Tag: Low Growth Rate
EP 23 – How this Forward-Thinking firm is using AI to Help Scale their Growth with Chris Thom

EP 23 – How this Forward-Thinking firm is using AI to Help Scale their Growth with Chris Thom

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Growth in wealth management often comes down to trust, process, and knowing where to focus.

How do you build stronger referral partnerships with accountants and custodians? How can predictive analytics and technology enhance client relationships without losing authenticity?

In this episode of Grow Organically, host Dan Gilmartin speaks with Chris Thom, CFP®, ChFC, CLU, CWS, Executive Vice President and Strategy and Partnerships Officer at Sequoia Financial Group, about how his firm drives growth through referrals, wallet share expansion, and technology-led client engagement. 

Chris shares lessons on scaling trust, focusing on strengths, and leveraging innovation to deliver integrated client experiences.

Key takeaways:

  • How Sequoia deepened partnerships with accountants through co-location, events, and knowledge-sharing
  • The firm’s disciplined process for maximizing referral conversions and building credibility
  • Using predictive analytics to help expand wallet share while preserving advisor-client trust
  • The role of AI and marketing insights in creating proactive, value-added client conversations
  • Why firms should focus on core competencies and resist the “fear of missing out” on the latest trend
  • And more!

Connect with Dan Gilmartin: 

Connect with Chris Thom: 

About our Guest: 

Christopher B. Thom (Chris) serves as Executive Vice President and Chief Strategy & Partnerships Officer for Sequoia, based in Akron, Ohio. With 25 years of experience in financial advisory and wealth planning, Chris is dedicated to advancing Sequoia’s commitment to comprehensive, client-centered service. A CERTIFIED FINANCIAL PLANNER ™ and Certified Wealth Strategist®, Chris uses his experience to strengthen partnerships with custodians and accounting firms, positioning Sequoia as a trusted partner for families navigating complex financial landscapes.

Chris is passionate about Sequoia’s Growth Culture, which emphasizes trust, specialization, and enduring client relationships. Leading Sequoia’s marketing efforts, he champions the firm’s unique strengths, delivering on a vision where families receive seamless, customized solutions for wealth management, tax, estate, and financial planning. His goal is to make Sequoia a go-to destination for families seeking tailored, long-term financial planning and investment management services.

A Texas Tech University graduate with a BBA in Marketing, Chris is deeply invested in supporting his alma mater’s athletics. Alongside his wife, Kim, and their three children, Chris resides in Sharon Township, Ohio, where he values the balance of family life and a thriving professional career.

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EP 22 – Rethinking Growth in Wealth Management: Markets, Demographics & ROI with Jimmy Zhao

EP 22 – Rethinking Growth in Wealth Management: Markets, Demographics & ROI with Jimmy Zhao

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Organic growth has become the defining challenge and opportunity for firms in wealth management. Despite resilient demand, many firms struggle to scale sustainably in a market shaped by rising expectations and shifting client demographics. 

In this episode, Dan Gilmartin speaks with Jimmy Zhao, CFA, Partner at McKinsey & Company, about what’s driving (and slowing) organic growth in the industry. They discuss market cycles, demographic shifts, marketing ROI, and the need for firms to treat growth as a long-term investment rather than a short-term metric.  

Jimmy also breaks down how firms can position themselves for sustainable growth and stronger valuations through organic initiatives that truly empower advisors.  

Key Takeaways: 

  • Why 2024 marked one of the weakest years for organic growth and why 2026 could bring a rebound 
  • How the wave of baby boomers reaching retirement age may be reshaping client demand 
  • The growing opportunity for banks to integrate wealth and banking relationships 
  • Why marketing ROI in wealth management is strong, yet underutilized 
  • How scaling referral programs and growth culture can boost valuation and advisor engagement
  • And more! 

Connect with Dan Gilmartin:  

Connect with Jimmy Zhao:  

About our Guest: 

Jimmy Zhao is a Partner at McKinsey & Company. Jimmy leads McKinsey’s North American retirement division and works closely with wealth managers and other financial institutions in the retirement ecosystem to serve more clients and unlock new sources of growth.

Jimmy collaborates with institutions across the US retirement landscape—including wealth managers, defined contribution recordkeepers, retirement plan advisors and consultants, technology platforms, and asset managers. Working in collaboration with the top executives at his client companies, Jimmy designs and executes transformational growth programs. He also leads McKinsey’s support for transactions and private capital investments in the sector. Over the past six years, Jimmy has supported over 50 deals across registered investment advisors (RIAs), independent broker-dealers, and WealthTech.

Jimmy became a Chartered Financial Analyst (CFA) in 2012 and hosts educational events with the CFA Society in Boston.

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EP 21 – Building Growth Through Trust and Education with Sophie Benander

EP 21 – Building Growth Through Trust and Education with Sophie Benander

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Growth does not come from pushing harder. It comes from creating trust, education, and genuine partnership.

What happens when a firm shifts from chasing transactions to scaling relationships? How does language shape culture and outcomes in financial services?

In this episode, Dan Gilmartin speaks with Sophie Benander, SVP of Growth and Partnerships at SageView, about reframing growth as an outcome of trust. She shares how education, alignment across business lines, and intentional partnerships deepen client relationships and create lasting value.

Key points:

  • How SageView grew from a retirement-focused firm into one that integrates wealth, financial wellness, and participant engagement while scaling trust rather than chasing scale
  • Why education is at the center of every growth initiative, empowering people to make informed financial decisions with confidence
  • How shifting from “cross-sell” to “cross-company partnerships” changed internal culture and strengthened client relationships
  • The role of steering committees, retirement consultants, and wealth advisors in creating aligned, client-centered experiences
  • How data integration, CRM triggers, and personalized outreach connect education to timely action and meaningful client journeys
  • And more!

Connect with Dan Gilmartin: 

Connect with Sophie Benander: 

About Our Guest: 

Sophie is an experienced leader with deep expertise at the intersection of Wealth Management and Institutional Retirement Planning. As Senior Vice President of Growth & Partnerships at SageView, she leads the firm’s business development, growth marketing, and strategic partnership efforts, working to expand access to personalized financial guidance and enhance the financial well-being of plan participants.

Passionate about financial empowerment, Sophie is committed to helping individuals and their families achieve long-term financial security, both within their retirement plans and beyond. She develops and oversees integrated marketing strategies, lead generation initiatives, and financial wellness campaigns that align SageView’s institutional services with participant needs.

Prior to joining SageView, Sophie served as Assistant Director of Wealth Management at RWA Wealth Partners, where she led a team of advisors and coordinated strategic initiatives across the firm. With over 17 years of experience in the financial services industry, she has achieved notable success in mutual funds custody, 401(k) business line development, and strategic planning for wealth management services.

Sophie’s academic qualifications include a Bachelor’s degree in Business Administration from the University of Central Florida and a Master’s in Business Administration from Quinnipiac University. She holds the Chartered Retirement Plans Specialist℠ (CRPS®) designation. Her strategic vision and commitment to client success continue to drive meaningful outcomes across SageView’s national platform.

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EP 19 – Human First, Funnel Second: Caleb Stinson on Redefining Lead Generation

EP 19 – Human First, Funnel Second: Caleb Stinson on Redefining Lead Generation

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Speed matters, but connection matters more.

In this episode of Grow Organically, Dan Gilmartin speaks with Caleb Stinson, Chief Marketing Officer of Exencial Wealth Advisors, about creating meaningful connections in the lead generation process. Caleb shares how pacing, personalization, and purpose-driven outreach strengthen both client relationships and firm outcomes.

Caleb discusses:

  • Why humanizing outreach conversations leads to stronger client relationships
  • How to evaluate whether a lead has a meaningful need that the firm can address
  • The importance of adapting outreach pacing and volume to team capacity
  • Why a shorter “crawl-walk-run” runway accelerates firm growth
  • How roleplaying calls with team members improve empathy and performance
  • And more!

Connect with Dan Gilmartin: 

Connect with Caleb Stinson:

About our Guest: 

Caleb Stinson is the Chief Marketing Officer at Exencial Wealth Advisors, where he leads marketing initiatives focused on lead generation and client engagement. With a background in operations and project management, Caleb brings a unique blend of strategic thinking and hands-on experience to the financial services space. His passion lies in building authentic relationships, humanizing outreach, and aligning marketing with a firm’s mission to serve clients with purpose.

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EP 18 – Building Growth Engines with Personalization, Partnerships & Data with Matt Matrisian, MBA

EP 18 – Building Growth Engines with Personalization, Partnerships & Data with Matt Matrisian, MBA

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What does it take to grow a $30B wealth management firm in today’s competitive space and sustain it?

In this episode of Grow Organically, Dan Gilmartin speaks with Matthew Matrisian, MBA, President of SEIA, to explore the multi-dimensional strategy behind the firm’s double-digit organic growth.

Matt shares how SEIA combines personalization, strategic partnerships, and data-driven processes to create an environment where both advisors and clients thrive. He emphasizes the importance of institutionalizing growth through systems, talent, and culture, while also discussing the lessons he’s learned along the way.

Matt discusses: 

  • The three key growth channels SEIA focuses on: custodial referrals, client referrals, and educational prospecting events [00:02:09]
  • How partnerships with estate planning attorneys and CPAs expand their client value without adding internal overhead [00:14:47]
  • The “SEAL team” style approach to delivering personalized solutions rather than templated ones [00:18:20]
  • How SEIA institutionalizes growth by enabling data-driven decisions and CRM pipeline visibility [00:23:24]
  • The need for a long-term talent pipeline and what he wishes he had started five years earlier [00:26:49]
  • And more!

Connect with Dan Gilmartin: 

Connect with Matthew Matrisian: 

About our Guest: 

Matthew Matrisian is the President of SEIA (Signature Estate & Investment Advisors) and brings over 30 years of experience in the financial services industry. Prior to joining SEIA, he held senior leadership roles at AssetMark and Raymond James, focusing on advisor growth, business development, and client engagement. Known for his strategic mindset and passion for innovation, Matt is dedicated to building scalable systems that drive personalized client experiences and sustainable growth.

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EP 17 – How Strategic Partnerships Drive Growth in Wealth Management with Marissa Fox-Foley

EP 17 – How Strategic Partnerships Drive Growth in Wealth Management with Marissa Fox-Foley

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What makes wealth management thrive in today’s fast-paced world?

Catchlight’s Dan Gilmartin chats with Marissa Fox-Foley, Chief Marketing and Communications Officer at Choreo, about the art of blending financial strategy with tech-savvy marketing in the wealth management industry. Discover how Choreo fosters rapid growth through strategic partnerships, emphasizes advisor-client connections, and leverages data to enhance client service strategies.

Marissa shares insights on:

  • Streamlining sales cycles with strategic storytelling [00:02:46]
  • Choreo’s intentional growth path and origin story [00:10:28]
  • Building lasting relationships between CPAs and wealth advisors [00:15:32]
  • The role of data in bridging CPA and wealth management services [00:27:17]

Connect with Dan Gilmartin: 

Connect with Dan Gilmartin: 

About Marissa Fox Foley:

Marissa Fox-Foley brings 25 years of experience to her role as Chief Marketing Officer at Choreo.

Marissa’s skillset spans both healthcare and financial services, with one common thread – a love of creating extraordinary brands, delightful client experiences, and profitable growth. Most recently, she served as the Chief Marketing and Strategy Officer for a division of Mass General Brigham, the largest private healthcare employer in Massachusetts. She’s also served as the Head of Corporate and Brand Marketing for Cetera Financial Group, where she led corporate marketing and brand strategy, creative services, conference / event marketing, wealth management marketing, and recruiting marketing. Prior to Cetera, Marissa served as Executive Vice President, Advisor Marketing at LPL Financial (NASDAQ: LPLA), where she led an award-winning team focused on developing and executing integrated marketing strategies for independent financial advisory practices.

Marissa and her family live outside of Boston, having relocated from the West Coast, where they lived in San Diego and Las Vegas. They love playing ice hockey, skiing, swimming, running, and tae kwon do.

Marissa holds a Bachelor of Arts from Harvard College and an MBA in Marketing from the Marshall School of Business at the University of Southern California.

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EP 16 – Mastering Client Engagement: Strategies for Wealth Management Leaders with Anand Sekhar

EP 16 – Mastering Client Engagement: Strategies for Wealth Management Leaders with Anand Sekhar

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What’s holding your firm back from real, sustainable growth? It might not be what you think.

Join Dan Gilmartin as he sits down with Anand Sekhar, a seasoned professional from Fidelity Charitable. With insights from a 20-year career in practice management and consulting, Anand shares how firms can outmaneuver market challenges like over-reliance on referrals and volatile clients. Discover how a firm’s tech stack could be its untapped goldmine and why relying on an erratic client influx is a misstep.

Dan and Anand discuss: 

  • (01:08) Organic growth basics and debunking some common myths 
  • (06:50) Identifying the true ideal client profile 
  • (19:57) Why events and community building trump cold calling 
  • (26:46) Tech investments that investment firms should prioritize 
  • (30:54) AI’s game-changing potential in workflow automation and client interactions
  • And more

Connect with Dan Gilmartin: 

Connect with Anand Sekhar : 

About our Guest: 

Anand Sekhar is the Head of Segment Marketing at Fidelity Charitable, where he leads strategic efforts to engage financial advisors, institutions, and donors in achieving greater impact through philanthropy. With a deep background in wealth management and marketing strategy, Anand specializes in bridging the gap between financial advisory practices and charitable giving solutions.

He is known for championing a purpose-driven approach to marketing—one that aligns business growth with social good. Anand regularly shares insights on how advisors can unlock new value for clients by integrating giving strategies into their overall wealth plans. His thought leadership has made him a respected voice in the intersection of finance, marketing, and generosity.

Whether he’s discussing the power of niche engagement, the evolving expectations of high-net-worth clients, or the importance of storytelling in building trust, Anand brings a unique blend of clarity, compassion, and strategy to every conversation.

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EP 15 – Driving Marketing Innovation Through Data and Tech with Jim Mocci

EP 15 – Driving Marketing Innovation Through Data and Tech with Jim Mocci

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How can financial advisors leverage technology to boost growth?

Daniel Gilmartin dives into a tech-forward conversation with industry leader Jim Mocci, Managing Director and Head of Marketing at EP Wealth. With a background at BlackRock and Wells Fargo, Jim shares insightful anecdotes and strategies on optimizing tech stacks, measuring ROI, and the crucial role of data in enhancing lead generation.

Plus, Jim shares his tech-forward approach, discussing new integrations and the importance of visual analytics in measuring organic growth.

Jim and Dan discuss: 

  • (02:18) Tech-forward approach and visual analytics as game changers
  • (06:37 Distinction between marketing diagnostics and business metrics)
  • (08:55) The concept of ‘Cost per Million’ for assessing channel profitability
  • (23:04) The vital intersection of brand value propositions and technology in growth
  • And more

Connect with Dan Gilmartin: 

Connect with Jim Mocci:

About our Guest: 

Jim Mocci is the Managing Director and Head of Marketing at EP Wealth Advisors, where he leads the firm’s strategic marketing initiatives and brand development. With over two decades of experience in financial services marketing, Jim brings a unique blend of creative vision and analytical precision to his role.

Before joining EP Wealth in 2022, Jim held senior marketing leadership roles at prominent institutions, including Fisher Investments, where he served as Vice President of Global Brand Advertising and Creative Services, and BlackRock, where he was Director and Head of Global Marketing Operations for iShares. His expertise spans brand strategy, digital marketing, advertising, and client experience.

Jim holds a degree in Environmental Economics and Policy from the University of California, Berkeley, and maintains FINRA Series 7 and 63 licenses. His passion lies in building authentic, high-impact marketing that resonates with clients and drives long-term value.

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EP 14 – Metrics to Measure for Every Marketer with Brad Boekestein

EP 14 – Metrics to Measure for Every Marketer with Brad Boekestein

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What happens when the art of persuasion meets the science of numbers in wealth management? 

Dive into a compelling conversation between host Dan Gilmartin and Brad Boekestein, Chief Marketing Officer at Allworth Financial, as they unravel the strategies behind the firm’s impressive growth.

Brad takes us through his journey, emphasizing the intersection of analytics and creativity in marketing—the sweet spot for driving organic growth. Learn about Allworth’s innovative approach to tapping niche markets like employees and airline pilots, and the emphasis on ensuring advisors focus on financial planning instead of prospecting. For those curious about marketing strategy, the trio of strategy, structure, and execution is crucial, with insights into lead generation nuances and channel strategies.

Brad discusses: 

  • (06:03) His approach to strategy, structure, and execution
  • (10:26) A deep dive into the metrics driving Allworth’s success
  • (18:28) Mastering the funnel
  • (26:14) The changing landscape of lead generation and the channels that work
  • And more

Connect with Dan Gilmartin: 

Connect with Brad Boekestein

About our Guest: 

Brad Boekestein is Chief Marketing Officer at Allworth Financial, leading a diverse team of marketing professionals based in cities across the country. With nearly two decades of experience in digital and traditional marketing, Brad has spent more than ten years in executive leadership roles within the financial services and insurance industries.

Brad’s passion lies at the intersection of strategy, analytics, and technology, focusing on leveraging data-driven insights to guide smarter decisions and craft impactful marketing initiatives.

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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

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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.

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