This morning I’m sipping coffee while my 25-pound goldendoodle chews his breakfast like he’s auditioning for National Geographic.
It’s quiet, and I’m catching up on emails before diving into this week’s newsletter.
I’m back in Charleston after a few days in Denver with our team — we hosted an event with a few dozen advisors and spent time planning our next 90 days.
We run on the EOS/Traction framework, and over time, it’s helped us find real rhythm as a team. Every business, no matter the size or industry, is a balance of people, process, and purpose — plus the vision and grit to hold it all together.
This week’s Rising Tide dives into that formula — the trifecta that builds dominant teams, lasting products, and meaningful impact.
Here’s this week’s Rising Tide.
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The Not So Secret Formula for Winning Wealth Management Businesses
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Next Mile: Finding the Perfect Partner — Culture and Data in M&A 🎧
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Milemarker On the Road ✈️
Some teams just win.
Phil Jackson’s Bulls in the ’90s.
Nick Saban’s Alabama dynasty.
And yes—even outside sports—bands like U2 or the Stones.
Decade after decade, they’ve stayed relevant, consistent, and excellent.
Their sound evolves, but the formula stays the same.
They know how to play together.
They know how to work in rhythm.
They have a system.
They have coaching.
They have talent.
Different ingredients. Same harmony.
If you’re their opposition, you hate being on the opposing sideline.
The Trifecta of Excellence
Every lasting organization has three components in tension:
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The Coach — vision, wisdom, and accountability.
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The Players — skill, drive, and chemistry.
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The System — structure, rhythm, and repeatability.
It’s never perfect.
One day, the system feels tight, but creativity is lost.
Another, the talent is there, but the direction is fuzzy.
Balance is what separates those who endure from those who fade.
The best teams — and the best firms — are constantly finding equilibrium between all three.
Translating This to Wealth Management
Every firm has its own version of the trifecta. Leadership, team, and operating system. The question is — are they in sync?
And more importantly, can the clients feel it?
Because this formula isn’t only an internal exercise. It’s an external experience. Your clients can tell when your systems hum, your team communicates, and your leadership is aligned.
They can also tell when they’re not.
They notice when:
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Communication is clear and consistent.
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Meetings are efficient and decisions connect.
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Their experience feels intentional, not improvised.
That’s when they sense the equilibrium.
Do Your Clients Feel the Formula?
Ask yourself:
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Do our clients know we have an operating system?
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Do they experience our coaching and clarity?
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Do they sense the depth of our talent — or does it feel one-note?
Sometimes firms are so focused inward that the formula never reaches outward.
It’s the outer expression — the way clients feel your process, your consistency, your care — that defines greatness.
The internal rhythm only matters if it translates into the external experience.
Building Your Own Harmony
U2’s songs sound familiar because they’ve refined the same process for decades. They know how to evolve without losing their essence. They’ve turned consistency into art.
That’s what great firms do too.
They take what works and tune it. They find balance between people, process, and purpose — and then they let the client hear the harmony.
Takeaway
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Excellence isn’t only built inside — it’s felt outside.
Find your rhythm. Refine your formula. Let your clients experience the harmony between your system, your coaching, and your talent.
Because when everything connects, your firm doesn’t only operate — it performs.
Have a great week!
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Episode 117: On this week’s episode, Kyle Van Pelt sits down 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.
(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
Save your seat for Milemarker Navigator’s Launch workshop. We will break down how you can leverage agents on top of any or all of your data without your data risking exposure to anything outside of your Data Engine. This workshop will be educational and help you gain a clear understanding for how you can safely leverage AI in 2026.
Milemarker on the Road
Catch my team on the road at the following events or cities:
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November 11 – New York, NY
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November 13 – Baltimore, MD
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November 17-18 – New York, NY
If you’re in any of those cities and would like to arrange a meeting time, please reply to this email, and we’ll schedule something on the calendar.
Jud Mackrill
