Category: Education
EP 13 – Season 2 Launch: Don’t Wait to Build an Organic Growth Engine with David Canter

EP 13 – Season 2 Launch: Don’t Wait to Build an Organic Growth Engine with David Canter

By |

What is the special ingredient to sustainable growth in wealth management?

Dan Gilmartin converses with David Canter, a seasoned CEO at Finley Point Strategy who has donned many hats in the finance sector, including roles at McKinsey, Blue Spring Wealth Partners, and Fidelity Investments. They dive deep into the essence of “Organic Growth is Truth” and explore why organic growth is so vital for wealth management firms.

Dan Gilmartin and David Canter discuss:

  • (03:06) The role of organic growth in creating opportunities and increasing enterprise value 
  • (05:33) How organic growth results in higher firm valuation—every 1% increase can amplify valuation by 7% 
  • (19:01) The importance of clear lead pipelines for business development 
  • (23:39) Strategic choices for sustainable growth, focusing on team, tactics, and leveraging platforms 

Connect with Dan Gilmartin: 

Connect with David Canter: 

About our Guest: 

David is CEO of Finley Point Strategy LLC, a consulting firm to the wealth, asset management and fintech ecosystem.  David is also a Strategic Advisor to CAIS, and a Senior Advisor to McKinsey & Co. He is the former Head of Fidelity Investments’ RIA and Family Office businesses, and former President of Bluespring Wealth Partners, a national RIA acquirer.  For more than two decades, David has advised the CEOs of many of the wealth management industry’s largest and most complex participants.

During his career, David has held numerous positions at several well-respected financial institutions gaining experience in multiple facets of the industry. From Head Legal Counsel of Schwab Institutional, Chief Legal and Compliance Officer at Post Advisory Group, and other roles focused on practice management, trading and operations, consulting, and investments—David is a well-rounded leader in the RIA space.

David currently sits on the Boards of the Accordant Investments mutual fund family, Invest in Others, and was a prior Board member of Fidelity Brokerage Services, LLC and the Foundation for Financial Planning.

In 1990, David received his Bachelor of Arts degree in Political Science from the University of Wisconsin-Madison. He then went on to earn his Juris Doctorate from the University of Baltimore Law in 1993. He currently holds his FINRA Series 24 license and is a California State Bar member.

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More
EP 12 – Season 1 Finale & 2025 Predictions with Wilbur Swan

EP 12 – Season 1 Finale & 2025 Predictions with Wilbur Swan

By |

Are you curious about what the future holds for wealth management in 2025?

Dive into our season finale as Dan Gilmartin speaks with Wilbur Swan, CEO and Co-founder of Catch Light, about next year’s trends in the financial advisory world. Wilbur shares his top five predictions for the wealth management industry in 2025, focusing on how AI will reshape growth strategies. Tune in to uncover insights on AI adoption, targeting younger generations like Henrys (High Earners, Not Rich Yet), and the power of niche specialization in client acquisition.

Wilbur discusses: 

  • (02:07) The imminent tidal wave of AI adoption in wealth management
  • (06:06) Why next-gen investors are crucial for growth
  • (10:44) How niche specialization transforms client acquisition
  • (16:21) The rise of growth through cross-sell partnerships
  • (25:40) The evolution from brand marketing to performance marketing
  • And more

Resources:

Connect with Dan Gilmartin: 

Connect with Wilbur Swan:

About our Guest: 

Wilbur Swan is the CEO of Catchlight.ai, which is a software startup incubated within Fidelity Labs.  Wilbur Swan is an accomplished speaker, innovator, and thought leader at the intersection of technology, data and artificial intelligence.  Wilbur also serves as a Managing Director of Fidelity Labs, with insight to related startups in the Labs portfolio.  Prior to Fidelity, Wilbur led the commercialization of the Thomson Reuters enterprise data and AI platform and was a co-founder of ContactNet (acquired by Thomson Reuters).  He is a founder of Good Sports, a non-profit launched in 2003 that enables “play for all” with donations of over $95 million in sporting goods country-wide to organizations working with over 9 million kids.

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More
EP 11 – Maximizing Your Organic Growth Funnel with Michelle Winkles

EP 11 – Maximizing Your Organic Growth Funnel with Michelle Winkles

By |

Creating a digital strategy to drive growth strategy can feel daunting. How do you know you are on the right track?

Daniel Gilmartin sits down with Michelle Winkles, Partner and Chief Marketing Officer at Mission Wealth, to delve into the art of organic growth. With a background in tech marketing and a passion for purpose-driven leadership, Michelle dives into the cutting-edge strategies she employs to fuel growth at Mission Wealth. From leveraging a robust digital lead-gen program to fine-tuning the mergers and acquisition process, Michelle shares insights that financial advisors can use to enhance their practice, emphasizing the importance of niche specialization as a critical strategy for differentiation in a crowded market.

Michelle discusses: 

  • (04:00) How Mission Wealth fosters integration over acquisition in mergers
  • (06:45) Tips for setting up a successful digital lead generation program
  • (10:45) Optimizing SEO and online presence for top-of-funnel growth
  • (13:30) The role of niche specialization in differentiating from the competition
  • (18:00) Deciding when a top-funnel lead is ready to transition to mid-funnel outreach
  • (24:00) Top KPIs to keep an eye on for organic growth through digital marketing
  • And more

Connect with Dan Gilmartin: 

Connect with Michelle Winkles:

About our Guest: 

Michelle Winkles is an energetic, innovative, and results-focused marketing professional with over 20 years of distinguished business leadership experience. As a Partner and Chief Marketing Officer at Mission Wealth, Michelle spearheads the firm’s strategic marketing initiatives, guiding overall vision, leadership, and the execution of marketing and business development programs.

A key part of her role is driving the firm’s digital growth strategy, where she has successfully developed and implemented a robust digital marketing funnel and growth engine. This includes building a comprehensive marketing technology stack designed to automate processes, enhance lead generation, and convert prospects into clients. Through her efforts, Michelle has streamlined marketing operations, expanded the firm’s digital footprint, and increased business opportunities.

She is responsible for creating end-to-end marketing strategies that integrate messaging, branding, digital presence, demand generation, content creation, research, and thought leadership. Michelle collaborates closely with department leaders across Mission Wealth to ensure marketing efforts align with the firm’s growth objectives in the B2B, B2C, and M&I sectors.

Recognized for her contributions to the business community, Michelle was named one of the “Top 40 Under 40” business professionals by the Pacific Coast Business Times in 2018, highlighting her role in reshaping leadership and the economy in the Tri-Counties.

Michelle earned her bachelor’s degree in communications from the University of California, Santa Barbara (UCSB) in 2005. Driven by a passion for continuous learning, she obtained a Marketing Professional Certification from UCSB Extension in 2012 and completed her MBA with a Certificate of Excellence in Entrepreneurship, Strategic Management, and Nonprofit Social Business from Antioch University, Santa Barbara, in 2017.

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More
EP 10 – Deep Dive on Referrals and Cross Over with Todd Cassler

EP 10 – Deep Dive on Referrals and Cross Over with Todd Cassler

By |

What skyrockets growth in wealth management?

Daniel Gilmartin speaks with Todd Cassler, Chief Growth Officer at Cerity. They delve into innovative strategies that can not only drive growth but can redefine it in today’s competitive market landscape. Get insights from Todd’s extensive experience across wealth management, asset management, and retail sectors, offering a treasure trove of knowledge on organic and inorganic growth avenues.

Todd shares pragmatic advice on: 

  • (05:45) The best practices for maximizing referral programs
  • (08:06) Enhancing efficiency with AI in lead generation
  • (10:46) Unlocking potential through cross-selling strategies
  • (13:29) The importance of strategic partnerships and segmentation
  • And more

Discover how to prioritize your time effectively, optimize your lead funnel, and ultimately, tailor a growth strategy that can suit your firm. Tune in now for a story-driven episode filled with actionable insights and real-world experience, crafted to help financial advisors propel their growth journey.

Connect with Dan Gilmartin: 

Connect with Todd Cassler:

About our Guest: 

Todd Cassler is the Chief Growth Officer and a Partner in Cerity’s Boston office. He is a member of the firm’s Leadership Team. Todd is responsible for driving the firm’s growth strategy, sales, and execution. He has over 20 years of experience in financial services.

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More
EP 9 – The Holistic Service Model with Jamie Hopkins

EP 9 – The Holistic Service Model with Jamie Hopkins

By |

Are you maximizing your client relationships to their full potential? 

Let’s talk about how you can tap into organic growth and enhance your wealth management practice.

Dan Gilmartin sits down with Jamie Hopkins, Chief Wealth Officer at WSFS and CEO of Bryn Mawr Trust, to discuss strategies for accelerating organic growth in wealth management. Jamie shares his unique journey, emphasizing the importance of organic growth, client relationships, and trust in the industry. He discusses his roles at WSVS and Bryn Mawr Trust, the significance of cross-selling and holistic service models, and the impact of geography on client acquisition. Jamie highlights the importance of good talent for driving organic growth in the industry and the shift towards building trust with clients. Listeners will gain actionable insights on effectively engaging clients, maximizing existing relationships, and the importance of establishing client relationships from as early as the onboarding stage.

Dan and Jamie discuss: 

  • Jamie’s inspiring background and his path into wealth management
  • Strategies for cross-selling and providing holistic financial services
  • How expanding wallet share can unlock untapped potential in existing client relationships
  • Effective use of technology and personalized service to drive growth
  • And more

Connect with Dan Gilmartin: 

Connect with Jamie Hopkins Esq., LLM, CFP®, ChFC®, CLU®, RICP®:

About our Guest: 

Jamie Hopkins Esq., LLM, CFP®, ChFC®, CLU®, RICP® is the Chief Wealth Officer at WSFS Bank and the CEO of Bryn Maw Capital Management. In the past, he was the managing director of Wealth Solutions at Carson Group. Jamie is the founder and president of the FinServ Foundation and a finance professor at Creighton University.

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More
EP 8 – Tech, Talent, and Experimenting with Mark Bruno

EP 8 – Tech, Talent, and Experimenting with Mark Bruno

By |

Are you ready to learn about some of the highest-performing financial advisory firms? Discover innovative organic growth strategies from industry leader Mark Bruno, exploring crucial topics from growth-oriented compensation to data-driven decision-making.

In this episode of Grow Organically, Dan Gilmartin hosts Mark Bruno, Managing Director and Head of Strategic Advisory for Emigrant Partners, to dive deep into the intertwined nature of organic growth and strategic compensation within financial advisory firms. Learn how closely integrated tech and talent can boost growth, the importance of an experimental mindset, and why advisor-level marketing strategies may trump traditional firm branding. You will gain insights into how aligning compensation plans with growth strategies can create a robust foundation for long-term success by tuning in. 

Dan discusses: 

  • How strategic compensation plans impact organic growth
  • How high-performing firms excel by experimenting with digital strategies, data utilization, and content precision
  • Understanding and leveraging your data can transform your growth strategy and improve client engagement
  • Advisor-level marketing can humanize and build trust more effectively than firm-level branding
  • And more

Resources:

Connect with Dan Gilmartin: 

Connect with Mark Bruno: 

About our Guest: 

Mark Bruno is Managing Director, Head of Strategic Advisory, for Emigrant Partners, where he is primarily responsible for helping its partner firms identify and execute on opportunities to accelerate their growth. Prior to joining Emigrant in October 2023, Mark spent more than 20 years working across the wealth and asset management industries with a particular focus on developing and delivering research, events and consulting platforms to growth-oriented RIAs. Mark most recently served as the Managing Director of the Wealth Management Group at Informa, where he oversaw the group’s media, research and events businesses and launched the unit’s RIA Edge podcast, research studies, and nationwide events.

Before Informa, Mark was a Managing Director at Echelon Partners, a leading investment bank and consulting firm to the wealth management community. Mark also spent more than ten years at InvestmentNews, where he oversaw the company’s digital businesses, RIA events and RIA benchmarking studies. He has been a fixture on the wealth management event circuit for the past decade, and is also the author of Save Now or Die Trying, one of the top-selling retirement planning books shortly after it was published in 2007.

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More
EP 7 – How Organic Growth Can Boost Your M&A Strategy

EP 7 – How Organic Growth Can Boost Your M&A Strategy

By |

Are you curious about why organic growth in the wealth management sector is often stagnant and how you can turn the tide? Dan Gilmartin chats with Gary Roth, Co-Founder and Co-CEO of Modern Wealth Management, about the complexities of organic growth in today's competitive financial landscape. Gary shares valuable insights drawn from his extensive experience at firms like Goldman Sachs and United Capital.

Dan and Gary discuss:

  • Why do many financial advisory firms struggle with organic growth, resulting in a low average growth rate in the industry
  • Why is it crucial to understand the underlying condition of each firm and its capacity for growth
  • How organic growth impact a firm’s valuation, and why do firms with such growth often have a premium valuation
  • The role investments in technology, people, marketing, and PR play in driving organic growth
  • And more

Connect with Dan Gilmartin: 

Connect with Gary Roth:

About our Guest:

Gary Roth is a co-founder and co-CEO at Modern Wealth Management, which he helped to start with the goal of delivering high-quality and comprehensive financial advice to clients by building a next-generation national RIA. Prior to being a part of the founding team at Modern Wealth, Roth was a managing director at Goldman Sachs Personal Financial Management. Between 2005 and 2019, he also served as Chief Business Officer, Chief Financial Officer and Chief Operating Officer at United Capital, where he was part of the team that built, scaled, and sold United Capital—a $25 billion RIA with 90 locations—to Goldman Sachs for $750 million. Roth was also a co-founder at AssureNet, one of the cloud computing pioneers in financial services that created sales force automation solutions for financial consultants and insurance brokers.

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More
EP 6 – Building a Marketing Foundation Before Lead Gen with Crystal Mathis

EP 6 – Building a Marketing Foundation Before Lead Gen with Crystal Mathis

By |

Are you ready to uncover the strategic insights that can transform your wealth management practice?

Dan Gilmartin engages in an insightful dialogue with Crystal Mathis, the CMO and Partner at Signature FD, to delve into the intricacies of driving organic growth in highly regulated industries. With a rich background in marketing and communications, Crystal shares her journey and seamlessly intertwines practical advice with personal anecdotes, focusing on building solid marketing foundations and leveraging innovative tech stacks to streamline operations.

Dan and Crystal discuss: 

  • The importance of building a solid marketing foundation before diving into lead generation
  • Insights into constructing a synergistic team that complements marketing strategies
  • Strategies for leveraging CRM and marketing automation tools to enhance client relationships
  • Real-world examples of effective lead generation tactics and their outcomes
  • And more

Connect with Dan Gilmartin: 

Connect with Crystal Mathis:

About our Guest: 

Adept at devising inventive, authentic brand narratives, Crystal helps elevate and amplify SignatureFD’s story among current and prospective clients and partners. She has nearly ten years of experience in developing and executing needle-moving marketing campaigns and driving integrated communications strategies. She has earned top awards from both SABRE and PRSA for her work.

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More
EP 5 – Secrets to Scaling Your Wealth Management Practice with Jen Abboud Smith

EP 5 – Secrets to Scaling Your Wealth Management Practice with Jen Abboud Smith

By |

Which prospects should you call next to maximize your conversion rates? The answer lies in harnessing the power of AI and data.

Dan Gilmartin sits down with Jen Abboud Smith, SVP of Investor Marketing at Carson Wealth, to delve into the strategies and insights that drive sustained growth in wealth management firms. Jen shares her extensive background from Amazon to Vanguard, and now Carson Wealth, exploring organizational challenges, the importance of clear communication between marketing and sales, and leveraging technology for efficient client acquisition.

Jen discusses: 

  • Navigating organizational challenges and enhancing leadership focus on organic growth
  • The dynamic relationship between marketing and sales for seamless collaboration
  • Implementing effective technology and tools for better upstream and downstream results
  • Strategies for long-term planning and adaptive execution in marketing
  • And more

Connect with Jen Abboud Smith:

Connect with Dan Gilmartin: 

About our Guest: 

Jen Abboud Smith is an inspirational ecommerce and marketing leader who is results-oriented and customer-focused. She has a proven ability to manage effectively during periods of dynamic change, with over 15 years of managerial experience in building, leading, and developing high-performing teams.

Jen believes the main role of a leader is to provide strategic vision, clarity of accountability, and the necessary resources to enable team members to perform at their best. She tends toward a coach/mentor style of leadership and values data-driven decisions, even if this means questioning her own assumptions.

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More
EP 4- The Power of Niche Marketing with Kristen Luke

EP 4- The Power of Niche Marketing with Kristen Luke

By |

Did you know that financial advisors who narrowly focus on a specific niche enjoy an average income of $660,000, compared to $395,000 for their non-niche counterparts?

Daniel Gilmartin welcomes Kristen Luke, founder of Kaleido and author of Uncomparable, discuss how financial advisors can stand out by specializing in niche markets. Kristen shares her journey in wealth management, strategies on defining and reaching niche audiences, and invaluable insights on boosting efficiency and engagement.

Kristen discusses the importance of niche marketing for financial advisors, strategies for distinguishing your practice from competitors and real-life examples of successful niche markets.

Kristen discusses: 

  • Importance of niche marketing for financial advisors
  • Strategies for distinguishing your practice from competitors
  • Real-life examples of successful niche markets
  • Practical tips for implementing niche marketing in your advisory firm
  • And more

About our Guest: 

The author of Uncomparable: The Financial Advisor’s Guide to Standing Out Through Niche Marketing, Kristen Luke has built a career on empowering financial advisory firms to become “uncomparable” as unique leaders in their space. Kristen works with financial advisors to create marketing systems that attract their ideal clients. Since founding the original iteration of the business in 2008, she has guided hundreds of financial advisors to create and implement strategies that help them stand out and close more clients.

Connect with Kristen Luke:

Connect with Dan Gilmartin: 

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More