (11:19) - Developing the next generation of advisors (18:28) - Staying current in a changing industry (21:17) - Integrating planning into every aspect of clients' lives (25:00) - Building trust that lasts through life's uncertainties (25:56) - Philanthropy, community, and relationship building (30:37) - Anne's outlook on the future of financial services (33:50) - Anne's Milemarker Minute Key Takeaways Lead with empathy before expertise. When clients face major life transitions—loss, divorce, uncertainty—they don't want spreadsheets. They want reassurance. Great leaders and advisors meet people where they are emotionally before guiding them analytically. Build systems that deliver consistent excellence. Scaling a high-touch experience isn't about doing more. It's about doing things intentionally. Clear processes, defined roles, and shared standards create consistency across every client interaction. Pair experience with a fresh perspective. Blending seasoned professionals with next-gen talent creates both trust and innovation. It allows firms to evolve without losing credibility. The value isn't in the plan, but in the conversation. Financial plans change. Life changes. What matters most is the ongoing dialogue and adaptability, not the static document. Quotes "You cannot manage a client or a family's money if you do not know their goals and objectives." ~ Anne McPhail "The mistake that a lot of firms make is meeting with a client who's lost their spouse, and the first thing they do is prepare a financial plan and give a Monte Carlo analysis. That's completely overwhelming to someone." ~ Anne McPhail "When you're trying to develop centers of influence, look for people who are about your age and stage of life who are trying to build their careers alongside you." ~ Anne McPhail Links  Anne McPhail on LinkedIn Novare Capital Management Wells Fargo eMoney Advisor Charles Schwab Charlotte Family Housing Good Friends Charlotte Arts+ Theo of Golden Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 139: Kailash Duraiswami is the Chief Technology Officer at Milemarker, where he leads the development of data infrastructure and AI-powered solutions for modern advisory firms. With a unique blend of financial expertise and deep technical knowledge, Kailash brings his passion for innovation, data strategy, and scalable technology to help wealth management firms thrive in a multi-platform world. In this episode, Kyle Van Pelt talks with Kailash about his unconventional path from launching an RIA straight out of college to building tech that transformed data operations for financial firms. They unpack the challenges firms face with fragmented data, the importance of centralized infrastructure, and how AI will reshape wealth management. They discuss why firms need to reclaim ownership of their data, how to avoid becoming an “accidental CTO,” and how Milemarker is building scalable, simplified tech solutions for advisors navigating a multi-platform, AI-enabled world. In this episode: (00:00) - Intro (03:17) - Kailash's money moment (08:20) - What is Pantenix? (11:34) - The value of a data warehouse (13:55) - Kailash's thoughts on cloud-based infrastructure (15:40) - The importance of data platforms (19:53) - Why becoming a CTO should be intentional (23:54) - AI in wealth management (26:10) - The advantage of building your own language models (33:15) - Why CTOs in RIAs need to understand wealth management (37:26) - Why all-in-one platforms limit user experiences (40:27) - Kailash's Milemarker Minute Key Takeaways Centralize your data to maximize AI and operational efficiency. Without consolidating your firm's data into a single, accessible environment, it's nearly impossible to generate meaningful insights or leverage AI effectively. Fragmented data limits your ability to scale and innovate. You don't have to become an “accidental CTO”. Many firm leaders end up spending too much time wrestling with tech. Outsourcing specialized functions—like data architecture and infrastructure—can free up your time to focus on clients and growth, while still driving innovation. Owning your data is not the same as using cloud-based tools. Just because your systems are in the cloud doesn't mean you own your data. True ownership means having control over how and where your data is stored, accessed, and used to make decisions. AI is only as smart as the data it has access to. For AI to deliver meaningful outcomes—like intelligent agents or predictive analytics—it needs clean, well-structured, and centralized data. Start with solid infrastructure before diving into advanced AI capabilities. Quotes "What we're doing here, as a help to your technology footprint, is enabling you to see and understand your business in ways you've never done before. And that requires very sophisticated technology." ~ Kailash Duraiswami "You must have your data in one place to really make use of AI because the conclusions that the model can make or the recommendations are all subject to what data is presented to it." ~ Kailash Duraiswami  "The biggest thing we are making here is building a tool that is advisor-centric and executive-centric. And that means simplicity. Above all, the boldness of what we have here is to do less in an excellent way." ~ Kailash Duraiswami  Links  Kailash Duraiswami on LinkedIn Orion Advisor Solutions Black Diamond Tamarac Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 138: This week, Kyle Van Pelt talks with Michael Vedders, Senior Vice President of Marketing & Enterprise Resources at NorthRock Partners. In his role, Michael is responsible for extending NorthRock's reach and reputation. With more than a decade of experience in marketing and leading complex organizational projects, Michael has helped build teams, launch major branding initiatives, produce compelling creative, develop multi-channel planning, and use insights to inform strategy. Michael talks with Kyle about how wealth management firms can build deep client relationships at scale. He discusses the importance of storytelling in creating a strong brand narrative, how NorthRock's personal office business model works, and why the future belongs to firms that use data and automation to serve more people and build deeper human connections. In this episode: (00:00) - Intro (02:38) - Michael's money moment (04:58) - Michael's frustration with traditional wealth management (07:24) - What marketing really means in wealth management (10:02) - How to build trust and deeper client relationships (12:48) - The "quarterback" model of financial advice (16:42) - How NorthRock manages deep relationships at scale (21:52) - NorthRock's personal office business model (22:54) - Michael's outlook on the future of financial advice (29:03) - Redefining performance beyond returns (30:57) - Michael's Milemarker Minute Key Takeaways Don't rush to promote. Get your story right first. It's tempting to jump straight into marketing tactics, but without a clear, compelling story, even the best campaigns fall flat. Take the time to define what truly sets you apart before amplifying your message. If you want deeper client relationships, create space for them. You can't force meaningful connections, but you can design for them. Offload technical tasks to specialists so advisors can focus on what matters most. Use technology to create time, not just efficiency. AI and automation aren't the end goal. The real opportunity is what you do with the time they create. The best firms will reinvest that time into deeper relationships and better service. The future belongs to firms that balance tech and humanity. Efficiency through data and automation is table stakes. The real edge comes from using that efficiency to deepen human connection, not replace it. Quotes "Marketing is the privilege of telling the story, the story of your firm and what differentiates you. You can spend a lot of money and generate a lot of activity without results if you don't provide a clear story for people first." ~ Michael Vedders "Deep relationships lead to better advice." ~ Michael Vedders "The future of our industry belongs to those who can create efficiencies and space through data and automation, and then use that space to serve people more effectively and deepen relationships." ~ Michael Vedders Links  Michael Vedders on LinkedIn NorthRock Partners Think Again Switch Unreasonable Hospitality Love Does The Ideal Team Player Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 137: This week, Kyle Van Pelt talks with Verity Larsen, Founder & CEO at Versoft Consulting. Versoft partners with RIAs to help navigate complex technology decisions, system conversions, and data strategy. Verity talks with Kyle about the realities behind data lakes in wealth management and why maintaining clean, accurate data is harder than it looks for RIAs. From the myth of "clean data" to the hidden costs of data lakes, Verity shares a behind-the-scenes look at why so many firms struggle to turn data into actionable insights. She also explores the limitations of AI, the operational disconnects that quietly slow firms down, and what it truly takes to make data work for growth and better decision-making. In this episode: (00:00) - Intro (02:00) - Verity's money moment (04:33) - The challenge of validating data in system conversions (08:40) - What it takes for an RIA to maintain clean data (13:28) - The disconnect between management and staff workflow (16:43) - Common reasons people hire Versoft (20:53) - How people can make the most of their current technology (26:27) - Why systems calculate the same metrics differently (32:01) - The limits of AI in data and system management (37:43) - The truth about data lakes: adoption vs. actual results (40:11) - What firms should be doing with their data lakes (42:28) - The next best step after centralizing data (44:47) - Verity's Milemarker Minute Key Takeaways Start with the outcome, not the infrastructure. It's tempting to jump on trends like data lakes or AI, but without a clear use case, you'll end up with expensive systems that don't deliver value. Your data isn't as clean as you think. Many firms assume their data is accurate until they attempt to migrate or validate it. Taking the time to clean and fully understand data upfront can prevent months or even years of frustration down the line. Data consolidation without a plan is a dead end. Bringing all your data into one place is only step one. The real value comes from how you use it, whether that's improving client experiences or driving better business decisions. Growth comes from visibility. When your data is structured and accessible, it becomes a powerful tool for identifying opportunities, improving profitability, and intentionally scaling your business. Quotes "A lot of people have been talking about collecting their data into a single source. They start with that initiative, but they don't actually think about what they want to do with that information once it's all together." ~ Verity Larsen "Most people assume that their data is clean. So, they think that validating that data is going to be easy, and it's not." ~ Verity Larsen "If you are looking to change systems or expand data warehousing services, make sure you scrub your data in advance so your source data is accurate, you know what you have, and you know what problems to expect if that data is moved into a different system." ~ Verity Larsen Links  Verity Larsen on LinkedIn Versoft Consulting SS&C Advent Joshua Brown Ritholtz Wealth Management Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 136: This week, Kyle Van Pelt talks with Nicole McMullin, Senior Vice President of Product at Wealth.com. Nicole is a seasoned product leader with a proven track record of building and scaling high-performing product organizations. She brings deep experience in product strategy, cross-functional leadership, and translates customer needs into meaningful outcomes.  Nicole talks with Kyle about the intersection of consumer fintech and advisory technology and how modern fintech principles can transform the advisor-client experience. She explores how new tools, AI workflows, and integrated platforms are helping advisors move away from manual processes and toward more proactive, emotionally intelligent conversations with clients. In this episode: (00:00) - Intro (03:09) - Nicole's money moment (09:42) - What advisory firms can learn from consumer fintech (12:58) - Nicole's 'aha' moment at Wealth.com (13:37) - Wealth's new tax planning strategy (14:44) - Addressing fragmentation in wealth management (16:26) - What attracted Nicole to join Wealth.com (21:46) - How advisors should evaluate new technology (23:33) - Nicole's outlook on the future of wealth management (27:56) - How Wealth.com provides the best wealth management experience (30:16) - Nicole's Milemarker Minute Key Takeaways Financial planning, estate strategies, and tax modeling can be incredibly complex. But the most effective tools translate that complexity into something clients immediately understand.  Great financial advice is still deeply human. The role of technology is to support that relationship by translating emotional client conversations into actionable insights, strategies, and next steps in real time. Many advisors give excellent recommendations. But clients don't always follow through. Technology that helps advisors turn recommendations into immediate actions can dramatically improve client outcomes. The biggest challenge in advisor technology isn't capability, it's fragmentation. Platforms that consolidate data from multiple tools into one cohesive view of a client's financial life create far more value. Quotes "Advisors really are that emotional support system, and the product needs to empower clients and advisors to have that conversation." ~ Nicole McMullin "Platforms like Wealth.com have the ability to almost instantaneously take the emotional conversation, translate it, and allow the advisor to show how it may change their plan, investment strategy, and tax strategy." ~ Nicole McMullin "Allowing advisors to have that magical moment of taking a person where they are today and immediately translating that and showing them the output of where they're going can go a long way in empowering advisors." ~ Nicole McMullin Links  Nicole McMullin on LinkedIn Wealth.com Dan Bolton Square Nitrogen Jump AI Zocks Charles Schwab Goldman Sachs Tomorrow, and Tomorrow, and Tomorrow Cash App Wealthfront Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 135: This week, Kyle Van Pelt talks with Jessica Perez, VP of Growth at Milemarker. Jessica brings a boots-on-the-ground perspective to the wealth management technology space, working directly with advisory firms to help them unlock the full potential of their data.  Kyle and Jessica recap key lessons from the Orion Ascent conference, where the central theme was “Relentless”—a mindset focused on continuous improvement across technology, client experience, and firm operations. They discuss how advisors can avoid the overwhelm that often follows large industry events and instead identify one or two meaningful priorities to pursue. Jessica also shares her perspective on evaluating technology partners, embracing innovation like AI without chasing every trend, and focusing on the changes that truly move an advisory firm forward. In this episode: (00:00) - Intro (01:28) - Orion Ascent recap (03:15) - How advisors can apply a relentless mindset without getting distracted (07:29) - The "AI frenzy" and improving client experience through smarter technology (10:29) - How AI conversations are shaping advisor technology strategy (13:24) - From tinkering to transformation (15:02) - Evaluating whether technology vendors are true partners (20:11) - Why data sharing and integration matter more than ever (25:08) - Turning conference inspiration into real firm improvements (38:43) - Jessica's Milemarker Minute Key Takeaways Be ruthless about technology partners that don't truly help your business. If a platform doesn't share data well, integrate with your ecosystem, or actively help improve your client experience, it's worth reevaluating that relationship—even if switching tools feels painful. Technology vendors should function as partners in growth, not just software providers.   Don't chase every new idea after a conference—pick a few and pursue them relentlessly. Industry events flood advisors with dozens of new tools and ideas, but trying to implement everything leads to distraction. Instead, identify one to three ideas that meaningfully improve your firm and focus on executing those relentlessly throughout the year.   “Relentless” improvement is more about mindset than technology. The real takeaway from Orion Ascent wasn't just AI or new fintech announcements—it was the mindset of continuous improvement. Firms that consistently ask how they can serve clients better, improve workflows, and elevate their teams are the ones that ultimately win.   Quotes “Relentless means find a theme, find a thing that matters that you can relentlessly pursue.” ~ Jessica Perez “If you are not actively in play right now, thinking about how your firm can handle AI to serve your clients, you're gonna have a lot of problems.” ~ Jessica Perez Links  Jessica on LinkedIn Orion Ascent Jordan Hutchison Chip Kispert Future Proof T3 The Challenger Sale by Matthew Dixon The Activator Advantage by Matthew Dixon Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 134: This week, Kyle Van Pelt talks with Chip Kispert, Founder & Managing Partner at Beacon Strategies. Chip has spent decades building and leading one of the country's most trusted wealth management partners, helping shape its national footprint through intentional M&A, strong partner alignment, and disciplined operational systems. His career reflects a deep commitment to sustainable growth, advisor development, and long-term enterprise value creation. Kyle and Chip explore what it takes to build durable advisory businesses while embracing innovation. They discuss the power of structured peer roundtables, how firms can move beyond legacy technology assumptions, and why operational rigor becomes more important as firms grow. The conversation also dives into AI adoption—distinguishing native versus enabled tools, addressing internal fear, and establishing formal AI policies—highlighting how thoughtful leadership can turn disruption into long-term enterprise value. In this episode: (00:00) - Intro (01:45) - Chip's money moment (04:23) - What Beacon Strategies does and who it serves (08:03) - Why structured roundtables outperform traditional conferences (11:39) - Why firms are reassessing legacy technology providers (15:19) - Native AI vs. AI-enabled tools (17:27) - Managing fear and uncertainty around AI (22:48) - Avoiding AI overload and creating a formal policy (27:29) - Introducing the Beacon Provider Network (BPN) (31:20) - One area financial services must improve (35:08) - Chip's Milemarker Minute Key Takeaways Don't adopt AI casually—govern it deliberately. Experimentation is fine, but firms need a formal AI policy to reduce risk, clarify expectations, and prevent tool sprawl. Thoughtful governance creates confidence internally and credibility externally. Distinguish between “native AI” and “AI-enabled” tools. Not all AI is created equal. Leaders must understand whether AI is foundational to a product or simply layered on as a feature. That distinction impacts scalability, data security, and long-term strategic fit. Peer collaboration beats passive learning. Structured roundtables and curated peer groups often produce more actionable insight than traditional conferences. Real progress happens when leaders openly share what's actually working—and what isn't. Operational discipline becomes more important as innovation accelerates. As firms scale and technology multiplies, clarity around standards, vendor evaluation, and internal processes becomes a competitive advantage. Growth without structure creates fragility. Quotes "Most firms don't have any AI policy. They need to have an AI vision and an AI policy to lay out their plans and the information they need, so they know their data is protected. They need to have their guidelines and guardrails, which drive their decisions on how they interact with firms." ~ Chip Kispert "There's a lot of talk about AI, but a true understanding of it is not rich. It's not deep. So, it would be absolutely valuable for the wealth space to really have some AI learning. Everybody can say large language model, but truly understanding it is another world." ~ Chip Kispert "Data management is the foundation of everything. You can have great AI or rules-based engines, but if the data is not good, it doesn't mean anything. All the pretty stuff, the shiny metal lures don't have that much integrity, or their integrity gets questioned by the quality of the data." ~ Chip Kispert Links  Chip Kispert on LinkedIn Beacon Strategies Fidelity Investments Beacon Provider Network Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. Learn more at Turncast.com.

Episode 133: This week, Kyle Van Pelt talks with Jennifer Goldman, Founder and Strategic Operations Transformer and Integrator at My Virtual COO. Jen is an operations expert with 30 years of experience helping 1,000+ service businesses to thrive.  Jen talks with Kyle about what it really takes to run a profitable, scalable advisory firm. From defining what makes a truly great operator to navigating the messy middle of firm growth, Jen shares practical insights on constellation thinking, building operational leaders, and making hard profitability decisions. She also dives into the emotional and structural crossroads firms face as they scale, the evolving role of technology and AI in operations, and why clean data and strong systems still require human ownership. In this episode: (00:00) - Intro (03:33) - Jen's money moment (06:39) - What it takes to be a great operator (08:55) - How "constellation thinking" works (12:19) - Balancing SOPs with creativity in operations (14:42) - The profitability challenges in the growth process (16:57) - What determines whether you should build or join a platform (21:42) - How Jen utilizes AI in her work  (23:01) - Why AI can't replace CRMs (27:27) - Why it's important to have clean CRM data (32:36) - What it takes to build a process for advisors and investors (37:35) - What Jen looks for when engaging with advisors (39:53) - Jen's outlook on the future of the financial services industry (42:51) - Jen's Milemarker Minute Key Takeaways Think like an operator. Great operators don't work in silos. They practice "constellation thinking"—understanding how a change in one area (people, process, technology, profitability) impacts the rest of the organization. Sustainable growth comes from seeing those connections before making decisions. Progress beats perfection when scaling a business. Operators must act with imperfect information and accept small failures along the way. Waiting for perfect data or perfect conditions slows growth. Progress, iteration, and course correction are what move firms forward. Your growth path depends on how well you've built your team. When firms hit major crossroads, whether to scale into a platform or join one, the deciding factor is often people. Leaders who develop decision-makers and future executives create optionality—those who don't often feel stuck or fatigued. Systems create stability, but creativity keeps operations moving. SOPs and structured processes are essential for consistency, but operators must also stay flexible and creative when reality doesn't follow the playbook. Balancing structure with adaptability is key to running a resilient firm. Quotes "Your data is so important. It's telling you stories. If you don't keep it clean, it's not going to tell you what you need to do next with the business." ~ Jennifer Goldman "Businesses cannot scale unless they're constantly and continuously improving. It doesn't have to be a heavy lift. Just shine a light, make a small change, and keep going." ~ Jennifer Goldman "This clarity around data and understanding, pulling it together, and using it effectively is so important. It allows you to have more touch with the people around you, whether it's clients or the advisor teams." ~ Jennifer Goldman Links  Jennifer Goldman on LinkedIn My Virtual COO The Let Them Theory Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 132: This week, Kyle Van Pelt talks with Andrew Evans, Chief Executive Officer of Rossby. Before Rossby, Andrew served as Executive Vice President at TAG Advisors and as a Securities Principal at Cambridge Investment Research.  Andrew talks with Kyle about entrepreneurship, growth, and designing better businesses. With a background in musical theater and a career that spans mortgage brokerage and financial advising, Andrew shares the parallels between creative careers and financial services, why repeatable processes beat flashy marketing plans, and how thoughtful design can transform the advisor experience.  In this episode: (00:00) - Intro (01:39) - Andrew's money moment (04:55) - Parallels between mortgage brokerage and financial advising (07:07) - How Andrew built his early book of business (11:50) - The financial-planning version of a closing credit (13:07) - Redefining traditional conferences with The Unconference (16:41) - How The Unconference generates the best business ideas (19:43) - What it means to drive business forward (25:04) - The concept of "less but better" in business and technology (28:39) - Designing intuitive systems and reducing operational friction (32:22) - Creativity, patience, and building differently (35:16) - Andrew's outlook on the future of the financial services industry (44:13) - Andrew's Milemarket Minute Key Takeaways Whether you're selling a mortgage or a financial plan, technical skills are just the baseline. The real growth comes from mastering interpersonal and psychological engagement and understanding the emotional drivers behind a client's financial decisions. Plan a repeatable process. Growth becomes sustainable when your marketing and operations are simple enough to execute consistently every day. Design for less but better. Complexity is the enemy of efficiency. In leadership and tech, aim for intuitive design that reduces clicks and surprises. Your goal should be to create a "source of truth" for data that lets your team spend less time on administration and more time on high-value work. The best ideas at any conference or meeting rarely come from the person at the podium. They happen in the hallways, over coffee, or during shared activities. Quotes "Nobody gains great ideas by sitting there and being lectured at. It doesn't happen. The best stuff happens in the conversations on the edges." ~ Andrew Evans "You can't satisfy everyone. Whatever you've decided on for your firm's tech stack, someone is going to hate it. So, design for the firm's data integrity first, then let them pick their tools." ~ Andrew Evans "Focus on where your practice's source of truth is. That's where you really need your agent. Keep it focused. Keep it tight." ~ Andrew Evans Links  Andrew Evans on LinkedIn Rossby Financial Raymond James The Unconference Kelsey McKenna Seeds Investor Midquel McClendon Capital Square The Design of Everyday Things Redtail Technology Wealthbox Advisor360 eMoney Advisor The Lord Of The Rings Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 131: This week, Kyle Van Pelt talks with Joe Moss, Founder at AdvisorTechBook. With a background in real estate and data analysis, Joe has become a go-to resource for financial advisors looking to optimize their tech stacks.  Joe talks with Kyle about the rapidly evolving world of advisor technology, AI, and personal branding in wealth management. He discusses how financial advisors can simplify their technology, leverage AI effectively, build meaningful personal brands, attract top talent, and grow organically in an industry where relationships matter most. In this episode: (00:00) - Intro (01:26) – Joe's money moment (02:34) – Joe's winding path to fintech (05:47) – How people should evaluate AI in the future (10:16) – The Zero Basis Points theory (12:29) – The importance of data lakes in connecting AI capabilities (18:49) – Why advisors need to tell their own stories (20:41) – Strategies for attracting and retaining the best next-gen advisors (27:35) – The difference between an audience and a community (28:22) – Joe's thoughts about the future of the financial services industry (32:27) – Joe's Milemarker Minute Key Takeaways Adapt to change, but focus on the fundamentals. The AI and advisor technology landscapes are rapidly evolving. Focus on core principles like accurate data, client relationships, and streamlined workflows. Organic growth starts with personal branding. Share insights, solve problems, and build a reputation as a thought leader. Authentic content attracts clients and top talent. Attract and retain talent by investing in people. Treat your team well, pay them fairly, delegate effectively, and provide a clear mission. The best talent often excels at critical thinking, not just technology. AI is commoditizing technical financial knowledge. Advisors must shift their value proposition from "what I know" to "how I manage the relationship" to stay relevant. Quotes "The entire value of this industry's proposition is going straight to the human relationship. And AI is going to make humans heroes in everything." ~ Joe Moss "The answer to organic growth is organic human content—basically building a personal brand." ~ Joe Moss "Living an amazing life is a journey of self-transformation. If you want to make a lot more money, you need to dump resources into your number one advisor tech, which is your brain." ~ Joe Moss Links  Joe Moss on LinkedIn AdvisorTechBook Dave Ramsey Parker Ence Jump AI Redtail Technology Wealthbox Zocks Mark Gilbert Zero Basis Points  - Podcast Michael Kitces Morgan Housel Samantha Russell Joshua Brown Michael Batnick Peter Mallouk Joe Duran United Capital Financial Advisors Future Proof Citywide Goldman Sachs Root Financial Altruist Alex Hormozi $100M Money Models Ian Karnell VastAssembly The Alchemist Justin Castelli Santiago Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 130: This week, Kyle Van Pelt talks with Adam Spiegelman, Founder and Wealth Advisor at Spiegelman Wealth Management, which offers investment and wealth management programs and services for high-net-worth clients. The company's mission is to develop enduring relationships with clients by providing professional guidance for a lifetime of financial security.  Adam talks with Kyle about what it really means to go independent and why freedom, service, and intentional scale matter more in financial services. He shares why he left large firms to build a boutique RIA, the emotional weight of the transition, and how he maintains a human-centric approach in an automated world. In this episode: (00:00) - Intro (01:32) - Adam's money moment (03:18) - Navigating the LPL acquisition of Commonwealth (06:07) - What Adam learned after going independent (08:41) - The reality of independence (10:09) - The challenges and rewards of building a custom technology ecosystem (13:03) - What made Commonwealth technology user-friendly (17:53) - Adam's vision for Spiegelman Wealth Management (20:20) - What great service actually looks like in practice (22:31) - Adam's growth strategies (26:04) - Adam's outlook on the future of the wealth management industry (28:30) - Adam's Milemarker Minute Key Takeaways Freedom creates clarity, but also responsibility. Going independent removes bureaucracy but also challenges leaders to own every decision, especially in technology and operations. Great service lives in the small, thoughtful moments. Picking up the phone, anticipating confusion, and proactively helping clients through stressful situations often matter more than flashy offerings. Growth doesn't have to mean “bigger”. Staying intentionally small can be a competitive advantage when relationships, trust, and responsiveness are the core product. AI will change the work, but not remove the human role. As modeling and analysis become commoditized, judgment, empathy, and contextual thinking become even more valuable. Quotes "I talked to dozens of recruiters, firms, and advisors. And I did all this due diligence with one purpose in mind: to scare me out of wanting to go independent. And no one could scare me. I knew in my heart that this was the absolute right thing to do." ~ Adam Spiegelman "I learned a long time ago that this business is not just about lining my pockets. It's not about money and fees, it's about relationships." ~ Adam Spiegelman "People want to take more charge of their finances. Gone are the days of pension plans and the government providing all that support." ~ Adam Spiegelman Links  Adam Spiegelman on LinkedIn Spiegelman Wealth Management Fidelity Investments A Gentleman in Moscow Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 129: This week, Kyle Van Pelt talks with Mitch Hamer. Mitch is the Founder & Lead Advisor at Intersecting Wealth, where he partners with families to navigate their financial lives with clarity and intention. With an approach rooted more in psychology and behavior, Mitch helps clients step back from the things that get far too much attention and focus on the priorities that are often overlooked.  Kyle and Mitch unpack the real alpha inside modern advisory work. They also discuss the challenges of scaling a highly personalized service, the importance of building a multi-generational firm to serve multi-generational clients, and the self-aware entrepreneurial path that focuses on alignment, work-life balance, and finding your own unique way in the industry. In this episode: (00:00) - Intro (01:55) - Mitch's money moment (03:32) - Mitch's journey from options trading to wealth advisory (09:16) - Why advisors say planning is everything (12:08) - The challenges of scaling highly personalized service (15:38) - What it takes to start an RIA without an established book of business (22:03) - The difference between a strategist and a technician (25:40) - How Intersecting Wealth builds a multi-generational firm (29:35) - The future of Intersecting Wealth (31:26) - Mitch's take on the future of the financial services industry (34:27) - Intersecting Wealth's tech stack (35:34) - Mitch's Milemarker Minute Key Takeaways Planning, not returns, is where trust is built. Advisors often feel pressure to deliver higher returns, but most client anxiety comes from uncertainty around spending, legacy, and purpose. Behavioral insight is a real advisory skillset. Advisors who understand behavior, fear, emotion, and decision-making are positioned to add more value than technical portfolio expertise alone. Don't confuse activity with value. Spending too much time on complex, non-scalable technical work can prevent growth. Realize that your greatest contribution might be in the human element, the listening, strategizing, and having hard conversations with clients. Quotes "I realized that the value-add was the conversations away from investments. And that's the reason why I ended up doing really deep advanced planning across the financial planning spectrum." ~ Mitch Hamer "When you're sitting across from a family, and you're starting to unpack what they're trying to accomplish or what makes them nervous, it's often verbalized as 'I'm uncomfortable with risk'. But what I'm seeing them verbalize is 'I don't really know what my plan is.'” ~ Mitch Hamer "You can't overlay tech on trust. It's not going to be a tech platform that moves advisors over. It's going to be a service model that wins them." ~ Mitch Hamer Links  Mitch Hamer on LinkedIn Intersecting Wealth Cboe Global Markets John Marshall Goldman Sachs Morgan Stanley Merrill Lynch Stratos Wealth eMoney Advisor RightCapital Income Lab Wealthbox Money Together Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 128: This week, Kyle Van Pelt talks with Tyson Ray, CEO, Founding Partner, and Senior Wealth Advisor at FORM Wealth Advisors. Tyson helps financial advisors exit their businesses with clarity, confidence, and no regrets. He's been recognized as a Forbes Best-in-State Wealth Advisor, AdvisorHub Advisors to Watch, and Barron's Top 1200 Advisor.   Kyle and Tyson discuss what it takes to build a successful wealth advisory practice that balances growth, client care, and community impact. Tyson shares the strategies, leadership mindset, and values that have guided his career to success. He also discusses his SPACE (See, Prepare, Act, Commit, Exit) framework, which reveals how advisors can exit their practice confidently and fully compensated, while keeping their clients' interests first and foremost. In this episode: (00:00) - Intro (02:12) - Tyson's money moment (05:48) - Valuable lessons Tyson learned during the early stages of his career (07:26) - How to build a career that lasts a lifetime (10:23) - The power of structure, boundaries, and accountability in scaling a firm (13:51) - The SPACE framework (21:29) - The importance of building a multi-generational team (30:07) - How Tyson finds and trains his team members  (32:52) - Why you should “never enter data twice” (34:59) - Tyson's outlook on the future of the industry (40:36) - Tyson's Milemarker Minute Key Takeaways Great leadership begins with humility. The best leaders don't pretend to have all the answers. They listen, learn, and grow alongside their teams. Don't let fear define your future. If you know a change is necessary for growth, don't let fear hold you back from what is ultimately the right thing for your firm's long-term health and your own personal well-being. Invest in the next generation of advisors. Intentionally recruit and mentor younger team members to build a truly multi-generational firm—one where clients feel confident their advisor won't retire before they do, and where modern, responsive service comes naturally. Make space for succession. You cannot effectively plan for your future or your firm without intentionally creating the time and mental room to do it. The succession process is not just about selling or retiring; it's about seeing a vision, committing to the necessary actions, and exiting with confidence and purpose. Quotes "You can't let fear prevent you from doing what's right." ~ Tyson Ray "The reason most of us don't do planning for ourselves is that we don't create the space to do it." ~ Tyson Ray "How to build your business is to hire caretakers of what you've built to free you up, because most likely, you are the rainmaker." ~ Tyson Ray Links  Tyson Ray on LinkedIn FORM Wealth Advisors Total Succession Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 127: This week, Kyle Van Pelt talks with Matt Regan, President at Wealthcare. With more than two decades in the financial services industry, Matt has helped build several transformative business models, including launching the retail brokerage and OpenIPO system at WR Hambrecht+Co. His work has consistently focused on scaling world-class organizations with a strong commitment to the client experience. Kyle talks with Matt about building scalable, sustainable advisory businesses at the intersection of technology and operations. Matt shares his journey into wealth management, the evolution of Wealthcare from planning software to a full-service platform, and how standardized systems drive organic growth and enterprise value. They dive into affiliation models, M&A strategy, talent challenges, and the future of advice in an AI-driven world—especially for emerging advisors and smaller clients. In this episode: (00:00) - Intro (02:44) - Matt's money moment 0. (03:58) - Wealthcare's origin story (06:20) - Wealthcare's affiliation model (12:24) - Common pitfalls in M&A (14:04) - The talent gap and finding Gen 2 successors (15:33) - Matt's thoughts about the future of M&A (19:34) - What it takes to build a firm from $0 to $100M in today's market (22:47) - The role of AI in serving HENRYs (High Earners, Not Rich Yet) (26:50) - Why soft skills are the new hard currency (28:27) - Matt's outlook on the future of the industry (32:37) - Matt's Milemarker Minute Key Takeaways Standardization creates enterprise value. A repeatable operating system is what turns an advisory practice into a real business. Consistency across planning, investments, client service, and operations becomes your biggest growth lever. Tech-enabled platforms only matter if the tech actually supports the advisor's workflow. A true tech platform is not a stack of tools. It's a single operating system that connects planning, investments, trading, and service in one experience.  "Date before you marry" might be the future of advisor M&A. Affiliation provides an opportunity for advisors to integrate systems, see the culture, and test-fit a partner long before selling the firm. It reduces regret and increases alignment. Not every acquisition is a good acquisition. Great M&A means buying businesses you can meaningfully improve. Quotes "What the founder of this firm preached was that you should do things in a very systematic, repeatable way. It's the only way you scale. It's the only way you grow organically." ~ Matt Regan "[Being a financial advisor] takes an incredible amount of resilience and aggressive dedication to building a business. And it's not for the faint of heart." ~ Matt Regan "Progress empowers the people who work for us here and creates career paths and a valuable professional life for Wealthcare's employees. I care deeply about the people who work here. And I want to see them not only succeed financially, but become happy people." ~ Matt Regan Links  Matt Regan on LinkedIn Wealthcare Capital Management Wells Fargo Fidelity Investments Orion Advisor Solutions Charles Schwab Morgan Stanley The Passenger Blood Meridian Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 126: This week, Kyle Van Pelt talks with Sarah Simmer, Partner and Senior Wealth Advisor at Heritage Wealth Advisors. Sarah delivers customized wealth management and tax planning services to individuals and families, with a special focus on multi-generational households. Sarah talks with Kyle about what world-class client experience truly requires, especially for ultra-high-net-worth families. She shares the tactical side of scaling a white-glove firm, highlighting the importance of rigorous client segmentation, the courage to have difficult fee conversations, and how to use data to determine exactly who you should and shouldn't be serving.  In this episode: (00:00) - Intro (03:10) - Sarah's money moment (06:11) - How Sarah's mother influenced her career in wealth management (09:13) - How an auditor's mindset translates to serving high-net-worth families (10:30) - What client experience means for ultra-high-net-worth families (13:16) - How Sarah uncovers and manages client expectations (17:55) - Why proactively discussing fees can reinforce value (22:46) - How Heritage scales white-glove service to ultra-high-net-worth clients (30:03) - How a scaled white-glove service feels personalized (34:08) - Sarah's outlook on the future of the financial services industry (36:22) - Sarah's Milemarker Minute Key Takeaways Client experience is not a deliverable. It's the whole relationship.  The client's perception is the reality. Leaders need a consistent feedback loop to ensure the experience matches the intent. Audit-trained minds bring hidden superpowers. Learning how to learn quickly and diagnose problems is often more valuable than specific industry knowledge.  Don't fear the fee conversation. While many leaders shy away from this topic, proactively raising it allows you to realign expectations. If the client hesitates on the fee, it's an immediate signal that there is a disconnect in the perceived value of the service being delivered. Providing white-glove services at scale requires a personalized approach. White-glove service feels impossible to scale unless you define exactly who fits in which bucket. Quotes "At the end of the day, we're a people business, so the client's experience is their reality. We can think we're doing a fantastic job, but if the client has a terrible experience through all of it, we're not going to stay in business." ~ Sarah Simmer "If you believe in the value you're providing to your clients, you shouldn't be scared to check in with them on how that fee feels." ~ Sarah Simmer "If we can focus on making the information and the story we're trying to get to the client more aligned with the types of experiences they enjoy, that's the goal." ~ Sarah Simmer Links  Sarah Simmer on LinkedIn Heritage Wealth Advisors PwC Dee Ann Remo KPMG International McKinsey A Bit Much Northanger Abbey Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 125: In this special New Year's 2025 episode, Kyle Van Pelt brings together four standout voices to explore why wealth technology still feels broken—and what actually fixes it. Jeremy Nelson explains how rising client complexity demands centralized planning and operational tech that can truly scale. Art Ambarik shares how fragmented data and poor transitions create bottlenecks that distract advisors from clients. Kylie Felker shows how efficient systems make room for unreasonable hospitality and deeply human service. And Terry Parham Jr outlines how impact, efficiency, and effectiveness improve when firms own and streamline their data. Together, these conversations reveal how better integration—not more tools—is the path forward. In this episode: (00:00) – Intro (00:30) – Jeremy Nelson on rising client complexity and why centralized tech is essential for scale (03:25) – Art Ambarik on data bottlenecks, advisor transitions, and removing operational friction (08:30) – Kylie Felker on using efficient systems to create unreasonable hospitality for clients (15:30) – Terry Parham Jr on evaluating wealth tech through impact, efficiency, and effectiveness Links  Jeremy on LinkedIn: https://www.linkedin.com/in/jeremy-my-element-wealth/  Element Wealth: https://myelementwealth.com/ Art Ambarik on LinkedIn: https://www.linkedin.com/in/arthur-ambarik-cfp%C2%AE-75359457/  Perigon Wealth Management: https://www.perigonwealth.com/  Kylie Felker on LinkedIn: https://www.linkedin.com/in/kyliekotowskifelker/  Foster Victor Wealth Advisors: https://fostervictor.com/  Terry Parham Jr on LinkedIn: https://www.linkedin.com/in/tepjr/  Innovative Wealth Building: https://innovativewealthbuilding.com/  Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 124: In this special Christmas 2025 episode, Kyle Van Pelt brings together four standout voices to explore what it takes to identify, attract, develop, and retain the next generation of talent. Daniel Spurgeon shares how firms can spot potential early and create intentional career pathways instead of reactive hires. Kristen Oziemkowski explains what today's young professionals are really looking for—and how purpose, culture, and clarity drive attraction. Eric Kittner highlights the power of mentorship, in-person learning, and real responsibility in developing talent. And Matt Matrisian makes the case that long-term growth, trust, and investment are essential to retention. Together, these conversations offer a practical roadmap for building teams that thrive well into the future. In this episode: (00:00) - Intro (00:54) – Daniel Spurgeon on identifying potential early and building intentional career pathways (07:32) – Kristen Oziemkowski on attracting young professionals through purpose, culture, and clarity (16:53) – Eric Kittner on developing the next generation through mentorship and real responsibility (24:52) – Matt Matrisian on retaining talent by investing in growth, trust, and long-term vision Links  Daniel Spurgeon on LinkedIn Commonwealth Financial Services Kristen Oziemkowski on LinkedIn The Mather Group Eric Kittner on LinkedIn Moneta Group Matt Matrisian on LinkedIn Signature Estate & Investment Advisors Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 123: This week, Kyle Van Pelt talks with Tim Thomas, Chief Investment Officer and Wealth Manager at Badgley Phelps Wealth Managers. Tim joined Badgley Phelps in 2008 and brings more than two decades of experience in financial planning and portfolio management. He specialized in security analysis and selection, portfolio construction, asset allocation, and alternative investments. Tim shares with Kyle about the mechanics of modern portfolio construction. He discusses why the financial plan must be the north star for investment strategy, how to navigate the noisy and rapidly democratizing world of alternative investments, and how AI is changing the backend of advisory work without replacing the human connection. In this episode: (00:00) - Intro (01:33) - Tim's money moment (02:57) - Marrying financial planning with investment strategy (03:56) - How investing has changed over time (06:18) - The rise in alternative investments (09:55) - Understanding alts as more than one asset class (16:24) - How Badgley Phelps helps clients navigate the nuances of alts (18:27) - Managing M&A and the acquisition of Marshall & Sullivan (21:45) - How Badgley Phelps approaches holistic planning (23:40) - Tim's thoughts about the future of the industry (27:25) - Tim's Milemarker Minute Key Takeaways Planning is a strategy. Investments are implementation.  The most effective portfolios are built after the cash flow model is complete.  By understanding the client's lifestyle needs and success rates first, you can determine the specific hurdle rate required to achieve their goals.  Democratization of alts is exciting, but operational risk is real. Alternative investments are booming, but they shouldn't be added to a portfolio just because they are trendy or accessible. Customization beats cookie-cutter strategies. Whether it's equities, fixed income, or alts, thoughtful leaders build client portfolios around client-specific needs — income, growth, risk tolerance, or liquidity — instead of defaulting to one-size-fits-all recommendations. The quarterback model vs. the generalist. There is a massive industry push to bring tax, legal, and estate planning in-house. Sometimes, building a bespoke team of external experts serves the client better than a one-size-fits-all internal department. Quotes "Planning has really come to the forefront, and the investments are critically important because that is the implementation of the plan. But the planning has definitely risen in prominence, and it has a much bigger role than it used to." ~ Tim Thomas "It's just incredible to see how fast alts have grown in prominence and how big an allocation they're getting in portfolios these days. We're missing out on some opportunities by not having them." ~ Tim Thomas "When you think about technology, computers are really good at crunching a lot of data, sorting, and solving a lot of different things at the same time. What they can't replace is that conversation with a client." ~ Tim Thomas Links  Tim Thomas on LinkedIn Badgley Phelps Wealth Managers Vanguard iCapital CAIS Focus Financial Partners Marshall & Sullivan, Inc. Chip War: The Fight for the World's Most Critical Technology Boom: Bubbles and the End of Stagnation Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 122: This week, Kyle Van Pelt talks with Eden Ovadia, Co-Founder of FINNY. Before FINNY, Eden worked on the private equity team at Boston Consulting Group, where she advised on major M&A deals across the wealth management space. Driven by her background in AI and engineering, and inspired by the wealthtech industry's shifting dynamics, Eden co-founded FINNY to help advisors build predictable, personalized, and tech-enabled organic growth engines.  Eden discusses why the wealth management industry is ripe for innovation and disruption. She also shares why referrals are no longer enough to drive organic growth, and how FINNY rewrites the marketing playbook using machine learning to create hyper-personalized, high-propensity matches between advisors and prospects. In this episode: (00:00) - Intro (02:18) - Eden's money moment (04:12) - Innovation in wealth management (07:28) - Why referrals are no longer enough to grow organically (09:25) - How FINNEY rewrites the traditional marketing playbook (16:16) - The power of niching and segmentation in organic growth (18:14) - Introducing the F-score: FINNY's proprietary machine learning algorithm (22:56) - What it takes to build an advisor-first tech stack (24:18) - FINNY's future goals (25:39) - FINNY's outlook on the future of the wealth management industry (28:51) - Eden's Milemarker Minute Key Takeaways Referrals are great. But they're no longer enough to grow organically. Referrals are a linear expansion tied to an advisor's personal time and energy. True scalability requires building an engine that works in the background for you. Consumer behavior has changed. Your growth strategy should, too. The next generation of clients shops for everything digitally, including financial guidance. They expect personalized, tech-enabled experiences.  Niche and segment. The firms breaking out from the pack are the ones that define exactly who they serve. Not "retirees," but "retirees selling a dental practice." Not "business owners," but "HVAC operators with succession on their minds." Precision builds trust, and trust accelerates conversion. Organic growth must become intentional and operationalized. The fastest-growing firms don't stumble into growth. They measure it, build systems for it, and treat it with the same seriousness as investing or planning. Growth becomes predictable when it becomes part of your operating rhythm. Quotes "Referrals will always be king. The problem with referrals is that they grow with every advisor's time, energy, and resources. It doesn't scale exponentially. It scales with your time and money" ~ Eden Ovadia "If you're an advisor who wants to build a generational business, you need to start building and investing effort in creating a growth engine, because referrals will decline year over year." ~ Eden Ovadia "If you believe that there's going to be a lack of a hundred thousand advisors in the near future, we view FINNY as the tool that can serve as the optimization layer between the supply of financial advisors and the demand for financial advice." ~ Eden Ovadia Links  Eden Ovadia on LinkedIn FINNY Brian Chesky Y Combinator Boston Consulting Group JUMP AI Zocks Outliers Never Split the Differences Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 121: This week, Kyle Van Pelt talks with Mark Buffington, CEO at BIP Capital and Managing Partner at BIP Ventures. Since founding BIP Capital, Mark has helped shape the firm into one of the most active and respected investment brands outside Silicon Valley. He's also spearheaded several of its most forward-thinking initiatives, from a private-equity Evergreen BDC to a proprietary deep-data AI platform and a Performance Engineering framework built to create category-leading companies and deliver premium exits. Mark and Kyle explore what it takes to build a wealth advisory practice that blends growth, service, and innovation. Mark explains the regulatory and educational hurdles that have historically kept most individuals at arm's length from the innovation economy—and the unconventional solution BIP created to bridge that gap. He also breaks down how BIP adapted “performance engineering” principles from its tech portfolio to transform business culture and fuel record-breaking growth in the wealth management space. In this episode: (00:00) - Intro (02:30) - Mark's money moment (08:50) - Why individuals struggle to access private markets (15:08) - How BIP connects investors to alternative and private market opportunities (23:32) - Bringing “performance engineering” into BIP's business strategy (27:46) - The challenge of building a sales culture on top of a service culture (31:43) - The internal and external tech stack powering BIP's growth (37:15) - Mark's outlook on the future of financial services (43:16) - Mark's Milemarker minute Key Takeaways A sales culture can enhance—not replace—service excellence. A strong service-driven culture doesn't conflict with growth. When layered thoughtfully, a disciplined sales and marketing process amplifies the value you deliver while expanding your firm's reach. The traditional advisory value proposition isn't enough. As the industry becomes more complex and competitive, simple asset allocation or basic planning won't consistently attract or retain clients. Advisors need differentiated value supported by expertise, technology, and innovation. Technology is a strategic advantage when you control it. Building or owning your tech and data enables better decisions, stronger efficiency, and a better client experience—especially as AI accelerates what's possible. Innovation removes structural barriers. Regulation, access limitations, and operational friction often hold back growth. Firms that find creative ways to overcome those barriers can separate themselves from competitors and unlock new opportunities. Quotes "The market shifted. Traditional advisors that provide basic asset allocation and some basic planning are not enough to win and keep business consistently." ~ Mark Buffington "In a world where advisors are increasingly under competitive pressure, how do we give them an advantage? Technologically, with AI and with private market products, and in ways that integrate with their workflows." ~ Mark Buffington "We are in the advice business, but we're also in the worry elimination business. The real value to individuals with complex lives, who are raising kids and trying to manage their own careers, is to take that worry and concern off their plates." ~ Mark Buffington Links  Mark Buffington on LinkedIn Bill Harris BIP Capital BIP Ventures BIP Wealth iCapital CAIS Charles Schwab Christy Johnson Andrew Somoza Hart Williford Tamarac | Envestnet Orion Advisor Solutions Envestnet | MoneyGuide eMoney Advisor Plaid Skin in the Game Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube

Episode 120: As firms enter strategic planning season, Kyle Van Pelt brings together the strongest technology insights from four standout leaders. Nelly Mubashi explains the operational realities of supporting multiple advisor-selected platforms. Carrie Delgott highlights why consolidation into a unified stack unlocks collaboration and efficiency. Phillip Hamman shares how long-term planning and thoughtful automation free advisors to deliver “unreasonable hospitality.” And Michael Batnick offers a candid look at integration frustration inside a hyper-growth firm. Whether you're expanding advisor choice or tightening your stack, this episode clarifies what it takes to build a scalable, integrated tech ecosystem that truly serves your team. In this episode: (00:00) - Intro (00:54) - Nelly Mubashi on supporting advisors across multiple platforms like Tamarac and Orion (05:01) - Carrie Delgott on why aligning the firm around one tech stack drives efficiency and collaboration  (07:14) - Phillip Hamman on using technology to free up advisors and deliver “unreasonable hospitality” (12:04) - Michael Batnick on the challenges of selecting tools that integrate well in a fast-growing firm Links  Nelly Mubashi on LinkedIn Northwest Asset Management Carrie Delgott on LinkedIn Wescott Financial Advisory Group Phillip Hamman on LinkedIn Linscomb Wealth Michael Batnick on LinkedIn Ritholtz Wealth Management Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 119: This week, Kyle Van Pelt talks with Eric Kittner, CEO and Chairman of the Board at Moneta Group. Eric began his career at Arthur Andersen and RubinBrown before joining Moneta in 2003. Since becoming Managing Partner in 2018, Eric has led Moneta through a period of remarkable growth, expanding from a single Midwest office to multiple national markets and more than doubling its AUM.  Eric talks with Kyle about Moneta's comprehensive service model and how they've operationally mastered the 'quarterback' role for clients. He also shares the firm's geographic growth strategy and the importance of in-office culture for developing the next generation of advisors. From tax strategy to tech adoption to developing next-gen talent, Eric reveals what it really takes to grow a firm that never loses its human touch. In this episode: (00:00) - Intro (03:11) - Eric's money moment (05:33) - Lessons from Arthur Andersen: culture, training, and crisis opportunity (08:10) - How tax strategy shapes Moneta's approach to serving clients (09:09) - Building a truly comprehensive service model (11:39) - Why Moneta has never taken private equity money (13:43) - Moneta's intentional growth strategy: Go deep, not wide (16:16) - What makes a perfect cultural and business fit for Moneta partnerships (20:50) - Growing next-gen talent through flexibility and connection (25:11) - Recruiting vs. developing future advisors (30:30) - How Moneta leverages technology (33:40) - The biggest tech drag on the advisor experience (36:31) - Eric's outlook on the future of wealth management (40:57) - What makes one RIA different from another (44:01) - Eric's Milemarker Minute Key Takeaways Independence is not just a label—it's a mindset. Whether you're solo or part of a large firm, true independence comes from making decisions that align with your clients' best interests, not outside pressures or short-term gains. Culture is a foundation. Processes and tech can be copied. Culture can't. The way your team behaves when no one's watching determines how clients experience your firm. Intentional growth leads to sustainable success. It's easy to chase expansion or new tech for the sake of momentum. The best leaders grow deliberately, aligning every move with purpose, people, and long-term vision. Technology should create time. Use tools that simplify and elevate human connection, not replace it. The future of advice belongs to firms that blend empathy with efficiency.  Quotes "To us, culture is not a mythical figure. Culture is the total of your behavior on a day-to-day basis." ~ Eric Kittner "We've been very intentional about doing what we do really well, being that quarterback, providing that advice, and coordinating the resources." ~ Eric Kittner "The title on your business card is what it is. When a client reaches out to you, that's when you are their advisor." ~ Eric Kittner Links  Eric Kittner on LinkedIn Moneta Group Andersen Outliers: The Story of Success Leaders Eat Last Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 118: This week, Kyle Van Pelt talks with Jason Weaver, Managing Partner of Weaver Consulting Group. With nearly three decades of experience in the financial services industry, Jason leads with a people-first philosophy rooted in mentorship, emotional intelligence, and community.  Kyle and Jason unpack why financial planning today requires more than performance charts and retirement projections. Jason describes his mentorship-first approach to helping young people break free from the instant gratification of sports gambling and develop healthier, long-term investing habits. By fostering in-person community, accountability partnerships, and meaningful client events, he's building trust and transformation that lasts beyond market cycles. Their conversation highlights how true advisory work is ultimately about alignment—connecting money with personal values, emotional well-being, and the relationships that support growth across a lifetime. In this episode: (00:00) - Intro (00:50) - Jason's money moment (04:11) - The rise of sports gambling and its impact on young investors (08:03) - How Jason helps teens shift from gambling to investing through mentorship (12:32) - Jason's five core beliefs and how they shape behavior and financial decisions (17:10) - Why in-person community is essential for trust and transformation (19:24) - Bringing humanity back into retirement planning (21:52) - Balancing tech and touch: using digital tools to deepen relationships (24:08) - Inside the Weaver Consulting Group tech stack (27:39) - Jason's outlook on the future of the financial services industry (30:04) - Jason's Milemarker Minute Key Takeaways Real financial planning is about people, not products. Numbers and strategies matter, but lasting transformation happens through human connection. Advisors create the most impact when they understand clients' values, emotions, and identity—not just their balance sheets. Short-term dopamine behaviors can derail long-term wealth. Sports gambling and similar instant-gratification habits literally retrain the brain. Helping young people shift from betting to investing starts with awareness, accountability, and a supportive community. In-person relationships build trust that technology cannot replace. Face-to-face conversations, shared experiences, and community events deepen connection and reinforce healthy financial mindsets. Digital tools can support—but never substitute—the human element. Use technology as an amplifier, not a replacement for advisory work. Tech should simplify workflows, enhance communication, and provide clarity—not create more noise. The most effective firms pair smart systems with authentic, values-driven guidance. Quotes "We individualize the planning experience and then educate people to understand the strategies we've chosen together to make sure that we can help them have a wonderful life." ~ Jason Weaver "People don't want just a plan. They want alignment between their money, their values, and their well-being." ~ Jason Weaver "Invest in yourself first. At the end of the day, your greatest return is yourself." ~ Jason Weaver Links  Jason Weaver on LinkedIn Weaver Consulting Group Ameriprise Financial Fidelity Investments Vanguard Orion Advisor Solutions Redtail Technology eMoney Advisor Charles Schwab The Hum The Law of Success Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 117: This week, Kyle Van Pelt talks with Jacqueline Martinez, Managing Partner at Alaris Acquisitions. Previously part of United Capital's M&A team, Jacqueline contributed to $10.5B in acquisitions before the firm's 2019 sale to Goldman Sachs. Now at Alaris, she and her team have closed more than 50 deals with leading wealth management firms. Recognized for her leadership in culture-first M&A, Jacqueline was named M&A Executive of the Year in Wealth Solutions Report's Pathfinder Awards and honored among WealthManagement.com's "Ten to Watch" in 2025.  Kyle and Jacqueline discuss what makes a truly successful merger or acquisition in the wealth management industry. Jacqueline unpacks how data, AI, and cultural alignment can make or break a deal, why emotional intelligence matters as much as financials, and what sellers can do to ensure they're choosing the right partner for the next chapter of their business. In this episode: (00:00) - Intro (01:44) - Jacqueline's money moment (04:02) - United Capital's secret to success (06:51) - The psychology of finding the right buying partner (09:19) - Inside Alaris Lens (12:41) - How to vet potential buyers (14:46) - How Alaris Lens can help find the right culture fit for companies (20:40) - How to verify a buyer's promises and programs (23:25) - How to handle 'cold feet' moments during the sales process (27:36) - The role of the seller's current tech stack in a deal's success (31:50) - The impact of having centralized data in the valuation of a firm (33:22) - Jacqueline's outlook on the future of the industry (34:45) - Jacqueline's Milemarker Minute Key Takeaways Focus on alignment points, not just price. The best partnerships start when both sides clearly define what they want — from deal structure to future vision — long before the negotiation table. Data brings clarity. Matching firms based on quantifiable factors reduces surprises later. Data-driven fit creates long-term success. Prepare emotionally, not just financially. Every deal comes with "freak-out moments." Knowing they're normal and working through the fears helps avoid walking away from a great opportunity. Ask the hard questions — twice. Sellers need to verify every promise made by potential buyers. Ask for data. Talk to past partners. Consistency in answers reveals the truth. Quotes "Every conversation or piece of information that you're sending to a buyer is like a constant evaluation of the risk of your business." ~ Jacqueline Martinez "Everyone says cultural fit, but what does that really even mean? If the buyer aligns well with the seller's needs, that's a much better foundation for exploring the cultural fit." ~ Jacqueline Martinez "It's important when you're running your business to make better decisions throughout the journey. Particularly in a sales process. There's always a risk evaluation that's happening, and you want to appear as organized and professional as possible and deliver the data people are asking for." ~ Jacqueline Martinez Links  Jacqueline Martinez on LinkedIn Alaris Acquisitions United Capital Financial Advisors Goldman Sachs Joe Duran Brandon Gage Jarrod Upton It Ends with Us Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 116: This week, Kyle Van Pelt talks with Matt Reed, Chief Revenue Officer at Powerlytics. Matt brings 20 years of wealth management experience to Powerlytics, including leadership roles at Skience, eMoney Advisor, and Brightscope | ISS. At Powerlytics, Matt oversees the sales and marketing teams and leads the company's revenue-generation strategy and execution.  Matt talks with Kyle about the power of data in driving organic growth. He explores the struggle of finding the right target and why “who and where” matter in prospecting. Matt also shares how Powerlytics' data-driven targeting and wealth platform can help find the next ideal client, define the Ideal Client Profile (ICP), and tailor outreach for maximum effectiveness. In this episode: (00:00) - Intro (01:53) - Matt's money moment (04:08) - The struggle for organic growth (08:13) - The “who” and the “where” of prospecting (10:36) - How Powerlytics' TrueWealth platform works (15:54) - Using data to target specific niches (17:45) - Using Powerlytics as a solo advisor or marketing team (20:49) - Where Powerlytics sits in the wealth-tech ecosystem (24:02) - Matt's outlook on the future of the industry (26:15) - Matt's Milemarker Minute (29:40) - The Crohn's & Colitis Foundation Key Takeaways Define the right targets, not just any targets. It isn't enough to cast a wide net. Identify your ideal client profile and use data to locate and reach them. Build organic growth the "Moneyball" way. Rather than always buying growth (firm acquisitions, big sponsorships), focus on smarter internal growth by leveraging data, analytics, and repeatable processes. Use rich data for smarter prospecting. Many firms struggle with finding the who and the where of opportunity. Use unique data sets to fine-tune your target list.  Know your role in the stack. If you partner with data providers, lead-gen platforms, and tech tools, be clear about what you bring and how it complements the rest of your stack. Not every tool needs to do everything. Quotes "The right decisions based on the right analytics can be successful." ~ Matt Reed "The thing that makes us unique is that we have income and assets for every consumer in the United States. That has been proven to be very valuable in targeting and prospecting," ~ Matt Reed "Marrying our rich data set of income and assets, and providing that to a marketing database, is what we're calling the true wealth platform." ~ Matt Reed Links  Matthew Reed on LinkedIn Powerlytics TrueWealth FINNY  Blink: The Power of Thinking Without Thinking Crohn's & Colitis Foundation Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 115: This week, Kyle Van Pelt talks with Matt Matrisian, President of Signature Estate & Investment Advisors (SEIA). Matt is a pioneer in transforming the delivery of financial advice. His career has focused on simplifying the financial services industry, supporting its evolution, and enhancing the value to advisors. He believes the best investment outcomes begin with advisor-centric tools and capabilities that wrap around investors' needs. Matt's appointment as President of SEIA represents the culmination of a three-decade journey dedicated to reimagining how wealth management firms can scale with purpose while preserving the personal touch that defines the client experience. Kyle and Matt discuss how SEIA builds a platform that enables advisors to thrive. From transitioning independent contractors to equity partners to driving double-digit organic growth, Matt reveals how the firm empowers advisors with infrastructure, flexibility, and support. Matt also talks about the race for talent in the industry and how firms should develop the next generation of advisors to sustain future growth. In this episode: (00:00) - Intro (02:14) - Matt's money moment (04:08) - SEIA's founding and growth trajectory (08:17) - Making the move from 1099 to W-2 advisors seamless (12:18) - Understanding the advisor lifecycle (14:04) - The role of Signature Investment Advisors (SIA) in the industry (15:51) - Should larger firms become their own TAMPs or asset management arms? (19:43) - How outsourcing can accelerate growth (25:19) - Delivering value that justifies the cost (27:15) - The race for talent: The importance of developing G2 and G3 talent (31:29) - How SEIA leverages technology (34:17) - How SEIA utilizes the power of AI (36:38) - Matt's outlook on the future of the industry (39:29) - Matt's Milemarker Minute Key Takeaways Growth requires structure, not just ambition. Success stems from clear systems—shared equity, technology, and culture—that give advisors both autonomy and stability. Outsourcing drives exponential growth. Advisors who outsource investment management and back-office operations free up valuable time to focus on relationships, growth, and client experience. Know your "why" behind growth. Growth isn't about chasing numbers. It's about serving more families who need financial guidance, while creating space for advisors to live fuller lives. Invest in G2 and G3 talent. To ensure long-term sustainability, firms must have a structured career ladder and a pathway for young talent to grow, get licensed, and eventually become equity partners. Actively recruiting and nurturing the next generation is essential in the industry's "race for talent." Quotes "I envision SEIA as always being a dual affiliation model. We will always have W-2 and 1099 advisors. We want to give the best of both worlds to advisors, and how they want to affiliate with us." ~ Matt Matrisian "To provide that flexibility and eliminate the swivel-chair experience of advisors having to go across multiple platforms, to give them a technology platform that integrates everything and consolidates into a data lake solution, and to surface their assets regardless of the platform or investment vehicle used for advice to digest and monitor, that's where we need to be spending our time." ~ Matt Matrisian Links  Matt Matrisian on LinkedIn Signature Estate & Investment Advisors Raymond James Charles Schwab Fidelity Investments Reverence Capital Partners Signature Investment Advisors Osaic LPL Financial AssetMark Execution: The Discipline of Getting Things Done Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube

Episode 114: This week, Kyle Van Pelt talks with Torie Happe, Head of Partnerships at Holistiplan. Torie began her career at LPL Financial, where she managed new accounts, led RIA conversions, and developed new operational procedures. In 2016, Torie transitioned into fintech at Riskalyze. She later held leadership roles at FIX Flyer and Onramp Invest before joining Holistiplan in 2022 as Head of Partnerships. Kyle and Torie discuss how Holistiplan enables advisors to turn complex tax returns into clear, actionable plans. Torie also discusses the difference between tax planning and tax advice, how firms can bridge that gap, and where Holistiplan seamlessly integrates into an advisor's tech stack. Torie also talks about Holistiplan's academic program, which provides hundreds of students with free access to the firm's award-winning software and a certification course to enrich their curriculum and credentials. In this episode: (00:00) - Intro (02:18) - Torie's money moment (06:16) - How Holistiplan has gone viral in the fintech space (08:04) - Making taxes simple and meaningful for clients (10:03) - The difference between tax planning and tax advice (11:40) - How advisors use Holistiplan alongside other tools (15:55) - Holistiplan's academic program (19:49) - Torie's outlook on the future of the industry (22:09) - Torie's Milemarker Minute Key Takeaways Simplicity wins. Magic happens when you make complex financial concepts simple enough for clients to actually understand and engage with. Use technology as a bridge, not a barrier. Fintech tools like Holistiplan are there to enhance advisor-client relationships, not replace them. Plan first, execute second. Tax planning lays out the "what-ifs." Tax advice executes the "what now." Small firms can thrive by focusing on that planning layer before involving a CPA. AI is powerful, but people are irreplaceable. While AI can streamline workflows, clients will still want authentic, face-to-face interaction with their advisors. Quotes "We took something really complicated (tax) and made it really simplistic for an advisor to understand." ~ Torie Happe "Tax planning is really just planning for your life. What are you doing with every dollar you've spent or will spend this year? The tax advice piece is that execution piece, and that's where you're going to your tax professional to execute on the plan that your advisor has built." ~ Torie Happe "Clients actually want to talk to a human. You're dealing with their everyday money and their lifestyle. They don't want to just be automated into whatever email campaigns or text messages you're going to send out." ~ Torie Happe Links  Torie Happe on LinkedIn Holistiplan Nitrogen The Outsiders Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 113: John Bunch, CEO of Allworth Financial. With over 30 years in financial services, John has guided firms through big transitions, from founder succession and acquisitions to private equity cycles and scaling operations, while preserving their culture.  This week, Kyle talks with John about leading Allworth into its third generation. John reflects on lessons from Schwab and other founder-led firms, and how Allworth is balancing organic growth with strategic acquisitions. He explains the importance of culture, integration, and advisor support, while also detailing the firm's investments in tax services and AI innovation. From client-centric models to the future role of advisors as coaches, John offers an inside look at building enduring growth in a rapidly changing RIA landscape. In this episode: (00:00) - Intro (02:11) - John's money moment (04:07) - Allworth's third-generation growth strategy: Evolve, Elevate, and Execute (04:51) - The holy grail of financial services (07:04) - Allworth's organic growth strategy (09:29) - John's growth mindset (12:29) - What it's like to work with industry legends  (16:09) - Why RIAs are moving into tax services (19:10) - The power of specialized teams (22:02) - How Allworth manages multiple tech stacks (24:16) - Allworth's approach to AI adoption (28:31) - John's thoughts about the future of the industry (30:35) - John's Milemarker Minute Key Takeaways The holy grail in this industry is organic growth. Acquisitions help, but building scalable, client-centered growth engines is what drives long-term value. Don't focus on what you spend on growth. Focus on the payback. If a channel is working, invest more in it. A supportive board will always back a strategy with a good return on investment. Be a "fiduciary to their dreams." When acquiring a founder-led firm, respect their legacy and understand that they built the business to help people. Frame the future as a partnership and be willing to adopt the best ideas, regardless of where they come from. Embrace AI now or get left behind. Firms that fail to strategically adopt AI will be at a disadvantage. Start experimenting and integrating it into your operations, from client service to advisor dashboards, and see how it can help you get more insights. Quotes "The holy grail in this industry is organic growth. That's what drives valuations. And if you get that right, you're building a scalable business for the future." ~ John Bunch "If you're not willing to evolve your business and elevate how you meet with your clients, you're going to be in a bit of trouble. The winners in the long term in this industry are going to be the folks who can grow organically." ~ John Bunch "Advisors will be more like counselors and coaches on a wide variety of things than they will be on experts on cash flow or investments. And the firms that actually help their advisors move in that direction are going to be the winners." ~ John Bunch Links  John Bunch on LinkedIn Allworth Financial Pat McClain Scott Hanson Darla Sipolt Charles Schwab Jump AI Atomic Habits Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 112: This week, Kyle Van Pelt talks with Jason Wenk, Founder and CEO of Altruist. Jason has lived and breathed the financial services industry over the last 20 years as a financial advisor, investment systems developer, analyst, and founder. Jason shares his journey from humble beginnings to building some of the fastest-growing RIAs. From his early days at Morgan Stanley to pioneering digital marketing for his own RIAs, Jason discusses the innovations that led to the founding of Altruist. Jason also explores the power of content and why social media platforms are today's hub for advisor growth. In this episode: (00:00) - Intro (02:44) - Jason's money moment (05:21) - From intern to industry disruptor: Jason's path to building two RIAs (13:56) - Jason's digital marketing playbook (17:38) - Where attention is won: YouTube, TikTok, referrals, and more (25:02) - Why offline marketing still crushes in 2025 (28:05) - The pain points that led Jason to create Altruist (34:12) - How Altruist is using AI to transform advisor workflows (43:06) - Jason's Milemarker Minute Key Takeaways Leverage digital marketing. Blogging and creating videos on social media build authority and trust. Play the long game. Social media platforms can drive billions in new business. But when they eventually get crowded, differentiation comes from client experience and outcomes, not just marketing tactics. Know your audience. AI and SEO shifts may impact younger investors, but retirement-age clients still search the old-fashioned way. Tailor your approach to the people you want to reach. Consistency wins. Whether it's local seminars, radio shows, or social media content, firms that pick a lane and execute with discipline tend to outpace the rest. Quotes "A lot of our fastest-growing advisors are using YouTube as their primary mechanism to be in front of new clients. We have a few who are using social media, so they're active on X, some are heavy on LinkedIn, and we're starting to see some who are actually doing decent volume from TikTok." ~ Jason Wenk "Our generation is open about how and what we do. We all have an abundance mindset, and we share and love celebrating everybody else's wins." ~ Jason Wenk "In a world where it'll be nearly impossible to be different and unique based on your content, what you actually deliver will matter a lot more. Driving the best outcomes and the best experience will become a differentiator. " ~ Jason Wenk Links  Jason Wenk on LinkedIn Altruist Morgan Stanley AI Assistance - Altruist Elon  Musk Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 111: This week, Kyle Van Pelt talks with Ian Wenik, Editor at Citywire and one of the sharpest reporters covering the RIA space. While many firms rely on market performance to maintain their numbers, Ian sheds light on what truly differentiates the fastest-growing RIAs. From niche strategies and referral networks to the big M&A moves reshaping the industry, Ian shares insights from Citywire's 50 Growers Across America and why organic growth is the real differentiator. He also unpacks the pressures of private equity ownership, the challenges of succession, and what the endgame looks like for mega firms. In this episode: (00:00) - Intro (01:46) - Ian's money moment (04:01) - What sets the fastest-growing RIAs apart (07:55) - The future of inorganic growth and M&A trends (10:45) - The challenges of the IPO market for large RIAs (17:15) - Why Ian compares the industry to a fancy beach house (22:06) - Innovative growth programs and strategies (24:19) - Challenges for America's fastest-growing RIAs (25:47) - Ian's thoughts about trends and the  future of the industry (31:17) - Ian's Milemarker Minute Key Takeaways Organic growth is harder—but more sustainable—than most advisors realize. Many RIAs rely heavily on market appreciation to appear successful, but Ian underscores that true, organic growth takes significant investment and intentional strategy. The fastest-growing firms often succeed by identifying niche markets, building strong referral networks, and developing internal training programs to cultivate talent from within. Talent is the real differentiator (and how you develop and retain it). In a competitive, consolidating market, your ability to recruit, train, and retain top talent matters more than ever. Firms that provide clear career paths, equity ownership, and operational roles for junior staff—not just rainmakers—will be best positioned for long-term success. Quotes "Momentum generates momentum. Deals generate deals. Once you have a track record of being able to integrate a firm, keep clients on board, and keep the advisors happy, you're going to have those bankers who handle sell-side engagements trust you with more deals." ~ Ian Wenik "What's driving so much of the M&A in the industry right now is time. A lot of the big firms sell because they have succession planning needs. Or if you're already an institutionally-backed firm, you're in the market because you're a private equity owner, and you have an expiration on that play clock." ~ Ian Wenik "The dirty secret of the RIA industry is that many firms don't grow at all. They don't grow organically. It's the market appreciation that's propping them up." ~ Ian Wenik Links  Ian Wenik on LinkedIn Citywire Newsday The Deal Alex Steger Alec Rich Carson Group Hightower Advisors Wealth Advisor Solutions Schwab Advisor Network FINTRX Ulrich Investment Consultants Allworth Financial Wealth Enhancement Creative Planning CI Financial Corient LPL Financial Cetera Financial Group Osaic The Unlock Michael Batnick Moneta Group Alaska Wealth Advisors Angie Herbers Cerity Partners Genstar Capital Steward Partners Morgan Stanley Merrill Lynch UBS Goldman Sachs Summit Trail Advisors BBR Partners Ameriprise Financial Edelman Financial Engines Mariner Wealth Advisors Savvy Wealth Dakota Wealth Management The Fund Great Leap Forward Mao's Great Famine Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube

Episode 110: This week, Kyle Van Pelt talks with Kevin Knull, CEO of TaxStatus. With more than 30 years in financial services and fintech, Kevin has led growth and innovation at companies like MoneyGuidePro, YCharts, Symetra Financial, and Hartford Leaders. Throughout his career, he's been dedicated to advancing the industry by helping advisors deliver smarter, higher-quality advice to their clients. Kevin talks about how TaxStatus leverages access to IRS data to help financial advisors get a complete picture of a client's financial life. He explores the opportunities this presents for organic growth, building relationships with COIs, and providing better, more holistic advice. From his early days in the U.S. Coast Guard to leading FinTech and advisory firms, Kevin shares how his career has been fueled by one mission: delivering better advice and better outcomes. In this episode: (00:00) - Intro (02:01) - Kevin's money moment (04:42) - Why "better advice, better outcomes" is harder than it looks (06:15) - How tax data can serve as the foundation for holistic advice (09:27) - How TaxStatus can access clients' IRS data (11:13) - Consent, compliance, and how advisors can use IRS data responsibly (13:01) - Turning tax data into organic growth opportunities (16:20) - Partnering with CPAs and COIs through smarter data sharing (19:16) - The importance of a standardized process for data collection (24:28) - The role of AI in the future of the industry (31:22) - Kevin's Milemarker Minute Key Takeaways Advice is both an art and a science. Financial planning requires connecting multiple disciplines—tax, investments, estate planning, and risk management—rather than operating in silos. Start with the source of truth. The IRS holds the most complete financial picture of clients. Leveraging that data helps advisors deliver more accurate, holistic advice. Organic growth lives with existing clients. The fastest way to grow isn't always new leads. It's uncovering assets, businesses, and properties that clients already have but haven't disclosed. Data builds trust with COIs. CPAs, attorneys, and other professionals benefit from cleaner, real-time data. Advisors who bring value here strengthen partnerships and referrals. Quotes "There's science and there's art to this industry. And unfortunately, because the industry evolved, each discipline is operated separately." ~ Kevin Knull "The IRS is the source of truth. They have everything. So if you're going to render advice, that's the first place to start." ~ Kevin Knull "Financial planning, investment advice, and wealth management are art and science. Just like insurance and tax, there's a whole lot of gray. That gray is where firms, advisors, and professionals are going to differentiate themselves." ~ Kevin Knull Links  Kevin Knull on LinkedIn TaxStatus Envestnet | MoneyGuide Plaid Yodlee NAPFA Catch-22 Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 109: This week, Kyle Van Pelt talks with Tiffany Irving, Senior Vice President and Wealth Advisor at Mesirow Wealth Management. Tiffany specializes in working with high-net-worth individuals, families, and non-profit organizations by providing comprehensive wealth management advice and customized asset allocation strategies to help them accumulate, grow, protect, and distribute their wealth.  Tiffany shares her work with business owners and her passion for empowering women in finance. From the challenges of working with busy entrepreneurs to navigating wealth transfer and the evolving role of women in financial planning, Tiffany offers valuable insights on preparing, planning, and protecting both personal and business wealth. She also shares her perspective on technology, growth strategies, and the future of consolidation in the RIA space. In this episode: (00:00) - Intro (01:28) - Tiffany's money moment (03:49) - How Tifanny succeeds in communicating with business owners (05:24) - How Mesirow helps business owners (06:54) - Helping business owners prepare, protect, and plan their wealth (09:21) - What it takes to attract the next generation of investors (11:55) - Tiffany's thoughts on the great wealth transfer and women in finance (16:44) - Leveraging technology to serve clients better (18:01) - Mesirow's growth strategies and marketing approaches (19:56) - Tiffany's outlook on the future of the industry (23:38) - Tiffany's thoughts on the consolidation happening in the industry (26:41) - Mesirow's core values (27:56) - Tiffany's Milemarker Minute Key Takeaways Treat your personal wealth like your business, with a strategy to prepare, plan, and protect. Create your board of directors. As a business owner, you shouldn't be the middleman between all of your advisors. Surround yourself with a trusted team of professionals, including attorneys and tax experts, and let them collaborate on your behalf. Educate the next generation. The great wealth transfer is happening now. Get the next generation involved in conversations about the family's financial history, values, and goals. Women are not a niche market. With women living longer and the rise of female breadwinners and business owners, the financial industry is overdue in adapting to serve women. Financial planning is about empathy and understanding the unique goals and concerns of every client, regardless of gender. Quotes "There are a lot of tools in our tool belt as advisors. We just have to remember to educate our clients and let them know what's available." ~ Tiffany Irving "Women are not a niche market. We're over 50% of the population. So, we're trying to make sure that both partners or spouses are engaged and involved in all of our financial discussions." ~ Tiffany Irving "Client demographics are evolving. The next generation is here, and we have to meet them where they are." ~ Tiffany Irving  Links  Tiffany Irving on LinkedIn Mesirow Salesforce eMoney Advisor Holistiplan Charles Schwab Fidelity Investments The God of the Woods Lula Dean's Little Library of Banned Books Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 108: Michael Batnick is the Managing Partner at Ritholtz Wealth Management, where he helps shape one of the most influential RIAs in the country while also co-hosting popular podcasts like Animal Spirits. Known for his candor and curiosity, Michael brings a refreshing perspective to investing, leadership, and the business of advice. This week, Kyle talks with Michael about his winding path into finance—from drifting through college and struggling in sales to finding purpose in markets and mentorship. Michael reflects on the lessons of curiosity, humility, and hiring the right people, while unpacking the challenges of building a sustainable RIA. The conversation spans advisor recruitment, the pull of private equity, operational hurdles, tech frustrations, and AI's coming role in reshaping client service.  In this episode: (00:00) - Intro (01:17) - Michael's money moment (04:38) - From cold calling to discovering a passion for the markets (10:06) - Michael's hiring philosophy (13:35) - Ritholtz acquisition strategy (14:49) - The influence of private equity on RIAs (19:02) - What makes Ritholtz an excellent choice for advisors (24:28) - What it takes to run support infrastructure for advisors (28:41) - Ritholtz's tech stack (33:30) - Mystery chart challenge (35:56) - Michael's thoughts on AI and the future of the industry (44:14) - Michael's Milemarker Minute Key Takeaways Hire for personality, not just the resume.  Skills can be taught, but finding someone you actually want to work with every day is irreplaceable.  Don't underestimate the power of a strong brand and organic growth. Organic reach and sustainable growth allow firms to hire advisors who are philosophically aligned with their values, rather than those who are simply motivated by an upfront payout. The best advisors are the best listeners. Over-talking is a rookie mistake. Clients value being heard more than being dazzled with facts. AI will make advisors better listeners. Real-time feedback and conversation analysis will help advisors catch missed cues and improve client relationships. Quotes "Things change a lot, they change always, and they change often. And I didn't want to be an expert on an earlier version of the world. The world is a dynamic place, and you need to stay involved in what's going on." ~ Michael Batnick "The job of an advisor is very difficult. It is to be a listener first." ~ Michael Batnick  "Younger advisors tend to oversell and overcommunicate. It's not about you convincing the prospect that you are smarter than they are. The best advisors are the best listeners." ~ Michael Batnick"It's relatively easy to convince clients to give you money. But what's hard is actually executing and implementing and doing the things that you said that you were going to do." ~ Michael Batnick Links  Michael Batnick on LinkedIn Ritholtz Wealth Management Joshua Brown Barry Ritholtz BlackRock Jay Tini Anna Chaiken Nick Maggiulli Salesforce Orion Advisor Solutions Fidelity Investments Charles Schwab Altruist VRGL Wealth.com T3 Conferences Envestnet | MoneyGuide eMoney Advisor The Godfather Animal Spirits Podcast Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 107: Richard Alt is the CEO of Carnegie Investment Council, where he has led the firm through significant growth, including major acquisitions like Eagle Ridge. With more than two decades of experience, Richard is committed to true fiduciary principles—putting clients' interests first, eliminating conflicts of interest, and helping investors navigate risk with clarity and trust. This week, Kyle talks with Richard about his unconventional path into wealth management, inspired by his grandmother's financial struggles, and why fiduciary duty drives his work. He unpacks the six key risks investors must navigate, discusses Carnegie's recent Eagle Ridge acquisition, and highlights how communication and culture underpin successful firm transitions. Richard also shares his perspective on technology, the limits of AI in advising, and why trust and human relationships remain central to helping clients answer the ultimate question: “Am I going to be okay?”. In this episode: (00:00) - Intro (01:34) - Richard's money moment (06:26) - How to identify a trustworthy financial advisor (08:56) - Celebrating Carnegie's 50th anniversary and lessons from decades of experience (10:44) - The six types of financial risks and how to manage them (15:02) - Inside Carnegie's recent partnership with Eagle Ridge (18:12) - Why clear communication is the key to successful firm transitions  (22:47) - The surprising origin story behind Carnegie Investment Counsel's name (25:12) - How Carnegie leverages technology—and why AI won't replace advisors (30:24) - The biggest challenges facing financial advisors today (33:25) - Richard's Milemarker Minute Key Takeaways Choose fiduciaries, not salespeople. A license doesn't equal expertise—ask whether your advisor is a fiduciary 100% of the time and committed to putting your interests ahead of their own. Understand the six types of risk. Inflation, market volatility, individual security exposure, government actions, international factors, and regulatory surprises all threaten wealth. Managing these risks requires diversification, discipline, and perspective. Culture and communication drive successful transitions. Whether it's mergers, acquisitions, or client relationships, clarity of expectations, open communication, and valuing people are what ensure long-term success. Technology is powerful, but trust is irreplaceable. Tools like AI and portfolio software can enhance efficiency, but they cannot replace the human guidance, empathy, and wisdom clients need to confidently answer life's big financial questions. Quotes "Being in the business for a long time gives us the ability to make good, long-term decisions and avoid the other trap of our industry, which is making emotional decisions that undermine any long-term plan." ~ Richard Alt "Our job is not just picking stocks and putting them in their portfolio. It's managing risk and handholding clients." ~ Richard Alt "Technology has the ability to really improve data, communications, and portfolio design. But it will never be able to take away that human element of looking across the table at somebody and saying, Am I going to be okay?" ~ Richard Alt Links  Richard Alt on LinkedIn Carnegie Investment Counsel Gary Wagner Berkshire Global Advisors Charles Schwab Fidelity Investments Vanguard Good to Great Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.

Episode 106:  Lacey Shrum, Founder of Smart Kx, is an accomplished professional with a diverse background in law, compliance, and entrepreneurship. At Smart Kx, Lacey applies her extensive experience to drive strategic initiatives and deliver innovative solutions within the legal and technology sectors. This week, Kyle and Lacey do a deep dive into the metric that truly matters for advisory firms—revenue. Lacey shares why AUM can be a vanity metric, how to calculate and use blended rates, and ways to streamline billing for greater efficiency and profitability. They discuss common challenges during firm growth and acquisitions, how average daily balance reconciliation can smooth out revenue volatility, and why automation reduces friction in advisor operations. In this episode: (00:00) - Intro (04:32) - Why protecting revenue matters more than chasing AUM (08:26) - How Smart Kx gathers the data to power its calculations (09:55) - The risks of relying on spreadsheets for billing  (14:17) - Why due diligence on revenue metrics is critical in acquisitions (17:22) - Using Average Daily Balance (ADB) reconciliation for fairer, more transparent billing (22:13) - Lacey's take on the fee structure debate (23:39) - What's holding RIAs back from adopting automation (27:46) - The key revenue metrics every advisor should track (32:59) - How Smart Kx is leveraging technology and AI (36:07) - Lacey's predictions for the future of the industry (40:07) - Lacey's Milemarker Minute Key Takeaways Build a true revenue system—not just billing. Go beyond sending invoices. Create a complete revenue framework that combines accurate AUM fee calculations, airtight documentation of every client agreement, and detailed revenue analysis. This holistic view will give you clarity and control over your firm's financial health. Ditch the spreadsheets for fee management. Spreadsheets are fragile, error-prone, and a single point of failure. Replace them with specialized technology that automates and validates calculations, ensuring accuracy while freeing your team from time-consuming manual work. Do real revenue due diligence in acquisitions. Don't stop at surface-level metrics. Examine a target firm's actual revenue drivers—average client size, blended rate, and revenue per client. This will reveal hidden gaps or “potholes” in their billing process and help you plan a smooth integration. Automate to eliminate friction. In a slow-to-adopt industry, actively seek tech that reduces clicks and speeds up payment workflows. The less time you spend chasing revenue, the more time you can invest in serving clients and growing your business. Quotes "Revenue is so important to anybody's business. We are trying to make a profit here, provide for ourselves, and build a business." ~ Lacey Shrum "If you are responsible for signing that ADV and representing your firm in that contract, you have to have some orderly system, or you're just kicking the can down the road of a regulatory and probably litigation nightmare." ~ Lacey Shrum "Advisors are not in the billing business. They're in the business of managing money. So, try to get billing down to the least amount of time possible so you can manage money." ~ Lacey Shrum Links  Lacey Shrum on LinkedIn Smart Kx NFL A Tree Grows in Brooklyn Onboarding New Clients Made Easy with Lacey Shrum Connect with our hosts Milemarker.co Kyle on LinkedIn Jud on LinkedIn Subscribe and stay in touch Apple Podcasts Spotify YouTube Produce game-changing content with Turncast Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.