Next Mile

By MilemarkerBusiness Technology Investing Marketing

Next Mile episodes

August 01, 2023Transforming the Wealth Management Landscape Through Doing Business and Doing Life with Brad Johnson
Episode 006: The art of building strong connections in the wealth management industry transcends the conventional boundaries of finance. Building better relationships entails a commitment to understanding the needs and aspirations of others.
In this episode of Connected, we talk with Brad Johnson, Principal and Co-Founder of Triad Partners. Brad shares his insights on building better connections and the future of the insurance industry. He emphasizes the importance of putting others first and seeking to understand their needs.
On the topic of insurance, we focus on the need for financial advisors to have a diverse toolbox of financial tools and connected technology to provide the best service to clients. Brad believes that there is a growing demand for insurance products, particularly among the aging baby boomer population.
Also, Brad talks about his podcast, Do Business. Do Life. The show is about helping financial advisors create unlimited growth and freedom in their life and business and do it faster than ever.

Join us as we discuss:
[01:17] - Introduction to Brad Johnson and how he got into the advisory industry.
[03:52] - Brad's advice on building better connections.
[10:57] - How to build long-lasting connections with high-status people.
[15:11] - What it means to add value to high-status people.
[20:17] - Creating epic experiences for clients.
[23:13] - Building connections and creating great experiences at in-person events.
[30:37] - How advisors should think about insurance.
[36:48] - Future of the insurance industry.
[45:27] - The art of selling.
[51:05] - What hard work looks like in today's era of knowledge work.
[56:12] - What Do Business. Do Life podcast is all about.
Key Takeaways
Building strong connections requires putting others first and seeking to understand their needs.
Advisors can uncover the prospect's goals and dreams by asking thoughtful questions and listening actively. This deeper understanding allows advisors to create personalized financial plans that align with the prospect's values and aspirations.
The key to building deep connections is to go beyond the initial meeting and continue the conversation, show gratitude, and add value to the relationship.
The insurance industry is undergoing a significant transformation, with the aging baby boomer population driving the demand for insurance products.
Quotes
"In business, if you start with the end in mind, whether it's a podcast, how do I serve the listener? Whether it's your business model, how do I serve the end client first? If you help enough other people get what they want, you'll get what you want in life." ~ Brad Johnson
"The core of connection is understanding first. You have to seek to understand." ~ Brad Johnson
"The more you know about people, the more you know what makes them tick, which means you can do special cool things to connect on a different level." ~ Brad Johnson

Links
Brad Johnson on LinkedIn
Brad Johnson on Twitter
Triad Partners
Do Business. Do Life Podcast
How to Win Friends and Influence People
Never Eat Alone
The Richest Man in Babylon
Michael Hyatt
The Family Board Meeting
Ron Carson
Way of the Warrior Kid
Christopher Smith
The Almanack of Naval Ravikant
The Compound Effect
Connect with our hosts
Milemarker.co
Kyle on LinkedIn
Jud on LinkedIn
Subscribe and stay in touch
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Produce game-changing content with Turncast
Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.
1 hr 6 min
July 25, 2023The Six Rules for Building Better Connections with Shannon Rosic
The future of the wealth management industry lies in the ability to combine technology with the human touch. AI and data analytics provide better insights, but human connection will always be essential.
In this episode of Connected, we talk with Shannon Rosic, Director of WealthStack Content and Solutions for Informa. A pony savant and fintech ambassador, Shannon shares her six rules for building connections.
We then dive into big themes in the wealth management industry. Shannon emphasizes the need for personalization and the shift in the role of advisors from focusing on retirement to helping clients navigate the decumulation phase and the importance of data and AI in the industry. She encourages advisors to think outside the box and find ways to stand out.
Finally, Shannon discusses her involvement with the Leukemia and Lymphoma Society. She shares the connection she has to the cause and the challenges and rewards of fundraising.

Join us as we discuss:
[01:03] - Shannon's profile as an entrepreneur and how she fits into the wealth management industry.
[02:43] - The six rules to building better connections.
[08:35] - Shannon's love for horses and its relation to human connection.
[17:00] - Big themes in the wealth management industry today.
[26:35] - The gadget girl story.
[30:26] - How people can better think outside the box.
[37:24] - Shannon's involvement with the Leukemia and Lymphoma Society.
[40:41] - Shannon's favorite sports team.
[44:41] - Ways to connect with Shannon.
Key Takeaways
Building connections is crucial in the finance industry and can be achieved through remembering names, finding common ground, active listening, asking questions, minding body language, and reserving judgment.
The wealth management industry is experiencing constant changes in the tech stack and digitization of client experience.
Advisors need to shift their focus from retirement to helping clients navigate the decumulation phase and address the challenges of increased longevity and financial care.
Data and AI are becoming increasingly important in the industry.
Authenticity and consistency are keys in branding and marketing.
Quotes
"Building rapport is critical because it's based on trust. It's how humans connect. It develops out of meaningful conversations and a willingness to embrace different points of view." ~ Shannon Rosic
"The role of the advisor is no longer about getting people to retirement, it's about getting them through retirement." ~ Shannon Rosic
"The winners are going to be the ones that lean into human connection but leverage AI and technology to make themselves and their practices better." ~ Shannon Rosic

Links
Shannon Rosic on LinkedIn
Shannon Rosic on Twitter
Informa
WealthStack | Wealthtech Event
Ron Bullis
FMG Suite
Flyer Financial Technologies
Wealth Management | Morgan Stanley
InvestmentNews
Matt Ackermann
Mark Bruno
Leukemia & Lymphoma Society
New York Rangers
Kansas City Chiefs
Alex Smith
Patrick Mahomes
The WealthStack Podcast
Wealth Management
Connect with our hosts
Milemarker.co
Kyle on LinkedIn
Jud on LinkedIn
Subscribe and stay in touch
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Spotify
YouTube
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Produce game-changing content with Turncast
Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.
49 min
July 18, 2023The Human Advantage: Why Technology Alone Can't Replace Wealth Advisors with John Ndege
The wealth management industry recognizes that its purpose extends beyond pursuing financial returns. It stands on the foundations of trust and human connections to help individuals live the lives they envision, achieving their dreams and aspirations. However, as technology advances rapidly, one may wonder if automation and artificial intelligence can replace what human advisors bring to the table.
In this episode of Connected, we talk with John Ndege, a former Facebook employee and founder of Pocket Risk, and currently the Founder of Rapid Reply. John shares his journey from working at Facebook to building risk-tolerance software for financial advisors. We discuss the importance of human connections in the wealth management industry and how technology can enhance the client-advisor relationship.
Having seen a good amount of diversity in his career, John shares his insights about the differences between the US, EU, and UK wealth management industries and the impact of AI on business culture and productivity.
John also talks about his current venture, Rapid Reply, an AI email system that saves business owners time by helping them write emails faster.
Join us as we discuss:
[02:18] - John's experience working at Facebook.
[03:49] - Why John is a big fan of the wealth management industry.
[06:54] - John's journey from Facebook to building Pocket Risk.
[09:19] - Nuances between wealth management in the UK, EU, and US.
[11:40] - The scale and acquisition of Pocket Risk.
[12:29] - The creation of Rapid Reply.
[15:05] - The impact of AI on business culture and productivity.
[16:59] - The most popular AI tools that provide immediate results.
[18:38] - Ways to connect with John and learn more about his work.
Key Takeaways
The wealth management industry is about helping people live the lives they want, not just about financial returns.
Trust and human connections are essential in the wealth management industry and cannot be replaced by technology.
AI can be used to improve productivity and efficiency in business workflows, such as email management and document summarization.
The future of AI lies in enterprise workflows and automating manual, repetitive tasks to make businesses more scalable.
Quotes
"Wealth management is about helping people live the lives they want, not just about financial returns." ~ John Ndege
"Human connections are often a lot more powerful when it comes to getting things done and making progress on our planet than technology." ~ John Ndege
"As AI becomes popular, the edge becomes more and more the human relationship. Your connection with your clients or niche will be even more important." ~ John Ndege

Links
John Ndege on LinkedIn
Pocket Risk
Tyrone Phillippi on LinkedIn
Orion Advisor Solutions
Pete Matthew
Rapid Reply
Connect with our hosts
Milemarker.co
Kyle on LinkedIn
Jud on LinkedIn
Subscribe and stay in touch
Apple Podcasts
Spotify
YouTube
Google Podcasts

Produce game-changing content with Turncast
Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.
24 min
July 11, 2023Harnessing the Power of Technology and Automation with Rich Walker
In this episode of Connected, we talk with Rich Walker, Founder and CEO of Quik!. Rich shares his inspiring career journey and the ups and downs that eventually led him to build Quik!. He talks about what real connection with clients is all about, and his mission to motivate and empower people to be the best versions of themselves.
We also dive into technology, the challenges of standardized data collection, and the importance of automation for financial advisors. In a fragmented industry where a mere 20% of transactions are automated, Rich provides a fresh perspective on how automation can help advisors focus on what is most important.
As a student of communication, Rich also provides insight into the key elements of great connections and how intentional practice can help advisors become better listeners, leading to better outcomes.
Join us as we discuss:
[01:07] - Rich’s background and why great communication is the foundation of great connections.
[10:21] - Rich’s career challenges in the financial industry and what led him to the idea for Quik!.
[18:30] - Why going fully digital is a challenge for many firms.
[24:26] - The importance of technology, data, and automation.
[32:15] - Rich’s passions and interests outside the financial industry.
Key Takeaways
Listen to your clients and truly understand their needs, fears, and goals. This not only results in better connections but also enables financial advisors to provide more personalized services.
Positivity and optimism can be powerful elements in achieving success. Mirror back to people their potential and inspire them to be their best selves.
Don’t underestimate the importance of technology. Data standardization can be a major hurdle for advisors. Look for ways to automate so you can focus on the most important tasks and relationships.
Constantly improve communication skills. Advisors should always be students of communication. Effective communication with clients builds trust and helps advisors understand their clients better.
Quotes
“I’m always going to be a student of communication because it's a skill that we are constantly using throughout our life and we can always build upon.” - Rich Walker
"I believe everybody can do what they set their mind to. I want people to believe in themselves more and do their best. So, I'm always the cheerleader." - Rich Walker
“There are three stages of listening. There's listening for my turn to say what's next. There's listening to understand what you said. And then there's connected listening, active listening, where I'm truly digesting what's important to you.” - Rich Walker

Links
Rich Walker on LinkedIn
Quik!
The 7 Habits of Highly Effective People by Stephen Covey
Aaron Klein
Arbor Day Foundation
Connect with our hosts
Milemarker.co
Kyle on LinkedIn
Jud on LinkedIn
Subscribe and stay in touch
Apple Podcasts
Spotify
YouTube
Google Podcasts

Produce game-changing content with Turncast
Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.
40 min
July 04, 2023How to Build Trust With Clients, and the Challenges of Growing a Financial Services Firm with Adam Holt
Ever wonder how a seventh-grade love for architecture could inform a successful career in finance?
In today's episode of Connected, we talk with Adam Holt, CEO of Asset-Map, about his passion for architecture and how it has influenced his approach to financial planning, as well as insights on connecting with people around shared values and common interests. We talk about the growth of Asset-Map, the highs and lows of building a financial services firm, as well as the world of analytics and the critical role of data aggregation for advisors.
Adam also talks about REBL Dad and the challenge of balancing fatherhood and entrepreneurship.
Join us as we discuss:
[01:16] - Adam’s background and love for architecture.
[05:40] - How visualizing financial data can help build trust between financial advisors and their clients.
[13:16] - The challenges of running an RIA and the growth of Asset-Map.
[17:43] - The importance of equity and building a strong culture in a financial services firm.
[28:36] - Data aggregation and its role in making strategic decisions.
[37:59] - REBL Dads and growing a business with a family.
Key Takeaways
Translating complex financial data into visual representations can build trust with clients and facilitate meaningful financial decisions.
Having a common interest and aligned goals are important in building strong connections, whether it's between advisors and clients or within a team.
A strong company culture and ensuring employees have a vested interest in the company's success are key to building a successful firm.
The balance between family and career is delicate but crucial to finding success.
Quotes
"Some of the things that I've learned and adopted include the idea that everybody has to have equity. Every employee has equity in Asset-Map. They are an owner, they are part of it. Their job is to protect the baby at all costs. Why? Because they have an interest in its protection." - Adam Holt
"The idea of visualization for everything that's going on in your household without judgment is an important aspect. Just like an X-ray doesn't have any feelings, right? They're trying to diagnose your problem. And so we found that by actually creating this process where we could create your X-ray was a better way to really engage and connect in a place where there's not a lot of natural connection currency." - Adam Holt
“What does it take to build connections with people? It takes rapport, common interests, common values, and an alignment of where you want to go in a relationship.” - Adam Holt

Links
Adam Holt on LinkedIn
Asset-Map
REBL Dads
Connect with our hosts
Milemarker.co
Kyle on LinkedIn
Jud on LinkedIn
Subscribe and stay in touch
Apple Podcasts
Spotify
YouTube
Google Podcasts

Produce game-changing content with Turncast
Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.
44 min
June 27, 2023Building Genuine Relationships: The Key to Success in Wealth Management with Steve Zuschin
The power of building genuine relationships in wealth management is significant. But this kind of approach takes time, and many advisors already struggle with a lack of margin. How can advisors create the space to develop meaningful relationships while also delivering the best outcomes for their clients?
In this episode of Connected, we talk with Steve Zuschin, Chief Revenue Officer at Mammoth. Steve shares his insights on how advisors can better prioritize their time and build genuine relationships with their clients. By being more approachable and understanding the unique value they bring to the table, advisors can create a team-based mentality that leads to better outcomes across the board.
We also explore the trend of outsourcing executive roles and the benefits of fractional work for RIAs. Steve emphasizes the importance of integrating behavioral finance expertise and building long-term partnerships with service providers and technology platforms. Additionally, we discuss the challenges faced by advisors managing alternative investments for their clients, from scalability to technology to tax management.
Steve also introduces us to Rally for Rangers, a nonprofit dedicated to empowering park rangers around the world to preserve our most special places.
Join us as we discuss:
[01:28] - Steve’s background in the industry
[04:31] - Building genuine connections with clients
[11:28] - Outsourcing technology and leveraging a fractional org model
[23:20] - Challenges with scaling and alternative investments
[32:02] - Steve’s work with Rally for Rangers
Key Takeaways
Human connection is vital for delivering better financial advice, and technology can help facilitate that connection by making processes more efficient and scalable.
Prioritizing tasks and delegating work to the right team members can help financial advisors focus on building genuine relationships with their clients.
Fractional outsourcing, where advisors outsource executive roles, can be beneficial for RIAs and help them focus on acting in the best interest of clients.
Many advisors are increasingly managing alternative investments, which can be challenging due to scalability and integration issues. Mammoth aims to help advisors manage these investments more efficiently.
Quotes
“We want to start with being genuine about the value that we're going to offer. It's about having a real definition about the value you're bringing to that relationship and a realistic view on what that value is.” - Steve Zuschin
“I think if we get technology out of the way, what really matters is us connecting with other humans.” - Steve Zuschin
“People want a differentiated investment experience. If they want straightforward ETFs and things like that and that's what they're aspiring to, they're going to struggle to find value with you as an advisor.” - Jud Mackrill
“The single biggest point of differentiation is the advisor themselves and what they're doing to work on themselves and what they're doing to connect with their clients, to connect with the industry, to connect with their partners.” - Kyle Van Pelt

Links
Steve Zuschin on LinkedIn
Mammoth
Steve’s LinkedIn post about having an unusual last name
LifeYield
Brian Portnoy
Daniel Crosby
Salesforce
Rally for Rangers
Acadia National Park
BMW R1100GS
Connect with our hosts
Milemarker.co
Kyle on LinkedIn
Jud on LinkedIn
Subscribe and stay in touch
Apple Podcasts
Spotify
YouTube
Google Podcasts

Produce game-changing content with Turncast
Turncast helps your company grow by producing top-quality content and fostering transformative conversations. We specialize in content generation, podcasting, digital strategy, and audience growth for fintech and financial services companies. Learn more at Turncast.com.
42 min
June 02, 2023Introducing: Connected!
Connected is a new podcast from Milemarker about the people and technologies shaping and building the wealth management industry. More people than ever are searching for great financial advice and more firms than ever are trying to figure out how to scale their operations to serve those searching for their advice. We believe that better-connected technology provides the space for better-connected people, leading to better advice.
Join us each week as Milemarker Co-Founder and CEO Kyle Van Pelt talks with leaders and experts who are building some of the fastest-growing firms in the industry!
Our first episode drops in June 2023. Subscribe now, wherever you listen to podcasts.

Links
Milemarker
Kyle on LinkedIn
Turncast

Grow your firm with Turncast
Connected is brought to you by Turncast — the only full-service podcast agency focused exclusively on the fintech and financial services industry. If you’re a firm trying to execute in the now-critical digital audio channel, book a strategy call at Turncast.com, and find out how podcasting can drive revenue and grow your business.
2 min