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Advisor Talk with Frank LaRosa
Advisor Talk with Frank LaRosa episodes
- Which CRM Should Financial Advisors Choose?
Show highlights include:
-AI note-takers and why 2025 is shaping up to be “the year of the note taker”.
-How advisors are using automation to reclaim time and improve meeting quality.
-Why organic growth is becoming a top priority for billion-dollar RIAs.
-The true indicators that it’s time to outgrow an entry-level CRM.
-How disconnected systems create hidden cost drains inside every firm.
-Why Salesforce is becoming the long-term “holy grail” for growth-minded advisors.
-The KPIs most advisors aren’t tracking - but should.
Brian and Sue make one thing clear: the firms winning today are the ones treating CRM as the engine of the entire business - the system where data, insights, efficiency, and client experience all come together.
Download our whitepaper here: https://jedidatabasesolutions.com/resources/
Articles discussed today include:
https://www.deloitte.com/us/en/insights/industry/financial-services/financial-services-industry-outlooks/investment-management-industry-outlook.html
https://finance.yahoo.com/news/customer-satisfaction-individual-annuities-strained-120000029.html?
https://www.investmentnews.com/fintech/summit-financial-massmutual-boost-advisor-appeal-with-growth-focused-tech/261873?
Learn more about our companies and resources:
-Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com
-Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com
-Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com
-JEDI Database Solutions | Technology Solutions for Advisors: https://jedidatabasesolutions.com
Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/
33 min - M&A Masterclass with Jon Kuttin
Frank and Jon unpack:
• Why today's competitive landscape means growth-motivated buyers must approach deals differently.
• The three core reasons advisors pursue acquisitions - and which ones actually lead to long-term success.
• How leverage, bank financing, and EBITDA-based lending really work in practice.
• Why “fixer-upper” books may offer the strongest ROI.
• How elite buyers win deals by understanding the emotional side of selling a practice.
• The art of creating a safe landing place for sellers, their teams, and their clients.
• Why phased buyouts and seller glide paths often create better retention and better economics for everyone.
Jon also shares numbers, structures, and stories that demystify the math behind buying a practice - and the mindset required to scale from practitioner to true enterprise builder.
If you're a buyer, seller, or advisor considering M&A in any form, this episode is a blueprint you can’t afford to miss.
Resources:
Jon Kuttin’s LinkedIn: www.linkedin.com/in/jonathankuttin
Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com
Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com
Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com
JEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.com
Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/
Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners
50 min - Greatest Hits: Why Most CRMs Fail and How to Fix Them
Key Highlights from the Episode:
0:00 – Introduction
0:44 – Future-proofing your CRM and architecting for scalability
2:23 – Why most CRMs fail when firms grow
5:08 – AI in CRMs: more than just dashboards
10:34 – Inside “Elite Genie” and how it supports advisors
11:48 – Why your CRM is really a data warehouse
14:05 – Integration-first architecture for efficiency and scale
25:19 – Data hygiene: the foundation of advisor valuations
33:15 – Overcoming skepticism around AI adoption
38:08 – A roadmap to future-proofing your tech stack
Resources:
Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com
Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com
Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com
JEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.com
Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/
Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners
42 min - Cetera CEO Mike Durbin on the Future of Independent Financial Advisors
From there, the conversation turns to what advisors actually experience on the ground: Cetera’s unique ownership with Genstar and the benefits of a “fresh clock”
• The breadth of affiliation models and why Cetera calls itself a “forever home”.
• How multi-custody (Pershing, Fidelity/NFS, Schwab, self-clearing) helps recruiting and M&A.
• Insights on Avantax, Concourse, and ongoing industry consolidation.
• Why advisor equity ownership strengthens alignment.
• Cetera’s focus on organic growth through regional teams and the Growth Line program.
• How the firm thinks about transition deals, scale, and long-term profitability.
• What advisors may not realize about Cetera’s structure, communities, and support model.
Frank and Mike also contrast Cetera’s approach to scale with other major players, discuss the realities of transition deals in a changing rate environment, and talk about why insurance, tax, and planning-based advice remain central to a “super hybrid” advisor value proposition.
If you’re an advisor considering independence - or re-evaluating your current platform - this conversation offers a detailed, unscripted look at how Cetera operates, what makes it different, and how it’s preparing for what Mike calls a very “dynamic” next ten years in wealth management.
Resources:
Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com
Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com
Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com
JEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.com
Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/
Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners
54 min - M&A Outlook 2026: Dual Monetization, PE Pitfalls & What Advisors Need to Know
This conversation covers:
-Why M&A activity has accelerated in 2025 - and why 2026 may be even bigger.
-The growing appeal of dual monetization for advisors who want flexibility.
-Why partial sales can limit control and create long-term complications.
-How technology, data quality, and operational readiness drive your valuation.
-The emotional side of selling - and why so many deals stall late in the process.
-Why larger platforms often offer deeper buyer pools and stronger financing options.
-What advisors should start updating now to strengthen a future exit.
Whether you’re planning to sell soon, exploring a transition, or simply trying to position your practice for the next phase, this episode delivers clear guidance, real-world examples, and forward-looking insights to help you make informed decisions.
Tune in and prepare your practice for what’s ahead in 2026 and beyond.
Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com
Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com
Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorssuccessions.com
JEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.com
Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/
Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners
37 min - Marketing Vs. Branding: What Advisors Get Wrong
This conversation covers:
-What branding really means for financial advisors
-How marketing supports your brand—and why they’re not interchangeable
-Where advisors should focus their time to create stronger visibility
-Practical ways to communicate your value more effectively
-How to think about audience, channels, and message delivery
-The philosophy behind the Bill Good Marketing system
Whether you’re refining your personal brand or looking for better ways to reach the right audience, this episode delivers clear, practical insights to help you communicate with more clarity and purpose.
Tune in and start thinking differently about how you show up in the marketplace.
Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com
Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com
Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com
JEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.com
Connect with Matt Hicken on LinkedIn: https://www.linkedin.com/in/matt-hicken/
Check out Bill Good Marketing here: https://www.billgoodmarketing.com
Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/
Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners
52 min - Listening, Engaging, Converting: Social CRM In Action
Show highlights include:
00:00 – Intro
01:10 – Insights vs. Actionable Insights
05:28 – Understanding Social CRM & Platform Integration
09:31 – Building a Unified, Holistic Client View
12:54 – Social Listening, Keyword Tracking & Prospecting
15:08 – Hyper-Personalized Outreach That Converts
18:31 – Automation, Intake Forms & Scaling Engagement
20:37 – CRM as the Engine of Your Business
Brian and Sue make one thing clear: the firms winning today are the ones treating CRM as the engine of the business - the place where data, insights, and action come together.
Learn more about our companies and resources:
-Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com
-Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com
-Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com
-JEDI Database Solutions | Technology Solutions for Advisors: https://jedidatabasesolutions.com
Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/
31 min - You Don’t Know What You’re Saying No To – with Brian Mora
Frank and Brian also dig into:
• The pivotal 2005 spin-off from American Express - and what it unlocked for advisors.
• Why it’s “all about how much you make, not the payout.”
• How Ameriprise’s E-Meeting, Insights, and AI-driven Copilot tools are redefining advisor efficiency.
• The power of home-office visits and what advisors should look for in firm culture.
• Why advisors who said “never” to Ameriprise often end up saying “yes.”
If you’ve ever wondered why so many top producers are giving Ameriprise another look, this episode delivers straight answers, real examples, and lessons every advisor can use when evaluating their next move.
Resources:
Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com
Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com
Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com
JEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.com
Connect with Brian Mora on LinkedIn or via phone: (609)-335-8844
https://www.linkedin.com/in/brian-j-mora-cfp%C2%AE-crpc%C2%AE-awma%C2%AE-4076b610/
Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/
Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners
48 min - Can Financial Advisors Really Trust Generative AI?
Listen now to learn:
00:00 – Intro:
02:35 – What Is Generative AI (Really)?
06:04 – Compliance Concerns & Data Privacy:
14:20 – Can You Trust AI to Run Your Practice?
18:09 – Data Is the New Asset Class:
22:19 – Trust, Credibility & the Human Factor:
27:11 – The Future of Work in Financial Services:
31:05 – Final Thoughts: Trust But Verify:
Learn more about our companies and resources:
-Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com
-Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com
-Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com
-JEDI Database Solutions | Technology Solutions for Advisors: https://jedidatabasesolutions.com
Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/
33 min - 250th EPISODE SPECIAL | The Biggest Lesson's Advisors Never Learn
Chapters:
00:00 – Intro
01:03 – Lessons from 250 Episodes
22:54 – The Mythbuster Mentality
23:26 – Authenticity, Evolution, and Advisor Education
31:29 – Keep It Fresh
Learn more about our companies and resources:
-Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com
-Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com
-Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com
-JEDI Database Solutions | Technology Solutions for Advisors: https://jedidatabasesolutions.com
Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/
32 min
About Advisor Talk with Frank LaRosa
From the publisher's feed
Advisor Talk with Frank LaRosa offers unfiltered guidance and advice for financial advisors, wealth management professionals, and entrepreneurs alike who are interested in maximizing both their…
business and personal potential. Informed by Frank's unique insights and his personal conversations with industry leaders, the dynamic discussion topics of Advisor Talk include business ownership, leadership, practice management, transition and recruiting, marketing and branding, as well as a host of financial services related topics related to wirehouse, regional, and RIA advisors, firms, and teams. Frank’s goal, and the goal of his team at Elite Consulting Partners, is now as ever to be the go-to resource for actionable information and trusted guidance to elevate you and your career at whatever stage you may be.
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