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Modern Financial Advisor

finservMarketing

The Modern Financial Advisor Podcast shines a light on innovative strategies, solutions, and ideas shared by guests who are driving the wealth management industry forward in new and exciting ways. The show is hosted by Mike Langford and produced by finservMarketing.

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#155
Friday · 59 min
Get Recommended by ChatGPT: How One Podcast Appearance Doubled Paul McManus’s Business
Paul McManus is back on the show with a new company name, a new look, and a bold message for advisors: the old SEO playbook is dead. Paul, Founder and CEO of Influential Advisor Media, explains how to get found... and recommended... by Google and ChatGPT, and how one guest appearance on Michael Kitces’ podcast brought in more than 200 appointments and doubled his business. Connect with Paul McManus here: Paul McManus on LinkedIn Influential Advisor Media The Influential Advisor Podcast Connect with Mike Langford here: LinkedIn finservMarketing In this episode we cover: Why Paul rebranded from More Clients More Fun to Influential Advisor Media Why cold lead generation falls short and how a short book speeds up trust The three playing fields: client referrals, centers of influence, and the “infinite referral network” What “search everywhere optimization” means and how AI decides who to recommend The CPA who asked for 500 copies of an advisor’s book to send on his letterhead How one appearance on Michael Kitces’ podcast led to 200+ appointments in a year Why guest podcasting and hosting your own show train AI to surface you Chapters: 00:00 Introduction 02:04 Welcome Back, Paul 04:56 The Rebrand: From More Clients More Fun to Influential Advisor Media 08:57 The Book as a Trust Accelerator 17:23 The Authority Operating System 22:42 Why Referrals Alone Aren't Enough 24:51 The Three Playing Fields 29:59 When ChatGPT Recommends You 41:00 How a Book and Podcasts Train AI to Cite You 45:16 The Kitces Halo Effect 53:12 Why Every Appearance Compounds 55:06 Why You Need Your Own Show 57:02 Where to Find Paul 58:00 Wrap-Up
#154
October 15 · 55 min
Advisor Marketing Was Built for Compliance, Not for You with Charlie Van Derven of Social Advisors
Charlie Van Derven, President of Social Advisors and host of the RIA Collective podcast, joins Mike Langford to explain why so much of the marketing content built for financial advisors was designed for compliance departments, not for the advisor, and why that sameness is hurting advisors in one of the least trusted industries in America. Charlie shares his path from snowboard sales rep in Duluth, Minnesota to founding Social Advisors in 2013, then walks through the four steps of business development that haven't changed in decades: know your audience, get in front of lots of people, nurture, and convert. He makes the case for owning your email list instead of renting reach on LinkedIn, explains why guest-driven webinars and small events convert, and closes with a timeless story from his days living out of a van and pitching websites to Morgan Stanley and Smith Barney branches: the corner office guy. Connect with Charlie Van Derven on LinkedIn and learn more about Social Advisors. In this episode: Why advisor marketing content was built for compliance, not for advisors Charlie's path from snowboard sales rep to founding Social Advisors Why authenticity matters more as AI makes content easier to create Why your email list is an asset you own and LinkedIn is "rented space" The four steps of business development: audience, reach, nurture, convert The corner office guy and what top producers were really doing all day Chapters: 00:00 Cold Open: Terrible for the Advisor 00:29 Intro 01:48 Welcome Charlie Van Derven 02:51 From Snowboard Rep to Social Advisors 06:30 Socialware and Why Advisors Feared Social Media 09:36 Marketing Content Built for Compliance, Not for the Advisor 13:34 AI, Authenticity, and Why Everyone Sounds the Same 16:18 The Fourth Least Trusted Industry 19:48 The Firm with Hundreds of Advisors and a 1988 Logo 21:54 Why Advisor Growth Has Stalled 23:07 Step One: Know Your Audience 24:51 Your Website, Your Email List, and LinkedIn as Rented Space 27:38 Nurturing: Stay in the Consideration Set 34:14 Creating Your Own Gravity with Events 36:41 Overwhelm and the Four-Step Process 40:08 Why Webinars with Guests Convert 42:53 The Corner Office Guy 49:34 Top Advocates and Small In-Person Events 50:39 Get Out of the House 53:16 Where to Find Charlie 54:12 Outro
#153
October 8 · 49 min
Pre-IPO investing isn't an advisor problem... it's a missing infrastructure problem.
Dean Rubino, Co-Founder and CEO of KPC Private Funds, joins Mike Langford to explain why the market is going direct to consumers and skipping advisors, what fiduciaries need before they can responsibly offer pre-IPO exposure, and how KPC lets advisors invest clients in hedge funds, private equity, pre-IPO stock, and co-investments with one set of documents, one signature, and one K-1. In this episode: Why the real pre-IPO "mistake" is a market structure issue, not an advisor error What infrastructure fiduciaries need: custodial acceptance, ownership diligence, and clarity on share classes Why private companies are staying private longer How pooling capital can open funds with $10M minimums and QP-only vehicles Why the complexity in private markets is evaluating the investment, not understanding it Chapters: 00:00 Cold Open: Advisors Aren't the Problem 01:05 Intro 02:17 Welcome Dean Rubino 04:02 From a Brooklyn Trading Floor to a Wrong Number at Merrill Lynch 08:03 Lessons for Young Advisors: Go Ping People 12:27 Where Advisors Go Wrong With Pre-IPO Investing 14:24 It's an Infrastructure Problem, Not an Advisor Problem 19:19 The Operational Friction of Private Investments 22:34 How KPC's Platform Works 28:00 Why Paperwork Kills the Client Conversation 30:29 Custom Allocations for Every Client 33:41 Client Demand and the Minimums Problem 35:11 Why Private Companies Are Staying Private Longer 40:50 The Advisor's Role in a Complex Market 42:12 The Complexity Isn't the Investment 43:56 Where KPC and Private Markets Are Headed 47:04 Banks Retreat, Private Funds Step In 47:45 Where to Find Dean 48:08 Outro
#152
October 1 · 54 min
AI Just Exposed This Firm's HR Secrets — Here's How to Avoid It with John O'Connell of The Oasis Group
AI is already inside your firm, whether you planned for it or not — and John O'Connell has the data (and the horror stories) to prove it. John O'Connell, Founder & CEO of The Oasis Group, joins Mike Langford for a wide-ranging conversation on where wealth management firms actually stand on AI adoption. John opens with a story that'll make every compliance officer sit up: a firm turned on Microsoft Copilot, connected it to SharePoint, and assumed their HR directory was safe because employees "couldn't see it." It wasn't. Employees were able to query Copilot directly for who was on a performance improvement plan — and it answered. From there, John and Mike dig into his framework for sorting firms by how they're handling AI: the Vanguards and Roadrunners racing ahead, the Tasmanian Devils and Bison finding their footing, and the Ostriches hoping it all blows over. They cover why "vibe coding" your own AI tools without a professional developer reviewing the work can leave the door open to SQL injection attacks and runaway costs, why the best first AI use case is almost always the most boring task in your firm (not the flashiest), and how AI could help close the gap for new advisors — John points to a FINRA stat that 85% of advisors quit before their fifth year, right around the point most successful advisors say they finally felt it click. What You'll Learn: John's five-camp AI adoption framework: Vanguards, Roadrunners, Tasmanian Devils, Bison, and Ostriches How a Microsoft Copilot + SharePoint misconfiguration exposed sensitive HR data The security risks of "vibe coding" AI tools without developer review Why the most boring use case in your firm is usually the best place to start with AI Using AI to help new advisors reach "escape velocity" faster Why "written by advisors for advisors" is a red flag, not a selling point About John O'Connell: John is the Founder and CEO of The Oasis Group, a consultancy helping wealth management and wealth technology firms with technology strategy, cybersecurity, and AI implementation. He publishes the Peaks Perspective newsletter to over 70,000 subscribers and has delivered 20+ keynotes this year, including as a standing AI speaker for Schwab. Connect with John: LinkedIn | The Oasis Group Episode Chapters: 0:00 — Cold Open: The AI "Chainsaw" Warning 1:02 — Welcome & Episode Preview 2:30 — John O'Connell's Origin Story: From "Brain on a Stick" to Founder 4:20 — A Brief History of AI: The Two AI Winters 7:50 — How AI Learned to Predict (Deep Blue, GPS, and Autocomplete) 14:50 — The Five Camps: Vanguards, Roadrunners, Tasmanian Devils, Bison & Ostriches 20:00 — How Microsoft Copilot Exposed a Firm's HR Data 24:45 — Why "No AI" Compliance Policies Don't Work 26:50 — Start With the Use Case Nobody Wants to Do 31:25 — AI for Investment Research & Portfolio Concentration Risk 35:45 — The Vibe-Coding Security Trap (SQL Injection & the MOVEit Hack) 43:30 — Practical First Steps: Weekly Briefings & RFP Automation 49:00 — Helping Advisors Reach "Escape Velocity" Faster 52:25 — Where to Find John O'Connell & Closing Subscribe to The Modern Financial Advisor Podcast on Apple Podcasts, Spotify, Amazon, YouTube, or wherever you like to get your podcast fix. Have a guest or topic suggestion? Email podcast@finservmarketing.com or find Mike at @MikeLangford everywhere online.
#151
September 24 · 44 min
Why 'Curation Over Accumulation' Is the New Private Markets Playbook for Advisors with Frank Burke of PPB Capital Partners
Frank Burke, Chief Investment Officer at PPB Capital Partners, joins Mike Langford to unpack why private markets are having such a moment for financial advisors right now. Frank has been at PPB since 2017, helping RIAs across the country build custom private fund structures and get curated access to alternative investment strategies — and he brings a rare vantage point on what's actually driving client demand for alts today. The conversation starts with the "SpaceX effect" — how high-profile IPOs like SpaceX, Anthropic, and OpenAI are pulling client attention toward private markets, often years after the real opportunity has already played out. From there, Frank and Mike dig into his framework of "curation over accumulation," why building a proprietary, white-labeled fund structure has become one of the clearest ways advisors can differentiate in a commoditized business, and the liquidity education gap that's catching more advisors off guard than most would admit. Frank also shares a genuinely overlooked alt asset class — legal settlement finance, where investors provide capital against law firm cases that have already settled and are sitting in escrow — along with how AI's exploding energy demand is quietly creating new private credit opportunities in power infrastructure. They close with Frank's 10-year outlook on where private markets access is headed for retail and IRA investors. And yes, there's a little Sixers-Celtics trash talk to open things up, because Frank's a Sixers fan and Mike can't help himself. 🔗 Connect with Frank Burke on LinkedIn or visit PPB Capital Partners 🔗 Connect with Mike Langford on LinkedIn Chapters: 00:00 — Cold Open 00:19 — Intro & Welcome 01:31 — Sixers-Celtics Trash Talk 04:08 — Frank's Elevator Pitch: What PPB Capital Partners Does 06:43 — Pull vs. Push: What's Driving Advisor Interest in Private Markets 10:00 — The SpaceX Effect and the End of "Free Money" Growth 13:20 — Legal Settlement Finance: Lending to Law Firms 16:55 — The Newsweek Indicator: Getting In Before Everyone Else 18:19 — Manager Selection and the Power of Independent Due Diligence 23:19 — Curation Over Accumulation: Building Your Own Differentiator 27:24 — Local and Direct Investing as a Client Engagement Tool 30:11 — Closing the Advisor Education Gap on Alts 34:34 — You Don't Have to Be a Hero: Trusting the Manager 38:41 — AI, Energy Infrastructure, and the Picks-and-Shovels Play 40:07 — Frank's 10-Year Crystal Ball for Private Markets 42:39 — Wrap-Up & Where to Find Frank
#150
September 16 · 57 min
Stop Being a Source and Start Being a Resource with Ben Lewis of The Financial Planning Association
Ben Lewis, Chief Communications and Development Officer at the Financial Planning Association (FPA), joins Mike Langford to make the case that the age of AI is actually the best moment in years for financial advisors to stand out and get noticed — if they know how to show up as humans. Ben shares the framework behind his whitepaper "The Human Edge: Why Relationship-Driven PR Still Wins in the Age of AI," including the critical difference between being a source and being a resource, how to use client questions as a pitch pipeline, and why FPA MediaSource has a 64.5% repeat journalist rate. If you've ever wanted to get quoted in a major publication or build a media profile that drives real business, this episode is your roadmap. Connect with Ben Lewis at the Financial Planning Association and get access to The Human Edge whitepaper at FPA MediaSource. In this episode we cover: Why the AI noise explosion is actually good news for advisors who show up as humans The source vs. resource distinction and how to move from one to the other How to use your client question notebook to generate a steady stream of story pitches How to recognize when a question becomes a trend — and why that changes everything How FPA MediaSource works and what advisors who use it well are actually doing Why compliance culture is training advisors to say nothing worth quoting The handwritten thank-you note that almost no one sends anymore Chapters: 00:00 Cold Open — Shut Off Your Targeting System 00:52 Intro 01:58 Welcome Ben Lewis 04:15 From Political Campaigns to Financial Services PR 08:10 The Noise Has Never Been Louder — And That's Good News 11:01 The Finfluencer Problem and the Sea of Sameness 13:46 AI Search and Why Your Expertise Needs to Show Up There 16:31 How Financial Advisors Should Think About PR 18:29 Getting Started: Two Things Ben Tells Everyone 21:50 The Client Notebook — Your Pitch Pipeline 22:48 When a Question Becomes a Trend 24:03 Earned Media vs. Advertising 29:43 The Philadelphia Planner Story 32:45 Source vs. Resource: The Distinction That Changes Everything 40:19 FPA MediaSource — How It Works 45:47 The Member Who Got 50 Placements in Four Months 50:12 Say Something Worth Quoting 53:01 Don't Let AI Write Your Pitch 55:07 Nobody Hands You That Trust 56:02 Outro
#149
September 10 · 49 min
Fix This Before You Buy Another AI Tool for Your Financial Advisory Business with Kristefor Lysne
What does curling have to do with your firm's data infrastructure? More than you'd think. In this episode, Mike Langford sits down with Kristefor Lysne, President of Terrapin Technologies, for a conversation about the messy data problem quietly working against wealth management firms — and why getting your data house in order is the prerequisite for everything coming next with AI. Kristefor has spent 30+ years helping wealth management firms aggregate, normalize, and automate the data behind advisor compensation, reporting, and compliance. He's also a competitive curler at the St. Paul Curling Club — and he has the perfect analogy for what bad data really looks like inside your firm. In this episode: Why AI doesn't fix messy data — it amplifies it The brittle spreadsheet trap that breaks when key people leave the firm What "bad rocks" in curling taught us about hidden data problems Why clean, governed data is the prerequisite for AI adoption The difference between a SaaS product and a tech-enabled service AEO (Agent Engine Optimization) — what's replacing traditional SEO Who the right firm is for a solution like Terrapin Resources & Links: Dan Zitting, CEO of Nitrogen Wealth — The Modern Financial Advisor Podcast Oliver Freigang, CEO of qashqade — The 6 x 6lock Podcast Chapters: 0:00 Cold Open: The Curling Reveal 0:42 Intro 1:48 Kristefor's Curling Life 10:18 Terrapin Technologies: The 60-Second Pitch 12:57 Hidden Data Problems at Wealth Management Firms 16:54 The Brittle Spreadsheet Trap 20:42 AI, Vibe Coding & Why Governance Matters 26:26 Garbage In, Garbage Out: AI Doesn't Fix Messy Data 28:14 How Terrapin Normalizes & Cleans Your Data 31:38 Who Is the Right Firm for Terrapin? 35:00 The Promise: What Becomes Possible With Clean Data 37:31 Clean Data Is the Prerequisite for AI 40:26 MCP Servers & the Future of AI Interfaces 41:15 AEO: What's Replacing SEO 47:07 Where to Find Kristefor & Terrapin Technologies 48:17 Outro
#148
July 7 · 27 min
Building Industry Cred by Saying Yes to Every Opportunity with Domenick D'Andrea
This episode almost didn't happen — it was recorded on the fly after Domenick D'Andrea introduced himself between sessions at the Nitrogen Fearless Investing Summit in Denver. Domenick, co-founder of DanDarah Wealth Management, explains how saying yes to every podcast, webinar, and conference stage built him enough industry credibility that clients arrive presold, why AI search is already sending him new business, and how he makes sure every spouse in a couple feels like his client — not just one. In this episode we cover: Why saying yes to podcasts, webinars, and conference stages builds instant credibility with prospects - Picking tech that integrates with what you already use, instead of chasing every new tool - How AI search results ("best financial advisor near me") are already sending him new clients, and the Google reviews strategy behind it - The personal posts (his daughter's dance competitions) that turn followers into clients - Why he treats every spouse in a couple as an equal client, and the divorce-rate data behind it - How clients now run his advice through ChatGPT before saying yes, including the $10M Roth conversion story that landed a skeptical prospect - His niche — pre-retirees and retirees — and the "sleep-at-night" factor that keeps them there Connect with Domenick D'Andrea on LinkedIn. Check out Domenick D'Andrea on YouTube. Learn more about DanDarah Wealth Management. Chapters: 00:00 Introduction 02:00 An impromptu conversation at the Nitrogen Fearless Investing Summit 04:00 Picking tech that integrates, not tech for tech's sake 08:00 How AI search is already sending him new clients 12:00 Why saying yes to every stage builds instant credibility 15:00 The personal posts that turn followers into clients 17:00 Treating both spouses as equal clients 21:00 Clients now vet advice with ChatGPT, and a $10M Roth story 24:00 His niche: pre-retirees, retirees, and the sleep-at-night factor 26:00 Where to find Domenick D'Andrea
#147
June 4 · 29 min
Getting Your Financial Business Featured in the Media with Allie Zendrian of AtoZ Communications
What does it actually take to get your financial advisory business or fintech company featured in the media? According to Allie Zendrian — founder of AtoZ Communications and a former financial reporter at Forbes, Institutional Investor, and TheStreet — it comes down to one question most people never think to ask. In this episode, recorded live at the Nitrogen Fearless Investing Summit in Denver, Colorado, Mike sits down with one of the most connected pros in the wealth management and fintech ecosystem. Allie brings a rare dual perspective: she spent years on the other side of the pitch email deciding what was worth covering, and now she helps advisors and fintech companies get their stories told. Here's what you'll take away from this conversation: Why AI-generated press releases are quietly killing your credibility — and what reporters actually think the moment they land in their inbox. The single most important question to ask before you pitch any story, any reporter, or any media outlet. Hint: it has nothing to do with your product features or your latest announcement. Why advisors doing their own PR is "penny wise and pound foolish" — and what a more realistic, cost-effective approach actually looks like. How Allie built one of the most connected networks in the wealth management and fintech space in under two years, starting from her days at Forbes where she famously broke the ice with Steve Forbes himself by just treating him like a human being. The difference between a story that moves the needle and noise that nobody notices — and how to coach your clients to understand that difference. Allie also opens up about building AtoZ Communications as a single mom, why she's choosing to grow deliberately rather than fast, and what she wants her kids to understand about the relationship between money, time, and work that matters to you. Chapters: 00:00 — Cold Open: Why AI-Generated PR Is Killing Your Credibility 00:51 — Intro & Welcome 02:13 — From the Forbes Newsroom to the "Dark Side" of PR 05:31 — How Allie Built Her Network So Quickly 07:57 — What Advisors & Fintech Companies Get Wrong About Communications 11:23 — The One Question That Makes Something Newsworthy 17:03 — What's Next for AtoZ Communications 21:41 — Building a Business as a Single Mom — and the Lessons It's Teaching Her Kids 26:41 — How to Connect with Allie & Where to Find Her Work 27:47 — Mike's Closing Thoughts
#146
May 28 · 31 min
How Financial Advisors Can Win More Business Owner Clients
Between 40 and 55% of millionaires in the United States are business owners. That's one of the biggest opportunities in wealth management right now... and most advisors are barely scratching the surface of it. In this episode, recorded live and in person at the Fearless Investing Summit in Denver, Colorado, Mike Langford sat down with Cal Parker, Managing Director at BizEquity, to talk about why now is the perfect time for financial advisors to level up their game when it comes to serving business owner clients. Cal drops some genuinely eye-opening stats and insights — including the fact that 60% of business owners have never even discussed their exit plans with their spouse. If you're not having the business valuation conversation with your clients, someone else eventually will. What we cover in this episode: Why advisors struggle to advise business owner clients beyond investment strategies — and what to do about it How a single free business valuation can land a multi-million dollar client relationship The new Exit Valuation Module from BizEquity and how it helps advisors have more proactive, forward-looking planning conversations What "exit readiness" really means — and why it's about so much more than the numbers The first-ever Private Company Valuation Index — launched in partnership with the American City Business Journals — and how advisors can use it for smarter prospecting Cal's crystal ball take on where business owner planning is headed over the next 2–5 years If you work with business owners — or you want to — this episode is for you. Connect with Cal on LinkedIn and learn more about what BizEquity is building at bizequity.com. Chapters: 00:00 Teaser — Why advisors can't afford to ignore this conversation 01:19 Intro 02:42 Welcome & meeting in person at the Fearless Investing Summit 04:50 BizEquity's rebrand and what's new 06:45 Cal's new role leading BizEquity 07:40 The massive business owner opportunity advisors are missing 10:45 The Great Wealth Transfer — why the timing is now 12:05 The stat that should stop every advisor in their tracks 14:00 The risk of leaving this conversation on the table 17:00 The Exit Valuation Module — planning beyond today's number 18:45 What is exit readiness and why does it matter? 21:00 The Private Company Valuation Index explained 23:45 Using the index as a prospecting tool 26:00 Crystal ball — where is business owner planning headed? 27:45 The most surprisingly valuable businesses Cal has seen 30:00 Wrap up
#145
May 26 · 27 min
Why Your Clients Don't Need a 75-Page Report (And What to Give Them Instead)
What if the most powerful thing you could hand a client after a meeting isn't a detailed report... but something their spouse could actually understand? Alison Susko, VP of Community at Asset-Map, joins Mike Langford at the Fearless Investing Summit in Denver for a conversation about why simplicity might be the most underrated competitive advantage in financial planning today. In this episode, you'll discover: Why the reports most advisors hand clients actually require the advisor to be in the room to make sense of them — and why that's a problem How the "non-CFO spouse" is reshaping how advisors think about client communication Why Asset-Map's new eMoney integration became their fastest-growing integration of all time How JUMP AI can automatically build an Asset-Map report from a recorded client meeting in real time The shift from deep complexity to relationship-first simplicity that Alison sees coming across the entire industry Why multi-generational planning is no longer optional — and how Relationship Maps are helping advisors keep track of blended families, gray divorces, and three-generation households The real reason clients leave advisors (hint: it has nothing to do with returns) Alison brings nearly 20 years of industry experience — including nearly a decade at eMoney Advisor — to a refreshingly honest conversation about what clients actually want from their financial advisors and the technology that serves them. Chapters: 0:00 - The moment clients finally understand their finances 1:02 - Intro 2:05 - Welcome to Denver: Recording live at the Fearless Investing Summit 3:20 - What does a VP of Community actually do? 5:30 - Why clients don't need a 75-page report 8:00 - The non-CFO spouse problem 10:30 - When your client shouldn't need you to explain the report 12:00 - Asset-Map's eMoney integration 13:30 - The JUMP AI integration: Building an Asset-Map from a recorded meeting 15:00 - The sleep-at-night factor 17:00 - The end of walled gardens: Open architecture in wealth tech 18:30 - The future of visual financial planning 20:30 - Multi-generational planning and Relationship Maps 23:30 - Gray divorce and the complexity of modern family finances 26:10 - Outro
#144
May 19 · 34 min
"How Much Have You Got?" — Why the AUM Model Is on Borrowed Time | Bob Veres of Inside Information
What if the financial planning profession is more fragile than it looks? Recorded live at the Fearless Investing Summit by Nitrogen Wealth, Mike sits down with Bob Veres — veteran industry observer, writer, and publisher of the Inside Information newsletter — for one of the most candid conversations about the state of financial advice you'll hear this year. Bob has been watching this profession evolve for decades, and he pulls no punches. From the AUM model's structural flaws, to the inertia of established firms sleepwalking toward an extinction event, to the rise of a new generation of idealistic advisors who want nothing to do with the old way of doing business — this conversation covers it all. If you've ever felt like the profession is stuck in an awkward middle ground between what it was and what it needs to become... Bob has a name for that feeling. And more importantly, he has a vision for what comes next. Chapters: 00:00 — Teaser: "How Much Have You Got?" 00:24 — Intro & Welcome 01:41 — The Present Is Awkward: Why Financial Planning Isn't Quite a Profession Yet 07:08 — What's Wrong With the AUM Model (And What Comes Next) 10:37 — The Next Generation of Clients and Advisors Won't Accept the Status Quo 14:05 — Inertia: The Ancient Enemy of Progress in This Profession 16:38 — The Avalanche Is Coming — And You Won't See the Last Grain of Sand 19:42 — AI Is Going to Be Huge Someday (Wink) — What It Really Means for Advisors 24:30 — The Three Reactions to New Technology (And Which One Always Wins) 26:08 — Bob's Vision: A Fiduciary Referral Network Built on Specialization 31:23 — A Bright Future — For Those Who Adapt 32:27 — Bob's Neural Network: How He Stays Sharp & How to Connect
#143
March 13 · 49 min
Why Modern Financial Advisors Must Offer Comprehensive Banking Solutions and Advice or Risk Losing Clients
Bob Clare spent 25 years inside Bank of America and Merrill Lynch before founding Fispoke — a complete embedded banking and lending platform built specifically for independent RIAs and financial advisors. And what he saw from the inside is what drove him to build it: the big banks have a very deliberate strategy to cross-sell your clients every time they walk through their doors. Most independent advisors have no idea it’s happening. In this episode, Mike and Bob dig into why integrating banking into your practice is both an offensive and defensive strategy, what it really means to be a fiduciary when you’re only managing half of your client’s financial life, and how Fispoke is enabling advisors to offer $20.5 million in FDIC insurance and a 3.56% high-yield savings APY to their clients today. They also unpack a stat that should stop every advisor cold: 81% of heirs switch advisors after inheriting wealth. Bob explains how building a banking relationship with the next generation is one of the most powerful retention tools in an advisor’s arsenal. Chapters: 0:00 - Cold Open: Bob’s Warning to Advisors 0:30 - Episode Intro 2:00 - Welcome Bob Clare / The Journey from Terry’s Episode to Today 3:00 - Fispoke Elevator Pitch: The Turnkey Banking Platform for Advisors 6:00 - Offense & Defense: Banks Are Actively Cross-Selling Your Clients 13:30 - The Fiduciary Blind Spot: Managing One Side of the Balance Sheet Isn’t Enough 19:00 - Business Owner Clients and the Banking Opportunity 20:30 - $20.5 Million in FDIC Insurance: The Sleep-at-Night Conversation 25:30 - From Portfolio Manager to Capital Architect 28:30 - Advisor Financing: Own Your Destiny Without Selling to Private Equity 29:30 - The 81% Problem: Banking as a Next-Gen Retention Strategy 35:00 - Getting Started with Fispoke (No Platform Fees) 38:30 - Training & Getting Comfortable with Banking Conversations 43:00 - First Mover Advantage & Closing Thoughts 47:00 - Outro
#142
March 7 · 55 min
Love Your Customer or Quit: The 4 Pillars of Client Experience That Actually Matter
Rich Walker, co-founder and CEO of Quik!, joins Mike Langford to share his four essential pillars for creating exceptional client experiences—including the provocative first principle: love your customer. Rich reveals why he and his wife shut down a profitable business after four months because they didn't love their customers, and what that taught him about building sustainable advisory relationships. This conversation explores the intersection of AI, leadership, and human connection in wealth management. Rich breaks down how to set boundaries that make clients feel more secure, why a 99% satisfaction score might indicate you're doing too much, and how to treat AI tools as collaborative colleagues rather than robotic servants. Plus, Rich unveils Quik!'s revolutionary new product, Formstream, which promises to transform the paperwork nightmare every advisor faces. The 4 Pillars Framework: Pillar #1: Love Your Customer - Why this is non-negotiable and how to know when you don't Pillar #2: Be Your First Customer - Solving problems you actually experience Pillar #3: Be On Your Customer's Team - You're the guide, not the hero Pillar #4: Know and Enforce Your Boundaries - How limits create love and trust Key Topics Covered: Only 30% of firms are actually using AI (you haven't missed the boat) How to think about AI as a colleague vs. a tool The collaborative approach to AI that produces better results Why solo advisors still need leadership skills Teaching clients how to communicate with you through boundaries The danger of 100% customer satisfaction scores Introducing Formstream: The "TurboTax approach" to forms How paperwork friction costs advisors months in onboarding time Episode Timeline: 0:00 - Cold Open: Love Your Customer 0:52 - Episode Introduction 2:00 - Welcome Rich Walker to the Show 4:41 - The 4 Pillars of Client Experience Framework 5:00 - Pillar #1: You Have to Love Your Customer 6:00 - Being Interested in Your Clients 7:48 - Shutting Down a Profitable Business (Wife's Weight Loss Company) 9:00 - Pillar #2: Be Your First Customer 11:00 - Why Rich Quit Being a Financial Advisor 12:43 - Pillar #3: Be On Your Customer's Team 13:00 - Building a StoryBrand - You're the Guide, Not the Hero 14:00 - Financial Advisors Are Relationship-Based 15:00 - Helping Your Team See the Impact of Their Work 17:40 - Pillar #4: Know and Enforce Your Boundaries 18:00 - Alamo Drafthouse: Boundaries Create Great Experiences 20:00 - Children Feel Love When They Know the Boundaries 22:23 - Teaching Clients How to Communicate With You 24:00 - The 99% Customer Satisfaction Problem 26:00 - Not Making Enough Turnovers (Basketball Analogy) 27:00 - Sarah Vogelsanger's Phone Call Feedback 28:00 - Thomas Gold Solutions: We Answer the Phone 30:43 - AI and Client Experience in Wealth Management 32:33 - Only 30% of Companies Are Actually Using AI 34:00 - SunWest Credit Union's "Sunny" AI Story 35:00 - Does AI Enhance or Replace Your Client Experience? 36:00 - Excel and Claude: Mind-Bending Capabilities 38:43 - The Two Aspects of AI: Tool Set vs. Personal Dialogue 40:00 - Think of AI Like a Human Colleague 41:00 - The M-Dash Story: Asking AI "Why?" 42:00 - Training Employees vs. Training AI 44:00 - Stop Prompting, Start Collaborating with AI 45:00 - Let AI Write Its Own Prompts 46:00 - Surfing the Trend vs. Fighting the Tide 47:00 - Video Calls Have Become Universal 48:00 - Rich's Mom Uses ChatGPT for Journaling on Walks 49:00 - What Does Quik! Actually Do? 50:00 - Introducing Formstream: Dynamically Creating Software from Forms 51:00 - The "TurboTax Approach" to Forms 52:00 - Paperwork Friction Causes 2-Month Delays 53:00 - Where to Find Rich Walker and Connect 54:00 - Episode Outro and Final Thoughts
#141
February 17 · 59 min
The AI Paradox: How a Notetaking App Is Making Financial Advisors More Human
What if AI could actually make you MORE human with your clients? Matt Halloran, Chief Evangelist at Zocks, joins Mike Langford to share a powerful paradox that's transforming financial advisory: the technology that was supposed to replace human connection is actually deepening it. In this episode, you'll discover: How one advisor nearly missed his client's spouse mentioning a serious health issue—but his AI notetaker caught it Why the "tyranny of minutiae" is keeping advisors from spending quality time with clients (and how to break free) The surprising stat: advisors only spend 20% of their time with clients—and how to reclaim 10+ hours per week Why having "no baggage" makes AI the perfect listener in client meetings How 2 million meetings worth of machine learning is making every advisor better at their job The simple follow-up email strategy that's helping advisors close more business against competitors Why adoption rates for AI tools are skyrocketing from 10% to 90% in just 18 months How to attract young talent and drive organic growth in the AI era Matt also shares a powerful Navy story about "trusting the wind at your back"—a metaphor that shaped his entire career and led him from co-founding ProudMouth (the largest podcasting company in financial services) to his new role evangelizing AI solutions. Whether you're skeptical about AI or already experimenting with it, this conversation will shift how you think about technology's role in building deeper, more authentic client relationships. Guest: Matt Halloran, Chief Evangelist at Zocks Learn more: https://www.zocks.io/mattgpt
#140
Oct 16, 2025 · 39 min
Alan Moore from XYPN Live on Entrepreneurship, Escape Velocity, and the RIA Fee-For-Service Revolution
The Future of Financial Advising: Alan Moore on XYPN's Growth, Fee-For-Service Models, and More In this episode of the Modern Financial Advisor Podcast, host Mike Langford sits down with Alan Moore, CEO of XY Planning Network (XYPN) and AdvicePay, for an insightful discussion at the XYPN Live conference in Austin, Texas. They explore topics such as the challenges of organic growth in the financial advising industry, the rise of fee-for-service models, and the different phases of building a successful advisory business. Alan shares his journey from starting his own firm to managing two large companies, emphasizing the importance of finding the right business model and staying transparent with clients. Tune in to learn valuable insights from one of the industry's most inspiring leaders. Don't forget to subscribe on Apple Podcasts, Spotify, Google Play, Amazon, or your favorite podcast platform! Chapters: 00:00 Understanding Market Saturation in Financial Advisory 01:08 Introduction to the Modern Financial Advisor Podcast 02:56 Welcoming Alan Moore to the Show 05:14 The Origin Story of XYPN 08:36 Challenges and Growth in Entrepreneurship 15:13 Phases of Business Development 20:35 Reflecting on Rapid Growth and Challenges 21:43 The Shift to Fee-for-Service Models 22:33 Exploring the AUM Model and Market Saturation 29:30 The Origin and Growth of AdvicePay 31:56 Balancing Multiple Ventures as an Entrepreneur 33:32 Building Influence and Creating Gravity 37:09 Conclusion and Final Thoughts
#139
Oct 16, 2025 · 36 min
Michael Kitces Explains How Financial Advisors Can Create Gravity to Attract Clients vs Fighting Time and Scale Constraints
Unlocking The Secrets to Scaling Your Financial Advisory Business - Michael Kitces on XYPN Live In this episode of the Modern Financial Advisor Podcast, host Mike Langford sits down with Michael Kitces during the XYPN Live conference in Austin, Texas. They discuss the importance of knowing your target market, focusing on strategic planning, and the concept of 'gravity' in marketing. Michael shares insights into creating a successful, scalable financial advisory business, moving away from time-based marketing activities, and the benefits of a clear, targeted market segment. The conversation also touches on the innovative structure and support offered by XY Planning Network to independent advisors. Michael's expertise offers transformative advice for financial advisors looking to grow and sustain their practices efficiently. Chapters: 00:00 Understanding the Importance of Target Audience 01:14 Introduction to the Modern Financial Advisor Podcast 03:09 Welcoming Michael Kitces 04:46 The Concept of Creating Gravity in Wealth Management 06:43 Challenges in Scaling a Financial Advisory Business 13:15 Strategic Planning and Marketing for Advisors 19:17 The Flaws of Time-Based Marketing 20:12 Scaling Your Business with Brand Building 20:59 Challenges in Organic Growth 21:44 Reinventing Business with XYPN 23:21 Building Your Own Firm with XYPN 24:39 Support and Compliance Services 25:23 Tech Stack and Community Support 29:05 Flexible Business Models and Membership 31:34 The Importance of Niche Marketing 34:53 Conclusion and Upcoming Episodes
#138
Oct 5, 2025 · 57 min
Building the Back Office of the Future: AI Agents and Operations Tech for Financial Advisors
In this episode of the Modern Financial Advisor Podcast, host Mike Langford is joined by David Knoch, CEO of Docupace, to discuss the evolving landscape of financial advisory operations. David shares his insights on the industry's archaic practices, the importance of operational efficiency, and the role of AI in future-proofing financial services. With over 400,000 users on their platform, Docupace is leading the charge in transforming back-office operations for financial advisors. Tune in to learn about Docupace's vision for intelligent automation, their strategic acquisitions, and how they are addressing the $50 billion problem of inefficiency in financial advisory firms. Chapters: 00:00 The Archaic State of the Financial Industry 01:18 Introduction to the Modern Financial Advisor Podcast 02:44 Welcoming David Knoch: CEO of Docupace 03:54 The Evolution of Financial Advisory Operations 07:09 Docupace's Vision for the Future 10:41 The Role of Technology in Financial Services 14:19 The Human Element in Financial Planning 21:08 The Importance of Operational Excellence 25:56 Docupace's Growth and Acquisitions 27:03 Convergence of Leadership Perspectives 27:26 Acquisition Strategies and Integration 29:09 Docupace's Collaborative Culture 31:46 Balancing Independence and Integration 35:07 Build vs. Buy Decision-Making 42:42 The Role of AI in Financial Advisory 46:58 Future Vision and AI Implementation 56:14 Conclusion and Final Thoughts
#137
Sep 25, 2025 · 1 hr 5 min
Why RIAs That Take Workflow Management Seriously Are Growing 33% Faster Than Their Peers
How I Built and Sold My FinTech Startup: Louis Retief of Hubly on The Modern Financial Advisor Podcast In this episode of the Modern Financial Advisor Podcast, host Mike Langford sits down with Louis Retief, co-founder of Hubly, for an in-depth conversation about his entrepreneurial journey in the wealth tech industry. Louis shares his experience of founding Hubly right out of college, the challenges and opportunities he encountered, and what it's like to have his company acquired by Docupace. They discuss the importance of efficiency and workflows for advisory firms, the role of operations managers in decision-making, and the ongoing consolidation in the wealth management tech space. Louis also provides insights into how Hubly and PreciseFP are working together post-acquisition and the long-term vision for integrated solutions in financial advisory firms. This episode is a must-watch for anyone interested in fintech, wealth management, and entrepreneurship. Don't miss it! Chapters: 00:00 Introduction to Hubly and Efficient Advisory Firms 00:52 Welcome to the Modern Financial Advisor Podcast 02:12 Louis Retief's Journey and Hubly's Origin 03:12 The Importance of Workflow Automation 17:13 Challenges and Solutions in Financial Advisory Firms 27:20 Understanding the Financial Advisory Market 33:27 Building for the Back Office 34:43 Lessons from Social Wear 36:38 Hubly's Strategic Pivot 37:43 Acquisition by Docupace 39:15 Research and Decision Making 47:00 Post-Acquisition Integration 49:17 Future Vision and Product Development 53:27 Entrepreneurial Insights and Challenges 56:12 Importance of Long-Term Thinking 58:37 Due Diligence in Tech Partnerships 01:02:12 Final Thoughts and Farewell
#136
Sep 17, 2025 · 1 hr 2 min
Financial Advisors Who Embrace New Business Models and Adopt AI Today Will Be The Last Ones Standing
In this episode of the Modern Financial Advisor Podcast, host Mike Langford engages in a thought-provoking conversation with Steve Lockshin, founder of AdvicePeriod and Vanilla Technologies. Steve shares insights on the shortcomings of the traditional AUM model, the rise of AI in financial advising, and the potential of technology to revolutionize the industry. They discuss estate planning, the importance of serving high net worth clients, and practical applications of AI and tokenization. Steve also opens up about his personal life, including his passion for wake surfing as a morning routine. Join us for a deep dive into the future of financial advising and what advisors should do to stay ahead. Chapters: 00:00 Introduction and Personal Anecdote 01:20 Welcome to the Modern Financial Advisor Podcast 01:25 Guest Introduction: Steve Lockshin 03:00 Morning Routine: Wake Surfing 06:47 The Importance of Estate Planning 13:46 Vanilla: Revolutionizing Estate Planning 20:06 Challenges in the Financial Advisory Industry 26:58 The AUM Model: Pros and Cons 32:42 The Importance of Fee Negotiation 33:25 Client Scenarios and Advisor Conflicts 34:44 Structuring Advisory Fees 35:26 Fee Calculators and Transparency 36:46 Client Shopping Behavior 40:46 AI and Tokenization in Wealth Management 48:33 The Future of Financial Advisory 50:20 Advisors Adapting to Technological Changes 58:03 Final Thoughts and Advice for Advisors

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