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
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.
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]
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.
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
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.
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 atBlackRock 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
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.
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
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.
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
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.
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
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.
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
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.
Have you ever wondered how successful advisors rally their team around organic growth? How have growth strategies evolved through the years?
Daniel Gilmartin chats with Angela Giombetti, Chief Marketing Officer at Wealthspire Advisors, about the evolving world of marketing within wealth management. Listeners will gain insights into how Angela and her team drive organic growth using innovative strategies, tools, and a data-driven approach to client engagement.
Dan and Angela discuss:
The transformation of marketing in wealth management over the past 20 years
How Wealthspire Advisors rallies around a growth mindset for organic development
The importance of data and technology in personalizing client experiences
Strategies for integrating newly acquired firms into Wealthspire’s growth-oriented
approach
Angela has dedicated her 20+ year career to the financial services industry, having served in communications, change management, public relations, and marketing roles in banking, fintech, and RIA firms across the country. She is an accomplished ghost writer of multiple nationally published books and a frequent speaker at industry conferences. She is also the founder of The In Crowd, an inclusive network for financial marketers and the host of The In Crowd podcast.
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
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.
