Stop Hoping. Start Scouting.
Here is an uncomfortable truth that nobody in the financial services industry wants to say out loud: most advisory firms are terrible at choosing clients. They will spend thousands on…
You’re Trying Too Hard: The Real Reason You Aren’t Giving and Getting More Referrals
Every single week, as I work and talk with clients, referral sources, and friends in business, I uncover the same thing: massive opportunities sitting inside referral networks, inside relationships with…
The $20M Cage
Why the most successful advisors I know are often the least free. And what the Kitces data is quietly telling us about how to fix it. Last week I stood…
The Reality of Sales Today: You Were Chosen Before They Called You
My friend Adam Gray posted something on LinkedIn this week that stopped me mid-scroll. He was breaking down the 2025 6sense Buyer Experience Report, and one stat in particular hit…
The Beauty of Business by Referral: Building Relationships that Matter
This week I want to talk about something that lives at the very center of who I am and how I do business: I want to talk about beauty. Beauty…
The Collaboration Tax
I had a conversation last week with two financial advisors at a firm in the Midwest. Both are CEPAs. One has held the designation for nearly five years. The other…
I’m Giving My Clients Permission to Ignore Social Media
There’s something I’ve been wanting to say out loud for a while, and I suspect many of you have been waiting to hear someone say it plainly. A lot of…
Building Trust for Effective Referrals
Every real business can be pressure-tested by three questions. One, why should a prospect meet you? Two, why should a prospect choose to buy from you? Three, why should a…
The $60 AI Planning Tool Is Not the Threat to Your Business…Your 1% AUM Business Model Is.
“The market is moving from seeing AI as a productivity booster to seeing it as a fee-killer,” said Sarah Miller, a senior fintech analyst. “If a $60-a-month AI tool can…
Are You a Sales Organization? If Not, You Will Struggle as an Advisor to Business Owners and a CEPA
Let me start with a question that makes a lot of advisors uncomfortable, usually because they already know the answer. Are you a sales organization? Not “do you sell.” Not…
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