Tag: Referrals
EP 24 – Yelena Melamed on Building Data-Driven Growth Engines in Wealth Management

EP 24 – Yelena Melamed on Building Data-Driven Growth Engines in Wealth Management

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Partnerships, referrals, and metrics: three core themes shaping the future of organic growth in wealth management.

In this episode of Grow Organically, host Dan Gilmartin sits down with Yelena Melamed, Chief Product Officer at Catchlight, to close out Season Two with a deep dive into how data, trust, and technology are transforming growth strategies. Yelena shares how wealth firms can strengthen partnerships across business lines, optimize referrals with automation, and leverage custom data models to make better, faster decisions.

Key Takeaways:

  • How Catchlight helps firms identify and strengthen cross-business partnerships between advisors, CPAs, and attorneys
  • The importance of understanding each partner’s ideal client profile (ICP) to improve referrals and match quality
  • How “speed to lead” and automation in custodial referral programs can increase meeting set rates and conversion efficiency
  • Why foundational data quality can be key to powering AI, lead routing, and strategic decision-making
  • How firms can build custom data models to optimize advisor-client fit, internal transitions, and long-term client retention
  • And more!

Resources:

Connect with Dan Gilmartin: 

Connect with Yelena Melamed:

About our Guest: 

Yelena Melamed is the Chief Product Officer at Catchlight, where she leads product strategy and innovation focused on helping financial advisors grow organically. She previously spent over 25 years at Fidelity Investments, where she led the design and delivery of data-driven technology solutions for financial services. At Catchlight, she combines her expertise in financial technology and product leadership to create tools that enhance advisor efficiency and client engagement.

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

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

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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.

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EP 2 – 5 Levers of Growth with Tim Welsh

EP 2 – 5 Levers of Growth with Tim Welsh

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This episode audio originally was recorded as a webinar which can be accessed at Catchlight.ai.

Are you ready to unlock the secrets to sustainable growth in the wealth management sector? In this podcast episode, Dan Gilmartin, the Head of Marketing for Catchlight, and Tim Welsh from Nexus Strategy, delve into the five levers of growth for wealth management firms, exploring how innovative strategies and data-driven insights can lead to significant improvements in client acquisition and retention.

Dan and Tim discuss:

  • The current state and future opportunities within the wealth management industry
  • The importance of organic growth and its impact on firm valuations
  • Effective marketing and prospecting strategies to improve lead generation
  • Tactics to maximize wallet share and drive client referrals

Connect With Tim Welsh:

Connect with Dan Gilmartin: 

About our Guest: 

Timothy D. Welsh, CFP® is President, CEO and founder of Nexus Strategy, LLC, a leading consulting firm to the wealth management industry. Nexus Strategy’s primary focus is working with leading organizations to best market their products, services and technology to the independent advisor community.

Tim is frequently quoted in the wealth management media on a wide range of business management and industry topics. He is the author of a number of industry white papers, a regular columnist for RIABiz, ThinkAdvisor, and wealthmanagement.com, and is a frequent speaker at industry conferences and events.

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