Author: trtnetwork
Foster Victor, Data Workshop, and Keeping Your Eyes on the Prize.
In this episode, Jack Sharry talks with Doug Fritz, Founder & Executive Chairman of F2 Strategy. A seasoned veteran in the wealth management industry, Doug leads a team of experts at F2 Strategy and is a highly sought-after strategist, helping growth-focused advisory firms make informed decisions about their technology and client experience.Jack and Doug discuss the confluence of marketing and technology in the wealth management industry. Doug talks about true innovation and how firms can implement meaningful technology and marketing solutions that deliver real value to advisors. He also discusses F2 Strategy’s expansion and acquisitions, AI-powered efficiencies, and the rise…
Episode 084: This week, Kyle Van Pelt talks with Kylie Felker, President of Foster Victor Wealth Advisors. Kylie leads the firm’s strategic direction and innovation. She and Kyle discuss leadership, growth, and the intentional steps to building a thriving wealth management firm. From creating a strong team culture to designing a client experience that leaves lasting impressions, Kylie shares the challenges and triumphs of establishing a leadership structure, the importance of meaningful client relationships, and how Foster Victor stands out in a competitive industry.
In this episode:
(00:00) – Intro
(02:21) – Kylie’s money moment
(04:16) – The unique branding and digital presence of Foster Victor
(05:52) – The origins of Foster Victor and its vision
(08:12) – A team-based approach to client service
(09:18) – Foster Victor’s onboarding process
(14:33) – Business models and hiring process
(21:47) – Creating a leadership structure
(24:23) – Foster Victor’s core values and operating principles
(30:33) – The role of AI in financial services
(31:56) – Secrets to rapid growth
(34:39) – Kylie’s outlook on the future of the industry
(36:16) – Kylie’s Milemarker Minute
Key Takeaways
More families are embracing discussions about money, especially with the massive generational wealth transfer underway.
Unlike firms focused solely on gathering assets, Foster Victor prioritizes comprehensive financial planning.
Foster Victor operates with a team-based approach, where two wealth coaches serve as the main points of contact for each client, ensuring a more comprehensive and engaging experience.
Client experience is everything. Thoughtful touches like birthday celebrations and retirement congratulations build lasting relationships.
Quotes
“There are a lot of people in the industry who are focused on gathering assets. We really wanted to focus on financial planning. We want to build people’s life plans.” ~ Kylie Felker
“In a world full of people who often underdeliver, we are trying to overdeliver. We’re trying to think about the little things, put people first, and build relationships.” ~ Kylie Felker
“People don’t like to talk about money. But that’s changing. There’s a desire for people to have conversations with their children and their grandchildren about where they are, how they got there, and what they want that money used for.” ~ Kylie Felker
Links
Kylie Felker on LinkedIn
Foster Victor Wealth Advisors
Unreasonable Hospitality
High Road Leadership
The Energy Bus
The Art of Encouragement
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.
Data & Dollars Workshop, Concurrent Advisors & Your Future Self in an Investment Proposal
The shift from pensions to 401(k)s, paired with uncertainty around Social Security, has left many retirees with less income and at risk of outliving their savings. Allianz, in partnership with Empower, is taking the challenge head-on.In this episode, Jack Sharry talks with Matthew Gray, Vice President of Employer Markets at Allianz Life. Matt is responsible for the company’s employer markets and defined contribution business. He oversees all aspects of the company’s strategy, distribution, marketing, product development, and more.Jack and Matthew discuss the convergence of workplace and wealth, how 401(k) plans evolve to offer better financial guidance, and how Allianz makes…
Episode 083: This week, Kyle Van Pelt talks with Nate Lenz, Co-Founder and CEO of Concurrent. Nate has more than a decade of experience in the financial industry. His career has focused on supporting financial advisors, empowering them to succeed without the backing of big financial services companies. Nate is a leader for advisors looking to realize their potential as entrepreneurs.
Nate shares Concurrent’s key initiatives on building a robust investment team, enhancing technology integrations to make data actionable, and addressing the talent gap in the RIA industry through a centralized wealth advisory services team. Nate also explores the trend of RIAs seeking strategic partnerships while maintaining independence and brand autonomy.
In this episode:
(00:00) – Intro
(02:28) – Nate’s money moment
(07:05) – How playing football influenced Nate’s leadership abilities
(13:08) – Rebuilding a successful RIA platform
(18:54) – What winning a championship means in the RIA space
(21:51) – The talent gap in the RIA industry
(27:41) – The best use of Nate’s time and effort as CEO
(34:41) – Concurrent’s goals for the future
(40:29) – The evolving dynamics of RIA partnerships
(43:44) – Nate’s Milemarker Minute
Key Takeaways
Teamwork and accountability are essential in business. The overall success of an organization depends on the role each member plays.
Nate’s journey from playing football to leading Concurrent illustrates the value of resilience, discipline, and commitment to team dynamics.
Building a lifestyle business requires focusing on high-quality client relationships and maintaining exceptional service levels for growth and retention.
RIAs increasingly seek strategic partnerships offering support and resources while preserving independence and brand autonomy.
Quotes
“Our best opportunity is to serve the end client and to serve the advisor, so we carry that duty and accountability all the way through.” ~ Nate Lenz
“If you’re building a lifestyle business, that’s great. But recognize that in doing so, your highest and best use is going to be serving your top clients, getting referrals out of those relationships because of what you’re delivering, and making sure that you’re upholding those service levels, retaining that business, and growing that business.” ~ Nate Lenz
“Not all RIAs are created equal. The ones that are investing in people and technology and supporting the advisors affiliated with them are going to continue to grow and scale because they’re going to be best equipped to ultimately serve the end client.” ~ Nate Lenz
Links
Nate Lenz of LinkedIn
Concurrent
Raymond James
Credit Suisse
Patrick Jinks
Columbia University
Scott Steele
No Rules Rules
Decentralized Leadership
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.
Whale Watching, Halbert Hargrove, and the Data You Need for Recruiting
In this episode, Jack Sharry talks with Jan Buchsbaum, Chief Product Officer, and Mark Fitzgerald, National Sales Manager at Nassau Financial Group. They discuss the integration of annuities and social security planning in creating guaranteed retirement income and Nassau’s product development and solution design. From simplifying complex financial products and processes to a streamlined user experience and smart approach to partnerships and distribution, Jan and Mark explore Nassau’s impressive growth trajectory and discuss the key elements driving their success.In this episode: (00:00) – Intro (01:28) – Overview of Nassau Financial Group (02:54) – Nassau’s sales strength, growth, and momentum (06:29)…
Episode 082: At Halbert Hargrove, the path to sustainable, long-term success has been shaped by its commitment to developing the next generation of advisors.
In this episode, Kyle Van Pelt talks with JC Abusaid, CEO and President at Halbert Hargrove, about the company’s generational growth model. JC shares how the firm transitioned from hiring experienced advisors with existing books of business to cultivating homegrown talent through a structured internship and mentorship program. JC also discusses how Halbert Hargrove overcame the stigma of selling and the importance of separating management from client service roles to ensure efficiency and sustainability in a growing firm.
In this episode:
[00:00] – Intro
[03:01] – JC’s money moment
[04:40] – Halbert Hargrove’s generational growth model
[11:44] – Overcoming the stigma of selling
[17:40] – Developing the next generation of advisors
[23:12] – The Halbert Hargrove mentorship program
[26:46] – Managing time and accelerating growth effectively
[31:47] – Halbert Hargrove’s tech stack
[38:08] – JC’s thoughts on the future of the industry
[42:07] – JC’s Milemarker Minute
Key Takeaways
Halbert Hargrove has grown through strategic decisions and a commitment to sustainability. It involved deliberately prioritizing succession planning and developing the next generation of advisors.
Sales shouldn’t be a taboo word. If you believe in the value you bring to clients, selling is about helping more people.
A well-structured talent pipeline is crucial for any firm looking to sustain growth. Being intentional about sales, mentorship, and professional development leads to a stronger, more resilient team.
The firm transformed its internship program into a structured, meaningful experience. Mentorship and exposure to all aspects of the firm help interns understand career paths within the industry.
Quotes
“A manager can only do so much, but a mentor can have way more personal conversations. They can talk about stuff even from a human resource perspective. That creates a triage where the manager has to deal with what they’re measuring and hold people accountable. A mentor plays a critical role in accelerating somebody’s progress through the organization.” ~ JC Abusaid
“You have to have a philosophy about technology and innovation where you’re willing to try things, knowing that you’re going to flop. Some stuff is not going to work, and you’re going to go through some expensive tryouts. It doesn’t matter. You have to keep trying.” ~ JC Abusaid
“The industry is becoming more efficient and more aware of how to scale. If you don’t figure out how to outsource the stuff that you traditionally have been doing internally, you’re going to have big issues in expense structure.” ~ JC Abusaid
Links
JC Abusaid on LinkedIn
Halbert Hargrove
Russ Hill
Optimizing Longevity
Holistiplan
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.
Rob Hoxton, the Data You Need to Recruit Advisors Webinar & AI Eating WM