Author: trtnetwork

Episode 081: The total value of assets under management (AUM) is often used to measure growth in wealth management, but Hoxton Planning & Management takes a different approach. For them, true success is about impact, the number of families they serve and the difference they make in their lives. With a mission to help families find happiness through financial planning and resource management, Hoxton prioritizes meaningful, sustainable growth over chasing numbers.
In this episode, Kyle Van Pelt talks with Rob Hoxton, Founder and Partner of Hoxton Planning & Management, and a 30-year veteran of the financial planning industry. They discuss how Hoxton has nearly doubled in size in the past two years, the role of organic growth and professional referrals, and serving families rather than just managing assets. Rob also talks about the impact of AI on financial planning and the key trends shaping the future of the RIA industry.
In this episode:

[00:00] – Intro

[02:01] – Rob’s money moment

[04:12] – Client stories 

[07:27] – Building, selling, and buying back a firm

[10:47] – The growth of a family business

[13:38] – Growing a firm through YouTube and podcasts

[16:27] – Why Rob limits his social media reach 

[17:31] – Rob’s advice to anyone who wants to start a podcast

[20:44] – Behind the scenes of Hoxton’s rapid growth

[21:31] – How Hoxton measures success

[24:09] – How to build meaningful relationships with Centers of Influence (COIs)

[26:22] – The trends that affect the future of financial planning

[32:08] – Rob’s Milemarker Minute

Key Takeaways

Hoxton Planning & Management measures success by the number of families served, ensuring meaningful and sustainable growth. It prioritizes impact over AUM, aiming to serve 800 families in the coming years.

In addition to acquisitions, client referrals and strong relationships with a center of influence are primary growth drivers.

YouTube and podcasts are excellent platforms for reaching target markets.

Despite AI’s potential to enhance efficiency, human connection oin financial advice will always be critical.

Quotes
“Our goal is to help families be happier through financial planning and resource management. That’s our internal mission, and we’re passionate about it.” ~ Rob Hoxton
“Chasing the dollar just makes me unhappy. I need something more meaningful than AUM or income.” ~ Rob Hoxton
“If we are serving 800 families profitably, the money will be there, and the opportunities for our team will be there. We will grow, and we’ll make the difference.” ~ Rob Hoxton

Links 

Rob Hoxton on LinkedIn

Hoxton Planning & Management

Nitrogen Wealth

United Capital Financial Advisors

Goldman Sachs

Vanguard

Last Paycheck Podcast

Traction

Dan Sullivan

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Milemarker.co

Kyle on LinkedIn

Jud on LinkedIn

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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.

Milemarker 1.7, Cerulli’s RIA Love Letter, Ultra Marathons, and more

Many women and next-generation investors have struggled to find advisors who truly understand them. Finding the right fit, getting clear information, and building confidence to manage finances effectively are real challenges. However, the old-school client-advisor dynamic is changing, creating an era in which genuine human connections matter just as much as portfolio performance.In this episode, Jack Sharry talks with Lacy Garcia, Founder and CEO of Willow. Lacy is a former financial services marketer turned financial advisor. She has spent her career at the intersection of financial services, women empowerment, and education. Lacy is passionate about helping advisors better serve women…

Episode 080: Natalie Wolfsen is the CEO of Orion Advisor Solutions, where she leads the company’s mission to revolutionize wealth management through cutting-edge technology and data-driven solutions. A champion of AI integration and personalized wealth management, Natalie is at the forefront of helping advisors leverage technology to enhance client relationships, streamline operations, and drive industry-wide transformation.
In this episode, Kyle Van Pelt talks with Natalie about Orion’s game-changing partnership with Snowflake, the increasing adoption of AI in wealth management, and how AI-driven tools are revolutionizing advisor productivity. Natalie shares insights from Orion’s latest industry surveys, addressing advisors’ biggest tech challenges, integration hurdles, and the growing demand for personalized client experiences. 
In this episode:

(00:00) – Intro

(00:59) – Natalie’s Money Moment

(03:36) – Ascent Conference

(06:58) – AI and data integration at Orion 

(12:38) – Challenges and the future of tech integration

(21:12) – Insights from Orion’s wealthtech survey

(25:53) – Why investors switch advisors

(31:07) – Lessons from Natalie’s marketing career

(37:59) – Future trends in wealth management

(45:25) – Natalie’s Milemarker Minute

Key Takeaways

AI adoption is no longer optional—it’s a competitive advantage. If advisors aren’t leveraging AI for automation and efficiency, they risk falling behind competitors who are using technology to enhance client service and streamline operations.

Data integration is the future of wealth management. With advisors increasingly relying on real-time insights, firms that prioritize seamless data access and integration will be better positioned to deliver personalized, efficient client experiences.

Investors crave human connection—not just digital touchpoints. While advisors believe clients prefer email and digital communication, investors overwhelmingly favor in-person meetings and deeper relationships. Technology should enhance, not replace, human interactions.

AI’s biggest impact will be on advisor productivity. Rather than replacing advisors, AI is poised to automate tedious tasks, generate personalized insights, and improve decision-making speed, helping advisors spend less time on prep work and more time strengthening client relationships.

Quotes
“AI and integrated workflows are actually being used by 68 percent of advisors, according to this year’s wealth tech survey, which we just completed. In addition to that, 43 percent of advisors are planning increased AI investments in 2025. So if you’re not using AI, you’re falling behind.” ~ Natalie Wolfsen
“Our new collaboration with Snowflake is going to enhance data access and flexibility for Orion’s clients. It’s the next iteration in allowing advisors to centralize their own information, both structured and unstructured, in one place.” ~ Natalie Wolfsen
“I believe that the biggest opportunities for AI are actually on the productivity side of the equation. The biggest benefit to advisors is bringing together disparate data quickly, accurately, without asking them for too much time.” ~ Natalie Wolfsen

Links 

Natalie Wolfsen on LinkedIn: 

Orion Advisor Solutions: https://orion.com/ 

Orion Advisor Technology: https://orion.com/advisor-tech 

Charles Schwab: https://www.schwab.com/

Orion Ascent Conference: https://orion.com/ascent

Redtail: https://redtailtechnology.com/

Snowflake: https://www.snowflake.com/

Reed Colley: https://www.linkedin.com/in/reedcolley/

Summit: https://summitwealth.io/

Eric Clarke: https://www.linkedin.com/in/eric-clarke-06557810/

Brinker: https://orion.com/brinker-capital 

The Demon of Unrest by Erik Larson: https://www.amazon.com/Demon-Unrest-Hubris-Heartbreak-Heroism/dp/0385348746

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Kyle on LinkedIn

Jud on LinkedIn

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Milemarker’s Newest Partner, Orion Ascent Recap, Practifi, Plaid and more.

Retirement is no longer viewed as a single event marking the end of one’s career, but rather as a chapter with multiple phases and possibilities. This shift has led advisors to rethink their approach to retirement planning, with a focus on balancing financial strategies, healthcare needs, and lifestyle choices.In this episode, Jack Sharry talks with Ken Dychtwald, Founder and CEO of Age Wave. For 45+ years, Ken has been a leading visionary and original thinker regarding the lifestyle, marketing, health care, economic, and workforce implications of the age wave. Ken is a psychologist, gerontologist, and best-selling author of 19 books…

Episode 079: Adrian Johnstone is the CEO at Practifi, a purpose-built business management platform for RIAs and wealth management firms. With a background in financial services consulting across Australia, New Zealand, and North America, Adrian has extensive experience in regulatory compliance, technology solutions, and scaling advisory businesses. His expertise in leveraging technology to enhance client relationships and streamline operations has positioned Practifi as a leading CRM solution in the industry. 
In this episode, Milemarker CMO and Cofounder Jud Mackrill talks with Adrian about transforming RIAs with purpose-built CRM solutions, and his journey from consulting to building Practifi. They discuss the evolving wealth management landscape, the challenge of balancing software customization with usability, and the future of AI in financial services. Adrian emphasizes the importance of thinking long-term when choosing technology and how RIAs can drive sustainable growth through better client relationships, rather than relying solely on acquisitions or market performance.
In this episode:

[02:05] – Adrian’s journey into wealth management

[03:34] – The origin of Practifi

[04:09] – Practifi’s team, customer base, and market presence

[05:40] – Practifi’s unique position and connection with Salesforce

[08:51] – How Practifi combines service and software to deliver value

[13:12] – The importance of long-term planning when choosing a CRM

[16:36] – Practifi’s design and user experience

[19:51] – The role of AI and the future of CRM technology

[22:09] – Practifi’s ideal client profile

[23:28] – Data ownership and integration

Key Takeaways

Generic CRMs often fall short of addressing the specific workflows, data needs, and compliance requirements of RIAs.

Practifi is not simply an overlay, but a purpose-built solution that leverages the power of Salesforce, offering greater flexibility and RIA-specific functionality.

Practifi prioritizes user experience through role-based design and clear information architecture, making the system more intuitive and efficient for teams.

Investing in design has been central to Practifi’s success, making CRM adoption as seamless and intelligent as possible.

Quotes
“If you go and engage with the Salesforce development shop on day one, and you don’t speak Salesforce and they don’t speak RIA, then you are not going to get the thing that you hope will work for you when you turn it on.” ~ Adrian Johnstone
“The industry is necessarily headed towards a richer relationship. CRM technology has to move forward in the process. It has moved more into the client engagement and client acquisition space and less into the efficiency and workflow space. It needs to stretch further forward.” ~ Adrian Johnstone
“You can’t always just acquire your way to growth and just rely on the markets to deliver it. You also need to be able to build solid, sustainable growth organically.” ~ Adrian Johnstone

Links 

Adrian Johnstone on LinkedIn

Practifi

Salesforce

Microsoft

Eric Clarke

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.

FINTRX + Milemarker, Shipping Milemarker 1.6, & Perigon Wealth

The RIA industry is experiencing massive consolidation, driving demand for integrated solutions that unify technology, investment management, and professional services. With its extensive back-office expertise, technology, and investment solutions, SEI is well-positioned to meet this growing need. In this episode, Jack Sharry talks with Michael Lane, EVP and Head of Asset Management at SEI. Michael is responsible for the business and growth strategy of SEI’s advisor and institutional businesses in North America and for leading the firm’s investment management teams globally. Michael shares his career journey and why he joined SEI. He discusses the macro trends in the wealth management industry, SEI’s…