Author: trtnetwork
Data Lake Summer, Behind the Scenes at Cornerstone Planning Group, What the Heck is a Data Lake Workshop & Mogwai?
Episode 094: This week, Kyle Van Pelt talks with Jay Tarno. Jay is the COO of Cornerstone Planning Group. A former advisor turned operator, he helped lead Cornerstone’s transition to independence and rapid growth. Jay specializes in scaling operations, building advisor support systems, and leveraging technology to enhance client experience, all while maintaining a people-first, fiduciary approach.
Kyle and Jay discuss the risks and rewards of building a tech-forward firm from scratch. From navigating the choppy waters of the 2008 financial crisis to transitioning to independence during the COVID-19 pandemic in 2020, Jay shares his path and the key strategies behind Cornerstone Planning Group’s scalable growth.
In this episode:
(00:00) – Intro
(01:31) – Jay’s money moment
(05:16) – Going independent during the pandemic
(07:47) – Building a tech stack from scratch
(13:02) – How Cornerstone supports advisors with niche markets
(16:42) – What it takes to be a great COO
(18:42) – Creating Cornerstone’s service team and its impact on growth
(21:51) – Cornerstone’s approach to recruiting and developing talent
(24:08) – Jay’s outlook on the future of financial advice, tech, and client relationships
(26:50) – Jay’s Milemarker Minute
Key Takeaways
Despite launching its RIA during the pandemic, Cornerstone Planning Group thrived, demonstrating the power of adaptability and a strong value proposition.
Building a technology foundation from scratch allowed Cornerstone to select best-in-class solutions, enhancing efficiency and the client experience.
Cornerstone fosters a culture where advisors with niche markets are empowered and supported alongside more generalist practices.
By creating a dedicated service team, Cornerstone has freed up advisors to focus on client relationships and business development, leading to significant revenue growth.
Quotes
“When you’re jumping into a new technology, it’s nerve-racking. You have to really dive into it and use it to learn it.” ~ Jay Tarno
“We like to pride ourselves on technology. We are nimble enough and have the autonomy to choose who we feel is best for us and our clients.” ~ Jay Tarno
“On the tech side, you’re going to have to lean into any tech that’s going to improve client experience and make your lives easier. Save on labor costs and save on helping your team just make their work more efficient.” ~ Jay Tarno
Links
Jay Tarno on LinkedIn
Cornerstone Planning Group
Carmine Corino
Charles Schwab
Extreme Ownership
Connect with our hosts
Milemarker.co
Kyle on LinkedIn
Jud on LinkedIn
Subscribe and stay in touch
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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.
How to Build a Referral Engine and Unlocking the Power of Your SS&C Black Diamond Data
Alternative investments are surging in popularity, but how do distributors, asset managers, and advisors adapt? While the appetite for alternatives continues to rise, education remains one of the biggest hurdles to widespread adoption. Managing alternatives requires more than just a basic understanding. It demands deep, specialized expertise. Despite significant investments in training and educational initiatives, the need for deeper expertise remains critical. In this episode, Jack Sharry talks with Neil Bathon, Managing Partner at FUSE Research Network, about the latest trends in alternative investments. Neil shares insights from FUSE’s recent study on alternative distribution, diving into key findings on education…
Episode 093: Terry Parham Jr is the Co-Founder, Wealth Advisor, CFO, and CCO at Innovative Wealth Building. Terry joined the financial services industry in 2011 and has held positions as a Financial Planner, Corporate Trainer, and District Manager.
This week, Kyle talks with Terry about the power of referrals and how having a structured approach can lead to exponential growth. Terry shares his strategy, which combines confidence and competence to generate consistent client introductions. They also explore how technology transforms client engagement, onboarding, and financial planning.
In this episode:
(00:00) – Intro
(02:19) – Terry’s money moment
(04:42) – The role of psychology in Terry’s career
(06:01) – Why being an educator is crucial to being a financial advisor
(12:21) – Terry’s strategy for a “one-of-one” client experience
(14:14) – The motivation behind becoming a content creator
(15:54) – The importance of communicating via any medium
(17:51) – Terry’s strategies for simplifying financial concepts
(21:24) – How Terry built a referral system from scratch
(27:51) – How technology makes IWB a better firm
(31:06) – The future of financial advice
(33:19) – Terry’s Milemarker Minute
Key Takeaways
Confidence and competence play a key role in gaining client referrals.
Asking for referrals in a way that aligns with your personality increases effectiveness.
Creating a streamlined process makes it easy for clients to introduce new prospects.
Leveraging technology enhances efficiency, from onboarding to financial health assessments.
Quotes
“Educating is like teaching someone how to fish so they can feed themselves and their family forever.” ~ Terry Parham Jr
“The biggest thing I learned about getting referrals is that you have to provide value.” ~ Terry Parham Jr
“By getting referrals from your new clients and then getting referrals from those new clients, you have an unlimited stream of people you can help if you just systematize the process and follow the process.” ~ Terry Parham Jr
Links
Terry Parham Jr on LinkedIn
Innovative Wealth Building
Kitces Marketing Summit
Kennah Parham
Tyler Chavel
Coy Baldwin
Carman Kubanda
Warren Brooks
Jennifer Hill
fpPathfinder
Holistiplan
The American College of Financial Services
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.
How poor planning stalls progress—and what $3B firms, award-winning CTOs, and real integration strategies can teach us about doing it right.
In this episode, Jack Sharry talks with Arnulf Hsu, CEO of GReminders. Arnulf is a serial entrepreneur and has been leading and running B2B enterprise software companies for the last 20+ years as CEO, CTO, Product Leader, and Board Member. He has a strong background in technology and business development, focusing on building successful ventures and growing companies from the ground up. Jack and Arnulf talk about why GReminders is one of the leading scheduling and meeting management platforms for professionals. They discuss how GReminders integrates with existing CRM systems to manage everything from scheduling and reminders to AI-generated meeting…
Episode 092: David Hefty is the CEO at Credent Wealth Management, a fast-growing, advisor-owned RIA that has scaled to nearly $3 billion in AUM through a unique blend of organic growth, strategic acquisitions, and succession-focused consulting. With more than 25 years in the financial services industry, David has a deep passion for creating sustainable, client-centric firms built on transparency, operational excellence, and leadership development.
In this episode, Kyle Van Pelt talks with David about the bold moves behind Credent’s explosive growth—from bootstrapping as a young advisor to leading 12 successful acquisitions. David unpacks how his firm scaled to nearly $3B in AUM by focusing on intentional succession planning, centralized operations, and a transparent, advisor-first culture.
In this episode:
(00:00) – Intro
(02:20) – David’s money moment
(04:17) – Founding and growing Credent Wealth Management
(06:28) – Organic growth and creating a raving fan experience
(08:46) – The most common questions advisors ask about acquisitions
(11:28) – Succession-focused TAMP
(17:09) – The realities of running an RIA business
(23:07) – Growing firms that don’t rely solely on the founders
(28:52) – The Credent way of business development
(33:53) – Credent’s technology strategy
(40:28) – David’s thoughts about the future of wealth management
(43:32) – David’s Milemarker Minute
Key Takeaways
Succession planning must start years in advance. Don’t wait until you’re ready to exit. Successful succession requires years of prep, a thoughtful client transition plan, and a clear structure that preserves the firm’s health and value.
Separate the roles of wealth advisor and wealth manager. Founders often fill both roles, but assuming a service-focused planner can carry the growth mantle after a founder exits is a critical mistake. Long-term growth demands intentional role clarity and accountability.
Organic growth is driven by raving fans, not referrals. Rather than asking clients for referrals, focus on delivering an experience worth sharing. When clients are genuinely enthusiastic, they’ll introduce others—fueling consistent, compounding growth over time.
Quotes
“Credent, being owned by advisors, built by advisors, and for advisors, one of our goals is to be the succession planning firm of choice for advisors.” ~ David Hefty
“The idea behind launching a succession planning TAMP is to help those advisors maximize the value of their business. Not only the founder of that cluster of advisors, but every participating advisor can increase and maximize their value.” ~ David Hefty
“You don’t have to be an expert in financial services. You’re an expert in human emotions and behavioral finance. So, as long as you have that natural skillset inside your environment, you can be wildly successful.” ~ David Hefty
“A wealth advisor without a wealth manager is not a good business. The best businesses have both.” ~ David Hefty
Links
David Hefty on LinkedIn
Credent Wealth Management
Penny Phillips
Journey Strategic Wealth
Slowing Down to the Speed of Joy
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.
From Youngest FA in the US to CTO, Black Diamond Webinar and The AI Deep Dive Event
In this episode, Jack Sharry talks with Mike Capelle, Co-founder & Co-CEO of Modern Wealth Management. From his decades-long career in wealth management, Mike has experience building advisor-client platforms that drive continuous growth. He was part of the team that co-founded, scaled, and sold United Capital, a $25 billion RIA with 90 locations, to Goldman Sachs for $750 million.Jack and Mike discuss how Modern Wealth Management provides a full-service wealth management platform, including tax planning, estate planning, and insurance. They address the challenges and opportunities of integrating legacy systems and the importance of creating a replicable model for national expansion.In…