Kit Lancaster, CFP®, founder of Sterling Edge Financial in Chicago, joins Gabe to talk about a problem most successful people don't see coming: not too few financial options, but far too many. He explains why high earners often feel overwhelmed and underwhelmed at the same time, what a trip to a tile store taught him about narrowing thousands of choices down to a few, and why he starts every client relationship with two questions that have nothing to do with the numbers. Kit also shares the c...
Oct 19
36 min
What does it take to build an advisory business that grows without consuming the life of the advisor who created it? In this episode of Top 50 Most Innovative Voices in Advisor Growth, Gabe McManus talks with Duncan MacPherson, founder and CEO of Pareto Systems, author of The Advisor Playbook and The Blue Square Method, and a longtime coach to financial professionals. Duncan explains why an advisory practice should serve the advisor’s life, not the other way around. Growth without structure...
Oct 19
41 min
Why do financial advisors with happy clients still struggle to generate consistent referrals? In this episode of Top 50 Most Innovative Voices in Advisor Growth, Paul G. McManus sits down with Bill Cates, known as The Original Referral Coach and one of the financial advisory industry’s most established voices on referral growth. For more than 30 years, Bill has helped financial advisors turn strong client relationships into more intentional systems for generating referrals, personal intro...
Oct 14
1 hr 10 min
What does it take for a successful financial advisor to know when it is time to stay, move, or build something different? In this episode of Top 50 Most Innovative Voices in Advisor Growth, Paul G. McManus sits down with Louis Diamond, CEO of Diamond Consultants, a recruiting and consulting firm focused exclusively on wealth management. Louis shares how Diamond Consultants evolved into an objective guide for financial advisors navigating major career and business decisions, including advi...
Oct 12
1 hr 9 min
What should a successful financial advisor look for when deciding whether their current firm can support the next stage of growth? In this episode of Top 50 Most Innovative Voices in Advisor Growth, Paul G. McManus sits down with Brian Mora, Senior Vice President and Head of Experienced Advisor Recruiting at Ameriprise Financial. Brian began his career as a financial advisor at Ameriprise before moving into coaching, field leadership, advisor development, and national recruiting. That exp...
Oct 4
1 hr 3 min
What happens to the role of the financial advisor when AI can handle more and more of the work happening behind the scenes? In this episode of the Top 50 Most Innovative Voices in Advisor Growth series, Paul G. McManus sits down with Matt Halloran, Chief Evangelist at Zocks and the self-described human voice of AI in the advisory industry. Matt has spent more than two decades coaching financial advisors. He argues the industry is asking the wrong question. The issue is not whether AI will re...
Sep 30
1 hr 1 min
Why do clients refer one financial advisor over another when the investment performance looks the same? In this episode of the Top 50 Most Innovative Voices in Advisor Growth series, Michelle Lynch joins Paul G. McManus for a conversation about practice design, referrals, and what changes when an advisor has to grow a firm, not just a book. Michelle is Senior Vice President of Practice Management and Growth Consulting at Raymond James. She has spent 22 years at the firm, and she leads the tea...
Sep 29
1 hr 6 min
Why do highly qualified financial advisors still get overlooked by the clients they most want to attract? In this episode of the Top 50 Most Innovative Voices in Advisor Growth series, Derrick Kinney joins Paul G. McManus for a candid conversation about communication, specialization, and why expertise alone does not win the right clients. Derrick built and sold a top advisory practice, including to Jon Kuttin’s firm, and now teaches advisors how to explain their value so ideal clients lean in...
Sep 29
52 min
What does it take to build a financial advisory firm that can grow without depending on its founder? In this episode of Top 50 Most Innovative Voices in Advisor Growth, Paul G. McManus sits down with David Grau Jr., MBA, founder of Succession Resource Group and one of the financial advice industry’s leading experts on advisory firm valuation, succession planning, mergers and acquisitions, and advisor exits. David has spent more than two decades helping independent financial advisors build, va...
Aug 25
1 hr 5 min
Eric Maldonado, founder of Aquila Wealth Advisors, joins the show to talk about the real force behind most bad financial outcomes: not market crashes, but fear. He walks through why simple, understandable investing strategies consistently outperform complicated ones, why he starts every client relationship with values instead of numbers, and how his own experience with panic attacks changed the way he counsels anxious clients. He also shares how he helps people navigate sudden windfalls, why ...
Aug 21
26 min
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