Browsing: Uncategorized

RSVP for Milemarker’s AI Launch + Alaris Acquisition’s Take on Successful M&A

This week, Jack Sharry talks with Ritik Malhotra, Founder & CEO of Savvy Wealth, a digital-first platform for financial advisors…

Episode 117: This week, Kyle Van Pelt talks with Jacqueline Martinez, Managing Partner at Alaris Acquisitions. Previously part of United Capital’s M&A team, Jacqueline contributed to $10.5B in acquisitions before the firm’s 2019 sale to Goldman Sachs. Now at Alaris, she and her team have closed more than 50 deals with leading wealth management firms. Recognized for her leadership in culture-first M&A, Jacqueline was named M&A Executive of the Year in Wealth Solutions Report’s Pathfinder Awards and honored among WealthManagement.com’s “Ten to Watch” in 2025. 

Kyle and Jacqueline discuss what makes a truly successful merger or acquisition in the wealth management industry. Jacqueline unpacks how data, AI, and cultural alignment can make or break a deal, why emotional intelligence matters as much as financials, and what sellers can do to ensure they’re choosing the right partner for the next chapter of their business.

In this episode:

(00:00) – Intro

(01:44) – Jacqueline’s money moment

(04:02) – United Capital’s secret to success

(06:51) – The psychology of finding the right buying partner

(09:19) – Inside Alaris Lens

(12:41) – How to vet potential buyers

(14:46) – How Alaris Lens can help find the right culture fit for companies

(20:40) – How to verify a buyer’s promises and programs

(23:25) – How to handle ‘cold feet’ moments during the sales process

(27:36) – The role of the seller’s current tech stack in a deal’s success

(31:50) – The impact of having centralized data in the valuation of a firm

(33:22) – Jacqueline’s outlook on the future of the industry

(34:45) – Jacqueline’s Milemarker Minute

Key Takeaways

Focus on alignment points, not just price. The best partnerships start when both sides clearly define what they want — from deal structure to future vision — long before the negotiation table.

Data brings clarity. Matching firms based on quantifiable factors reduces surprises later. Data-driven fit creates long-term success.

Prepare emotionally, not just financially. Every deal comes with “freak-out moments.” Knowing they’re normal and working through the fears helps avoid walking away from a great opportunity.

Ask the hard questions — twice. Sellers need to verify every promise made by potential buyers. Ask for data. Talk to past partners. Consistency in answers reveals the truth.

Quotes

“Every conversation or piece of information that you’re sending to a buyer is like a constant evaluation of the risk of your business.” ~ Jacqueline Martinez

“Everyone says cultural fit, but what does that really even mean? If the buyer aligns well with the seller’s needs, that’s a much better foundation for exploring the cultural fit.” ~ Jacqueline Martinez

“It’s important when you’re running your business to make better decisions throughout the journey. Particularly in a sales process. There’s always a risk evaluation that’s happening, and you want to appear as organized and professional as possible and deliver the data people are asking for.” ~ Jacqueline Martinez

Links 

Jacqueline Martinez on LinkedIn

Alaris Acquisitions

United Capital Financial Advisors

Goldman Sachs

Joe Duran

Brandon Gage

Jarrod Upton

It Ends with Us

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.

Catch the Milemarker Event in Denver & AI Workshop for Wealth Management Firms

This week, Jack Sharry talks with Parker Ence, CEO & Co-founder of Jump Advisor AI, a fast-growing startup that brings…

Episode 116: This week, Kyle Van Pelt talks with Matt Reed, Chief Revenue Officer at Powerlytics. Matt brings 20 years of wealth management experience to Powerlytics, including leadership roles at Skience, eMoney Advisor, and Brightscope | ISS. At Powerlytics, Matt oversees the sales and marketing teams and leads the company’s revenue-generation strategy and execution. 

Matt talks with Kyle about the power of data in driving organic growth. He explores the struggle of finding the right target and why “who and where” matter in prospecting. Matt also shares how Powerlytics’ data-driven targeting and wealth platform can help find the next ideal client, define the Ideal Client Profile (ICP), and tailor outreach for maximum effectiveness.

In this episode:

(00:00) – Intro

(01:53) – Matt’s money moment

(04:08) – The struggle for organic growth

(08:13) – The “who” and the “where” of prospecting

(10:36) – How Powerlytics’ TrueWealth platform works

(15:54) – Using data to target specific niches

(17:45) – Using Powerlytics as a solo advisor or marketing team

(20:49) – Where Powerlytics sits in the wealth-tech ecosystem

(24:02) – Matt’s outlook on the future of the industry

(26:15) – Matt’s Milemarker Minute

(29:40) – The Crohn’s & Colitis Foundation

Key Takeaways

Define the right targets, not just any targets. It isn’t enough to cast a wide net. Identify your ideal client profile and use data to locate and reach them.

Build organic growth the “Moneyball” way. Rather than always buying growth (firm acquisitions, big sponsorships), focus on smarter internal growth by leveraging data, analytics, and repeatable processes.

Use rich data for smarter prospecting. Many firms struggle with finding the who and the where of opportunity. Use unique data sets to fine-tune your target list. 

Know your role in the stack. If you partner with data providers, lead-gen platforms, and tech tools, be clear about what you bring and how it complements the rest of your stack. Not every tool needs to do everything.

Quotes

“The right decisions based on the right analytics can be successful.” ~ Matt Reed

“The thing that makes us unique is that we have income and assets for every consumer in the United States. That has been proven to be very valuable in targeting and prospecting,” ~ Matt Reed

“Marrying our rich data set of income and assets, and providing that to a marketing database, is what we’re calling the true wealth platform.” ~ Matt Reed

Links 

Matthew Reed on LinkedIn

Powerlytics

TrueWealth

FINNY 

Blink: The Power of Thinking Without Thinking

Crohn’s & Colitis Foundation

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.

Behind the Scenes of SEIA and Why the FinServ Foundation is Key to the Future of Your Firm

This week, Jack Sharry talks with Pete Hess, President of PureFacts. Before joining PureFacts, Pete served as Chief Revenue Officer…

Episode 115: This week, Kyle Van Pelt talks with Matt Matrisian, President of Signature Estate & Investment Advisors (SEIA). Matt is a pioneer in transforming the delivery of financial advice. His career has focused on simplifying the financial services industry, supporting its evolution, and enhancing the value to advisors. He believes the best investment outcomes begin with advisor-centric tools and capabilities that wrap around investors’ needs. Matt’s appointment as President of SEIA represents the culmination of a three-decade journey dedicated to reimagining how wealth management firms can scale with purpose while preserving the personal touch that defines the client experience.

Kyle and Matt discuss how SEIA builds a platform that enables advisors to thrive. From transitioning independent contractors to equity partners to driving double-digit organic growth, Matt reveals how the firm empowers advisors with infrastructure, flexibility, and support. Matt also talks about the race for talent in the industry and how firms should develop the next generation of advisors to sustain future growth.

In this episode:

(00:00) – Intro

(02:14) – Matt’s money moment

(04:08) – SEIA’s founding and growth trajectory

(08:17) – Making the move from 1099 to W-2 advisors seamless

(12:18) – Understanding the advisor lifecycle

(14:04) – The role of Signature Investment Advisors (SIA) in the industry

(15:51) – Should larger firms become their own TAMPs or asset management arms?

(19:43) – How outsourcing can accelerate growth

(25:19) – Delivering value that justifies the cost

(27:15) – The race for talent: The importance of developing G2 and G3 talent

(31:29) – How SEIA leverages technology

(34:17) – How SEIA utilizes the power of AI

(36:38) – Matt’s outlook on the future of the industry

(39:29) – Matt’s Milemarker Minute

Key Takeaways

Growth requires structure, not just ambition. Success stems from clear systems—shared equity, technology, and culture—that give advisors both autonomy and stability.

Outsourcing drives exponential growth. Advisors who outsource investment management and back-office operations free up valuable time to focus on relationships, growth, and client experience.

Know your “why” behind growth. Growth isn’t about chasing numbers. It’s about serving more families who need financial guidance, while creating space for advisors to live fuller lives.

Invest in G2 and G3 talent. To ensure long-term sustainability, firms must have a structured career ladder and a pathway for young talent to grow, get licensed, and eventually become equity partners. Actively recruiting and nurturing the next generation is essential in the industry’s “race for talent.”

Quotes

“I envision SEIA as always being a dual affiliation model. We will always have W-2 and 1099 advisors. We want to give the best of both worlds to advisors, and how they want to affiliate with us.” ~ Matt Matrisian

“To provide that flexibility and eliminate the swivel-chair experience of advisors having to go across multiple platforms, to give them a technology platform that integrates everything and consolidates into a data lake solution, and to surface their assets regardless of the platform or investment vehicle used for advice to digest and monitor, that’s where we need to be spending our time.” ~ Matt Matrisian

Links 

Matt Matrisian on LinkedIn

Signature Estate & Investment Advisors

Raymond James

Charles Schwab

Fidelity Investments

Reverence Capital Partners

Signature Investment Advisors

Osaic

LPL Financial

AssetMark

Execution: The Discipline of Getting Things Done

Connect with our hosts

Milemarker.co

Kyle on LinkedIn

Jud on LinkedIn

Subscribe and stay in touch

Apple Podcasts

Spotify

YouTube

Milemarker’s View on the Future, Behind the Scenes at Holistiplan and more