Elite Achievement

Today we talk with Leo Kelly about what it really takes to move from successful advisor to full-time CEO while scaling a client-first RIA. We dig into hiring, culture, and the hard tradeoffs behind building a platform firm that can grow without breaking client experience.

Key topics discussed in this episode:

• Building Verdence around the idea that the client is the architect

• Hiring people not positions and recruiting for character

• Building capacity ahead of growth to reduce stress and protect service

• Addressing culture problems quickly without avoiding hard calls

• Committing financially, emotionally, and in identity to the CEO role

• Leading through market crises by leaning into the hard moments

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About Leo

Leo J. Kelly III is the Founder and CEO of Verdence Capital Advisors, an independent wealth advisory and multi-family office firm based in Hunt Valley, Maryland. He and his partners built Verdence from the ground up in 2017, and the firm now serves business owners, corporate executives, and high-net-worth families.

Before founding Verdence, Leo spent two decades in wealth management, first at Merrill Lynch and later as a Managing Director and Partner at HighTower Advisors. That background shaped how he leads today, with a focus on independence, culture, and client-centric relationships.

As a founder himself, Leo understands what entrepreneurs face when they build, scale, and sell a company. He hosts the podcast From the Ground Up, where he talks with founders about how they started and what they learned.

Connect with Leo

LinkedIn

About Kristin Burke

Kristin Burke works with financial advisors and leaders in financial services who are building and scaling firms. She helps them lead more effectively, develop their team, and execute consistently on the priorities that drive growth.

Work with Kristin

If you are building a firm and want a strategic partner to help you think through leadership, team development, and execution, you can learn more about working with Kristin here:

Website

Connect on LinkedIn

LinkedIn

Today I break down why a planning day only works when business planning becomes an ongoing process that starts before the meeting and continues long after it ends. I share how to use vision, reflection, focused priorities, and real accountability so a leadership team leaves with clarity and then actually executes.

Key topics discussed in this episode:

• Treating business planning as a process rather than a one-day event

• Doing deep preparation beyond an agenda to design the right conversations

• Reconnecting to vision as an inspiration and alignment tool

• Reflecting on results to uncover the real “why” behind progress and shortfalls

• Identifying limiting beliefs that shape behavior and reframing them with better questions

Follow Elite Achievement for more conversations on leadership and high-level execution.

About Kristin Burke

Kristin Burke works with financial advisors and leaders in financial services who are building and scaling firms. She helps them lead more effectively, develop their team, and execute consistently on the priorities that drive growth.

Work with Kristin

If you are building a firm and want a strategic partner to help you think through leadership, team development, and execution, you can learn more about working with Kristin here:

Website

Connect on LinkedIn

LinkedIn

Today I break down why a planning day only works when business planning becomes an ongoing process that starts before the meeting and continues long after it ends. I share how to use vision, reflection, focused priorities, and real accountability so a leadership team leaves with clarity and then actually executes.

Key topics discussed in this episode:

• Treating business planning as a process rather than a one-day event

• Doing deep preparation beyond an agenda to design the right conversations

• Reconnecting to vision as an inspiration and alignment tool

• Reflecting on results to uncover the real “why” behind progress and shortfalls

• Identifying limiting beliefs that shape behavior and reframing them with better questions

Follow Elite Achievement for more conversations on leadership and high-level execution.

About Kristin Burke

Kristin Burke works with financial advisors and leaders in financial services who are building and scaling firms. She helps them lead more effectively, develop their team, and execute consistently on the priorities that drive growth.

Work with Kristin

If you are building a firm and want a strategic partner to help you think through leadership, team development, and execution, you can learn more about working with Kristin here:

Website

Connect on LinkedIn

LinkedIn

Today we sit down with Vaughan Scott to unpack how a financial advisory firm survives big transitions by putting the team first and hiring people who treat advice as a calling. We dig into practical leadership moves that keep talent for decades, create clear growth plans, and make succession planning feel steady instead of scary.

Key topics discussed in this episode:

• The origin story behind Axiom Financial Strategies Group and lessons from industry upheaval

• Why “team” beats individual heroics in firm growth

• How long-term retention is built through care, support, and shared values

• Why paraplanners can bridge service and advisory work

• Succession planning mechanics, valuation, financing, and early economic clarity

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About Vaughan

Vaughan Scott, MBA, CPWA®, is Co-Founder and Managing Partner of Axiom Financial Strategies Group, an independent registered investment advisor. He has advised family enterprises and entrepreneurs on financial, strategic, transition, and succession needs since 1997. Vaughan is also a professor in practice at the University of Louisville, where he teaches business consulting in MBA and graduate programs, and an instructor with the Family Firm Institute’s Global Education Network. Throughout his career, he has been dedicated to helping families preserve their wealth, capitalize on opportunities, and successfully transition their businesses, wealth, and values to future generations.

Connect with Vaughan

Website

LinkedIn

About Kristin Burke

Kristin Burke works with financial advisors and leaders in financial services who are building and scaling firms. She helps them lead more effectively, develop their team, and execute consistently on the priorities that drive growth.

Work with Kristin

If you are building a firm and want a strategic partner to help you think through leadership, team development, and execution, you can learn more about working with Kristin here:

Website

Connect on LinkedIn

LinkedIn

Axiom Financial Strategies Group LLC (“Axiom”) is a registered investment advisor. Advisory services are only offered to clients or prospective clients where Axiom and its representatives are properly licensed or exempt from licensure.

The information provided is for educational and informational purposes only and does not constitute investment advice and it should not be relied on as such. It should not be considered a solicitation to buy or an offer to sell a security. It does not take into account any investor's particular investment objectives, strategies, tax status or investment horizon. You should consult your attorney or tax advisor.

For additional information, please visit our website at https://www.axiomfsg.com/.

Today I share a coaching story from the early days of training new financial advisors and the hard moment when missing expectations led to a contract termination. We explain how raising standards, coaching beyond the minimum, and following through consistently changes performance and culture.

Key topics discussed in this episode:

• A 75-day onboarding system with three 25-day review periods and clear activity requirements

• The pressure and consequences of missing early targets and letting everything ride on the final period

• Changing our coaching to focus on surpassing standards, not just meeting the minimum

• How repeating expectations early and often improves clarity and execution

• Why inconsistent enforcement creates a new standard for everyone watching

Follow Elite Achievement for more conversations on leadership and high-level execution.

About Kristin Burke

Kristin Burke works with financial advisors and leaders in financial services who are building and scaling firms. She helps them lead more effectively, develop their team, and execute consistently on the priorities that drive growth.

Work with Kristin

If you are building a firm and want a strategic partner to help you think through leadership, team development, and execution, you can learn more about working with Kristin here:

Website

Connect on LinkedIn

LinkedIn

Today we talk with James Spinelli about how he helps scale Great Valley Advisor Group from a startup into a community supporting 200+ advisors and more than 400 people. We break down what changes as growth accelerates, from hiring and meetings to data, culture, and the hard work of letting go.

Key topics discussed in this episode:

• Building trust through one-on-one conversations and shared transition experience

• The leadership shift after 100+ advisors, managing time and expectations

• Creating advisor success and business strategy roles to stay connected at scale

• Reinforcing mission and values through department leads and consistent communication

• Stepping into the CEO role by getting out of the weeds and upgrading seats

• Handling tough people decisions, documenting processes, and avoiding “drag”

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About James

James Spinelli is Co-Founder and CEO of Great Valley Advisor Group (GVA), a Pennsylvania-based RIA supporting nearly 200 advisors and managing more than $12 billion in assets. James built GVA from the ground up, growing it from a start-up RIA into a nationally recognized firm focused on helping independent advisors grow, build enterprise value, and achieve true ownership. Before launching GVA, he worked at Comcast Corporation in capital forecasting, financial systems, and operational efficiency. James is also the founder of AdvisorBOB, a fintech platform designed to simplify advisor compensation and business management, which was acquired by AdvicePay in 2025.

Connect with James

Website

LinkedIn

About Kristin Burke

Kristin Burke works with financial advisors and leaders in financial services who are building and scaling firms. She helps them lead more effectively, develop their team, and execute consistently on the priorities that drive growth.

Work with Kristin

If you are building a firm and want a strategic partner to help you think through leadership, team development, and execution, you can learn more about working with Kristin here:

Website

Connect on LinkedIn

LinkedIn

Today we challenge ourselves to judge team meetings by outcomes, not agendas, and to lead conversations that turn updates and scorecards into real decisions. We share a practical approach to accountability that feels like coaching, plus a reminder that consistent meetings create momentum for the whole firm, including us as leaders.

Key topics discussed in this episode:

• Auditing the last team meeting by asking what changed because it happened

• Shifting from scorecard review to decisions, blockers, and next actions

• Turning project updates into action items with clear ownership

• Using a coaching tone to remove shame and surface what got in the way

• Creating leader accountability through preparation and planning cadence

Follow Elite Achievement for more conversations on leadership and high-level execution.

About Kristin Burke

Kristin Burke works with financial advisors and leaders in financial services who are building and scaling firms. She helps them lead more effectively, develop their team, and execute consistently on the priorities that drive growth.

Work with Kristin

If you are building a firm and want a strategic partner to help you think through leadership, team development, and execution, you can learn more about working with Kristin here:

Website

Connect on LinkedIn

LinkedIn

Today we talk with Carrie Deveney about why talent is the number one strategy for exponential growth in wealth management and how recruiting becomes a long-term system instead of a last-minute scramble. We break down what top candidates look for today, how equity changes the conversation, and why starting sooner protects clients and increases enterprise value.

Key topics discussed in this episode:

• Treating succession planning as a competitive advantage for client retention

• Shifting recruiting from an event to an ongoing growth strategy

• Using training, development, coaching, and mentorship as a clear growth framework

• Sourcing next gen advisors through existing relationships and a clear firm vision

• Using equity and results-based compensation to attract high performers

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About Carrie

Carrie Deveney is Director of Growth at Northwestern Mutual Chicago, where she partners with 11 of the firm’s largest advisory practices to drive growth through leadership, recruiting, succession planning, and advisor development. She helped develop the Pathway to Partnership platform to strengthen talent pipelines and create more intentional career paths for future advisors. As a CFP® professional, Carrie is passionate about helping firms build enduring businesses, maximize enterprise value, and fulfill their promise to clients by developing exceptional leaders and the next generation of financial advisors.

Connect with Carrie

LinkedIn

About Kristin Burke

Kristin Burke works with financial advisors and leaders in financial services who are building and scaling firms. She helps them lead more effectively, develop their team, and execute consistently on the priorities that drive growth.

Work with Kristin

If you are building a firm and want a strategic partner to help you think through leadership, team development, and execution, you can learn more about working with Kristin here:

Website

Connect on LinkedIn

LinkedIn

Today we step back from “questions as coaching” and treat great questions as one of the most powerful leadership tools we have for clarity, growth, and firm building. We share practical questions we use for weekly and quarterly reflection, plus simple ways to coach, recruit, and plan without jumping straight to answers.

Key topics discussed in this episode:

• Using questions to lead ourselves through weekly wins, lessons, and priorities

• Running a quarterly review with on track vs off track and the key “why”

• Identifying what is no longer serving us, from beliefs to habits

• Asking better questions in recruiting, client work, and difficult conversations

• Scaling decision-making by creating group discussions and clearer planning day agendas

Follow Elite Achievement for more conversations on leadership and high-level execution.

About Kristin Burke

Kristin Burke works with financial advisors and leaders in financial services who are building and scaling firms. She helps them lead more effectively, develop their team, and execute consistently on the priorities that drive growth.

Work with Kristin

If you are building a firm and want a strategic partner to help you think through leadership, team development, and execution, you can learn more about working with Kristin here:

Website

Connect on LinkedIn

LinkedIn

Today we talk with John Gatewood about why elite financial advisors win through listening, not knowledge, and how real connection is what motivates clients to act. We break down practical language, coaching habits, and preparation routines that help advisors and firm leaders build trust, clarity, and conviction.

Key topics discussed in this episode:

• Advisor training crisis driven by high attrition and looming retirements

• Communication skills as the true differentiator in wealth management

• Data-backed perception gap between how advisors think they listen and how they actually show up

• Being interested versus being interesting to deepen trust fast

• Empathy and clarification to reach the root issue behind client goals

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About John

John Gatewood, CFP®, CLU®, is the founder and Director of Advisor Development at Gatewood Wealth Solutions and author of The Listening Advisor: Winning Loyal Clients Through Authentic Human Connection. During his 45-year career as a financial advisor, John was recognized on Barron’s list of the top 1,200 advisors and earned Top Ten standing at LPL Financial and Forum honors at Northwestern Mutual. After selling his practice in 2021, he shifted his focus to helping advisors master the communication skills that build lasting client relationships.

Connect with John

Website

LinkedIn

The Listening Advisor – Building Client Loyalty through Authentic Human Connection

About Kristin Burke

Kristin Burke works with financial advisors and leaders in financial services who are building and scaling firms. She helps them lead more effectively, develop their team, and execute consistently on the priorities that drive growth.

Work with Kristin

If you are building a firm and want a strategic partner to help you think through leadership, team development, and execution, you can learn more about working with Kristin here:

Website

Connect on LinkedIn

LinkedIn