RIA Collective

Why do some financial advisors consistently generate introductions from clients while others struggle to get referrals at all?

In this episode of RIA Collective, Charlie Van Derven sits down with Bill Utnage of Damascus Road Referral Systems to discuss how advisors can build stronger client relationships and create a more intentional system for generating introductions.

Bill has spent decades owning and operating professional service businesses and now coaches business owners, including financial advisors, on referral growth. His message is simple: providing great service isn't enough to guarantee referrals.

Charlie and Bill discuss:

• Why referrals are so valuable for financial advisors
• The "know, like, and trust" advantage of a referred prospect
• Why great service alone doesn't automatically generate introductions
• The difference between transactional and relational client relationships
• Why your best referral sources aren't necessarily your largest clients
• How advisors can identify their strongest advocates
• Why staying connected outside of annual review meetings matters
• Simple ways to deepen relationships with top clients
• Referrals vs. introductions and why language matters
• How to strategically learn more about your clients' networks
• Why advisors should stop treating referrals as a bonus
• How to build a repeatable system around relationship-driven growth

Charlie also shares the four criteria Social Advisors uses to identify an advisor's top advocates: Do you enjoy working with them? Have they referred before? Are they socially connected? And do they fit your target asset level?

One of the biggest takeaways from the conversation:

Your clients may love working with you, but that doesn't mean they'll automatically introduce you to someone else.

Advisors need to intentionally nurture relationships, create opportunities for conversations, and make introductions part of their growth strategy.

As Bill puts it, relationships are the long game.

If you're an independent financial advisor looking to generate more introductions from the relationships you've already built, this episode is for you.

📺 Subscribe for more conversations about advisor independence, growth, marketing, and practice management.

Connect with Bill Utnage
Damascus Road Referral Systems: https://www.billutnage.com/
LinkedIn: https://www.linkedin.com/in/bill-utnage/

Connect with Charlie Van Derven
Social Advisors: https://social-advisors.com/
LinkedIn: https://www.linkedin.com/in/charlievanderven/

#RIACollective #FinancialAdvisors #FinancialAdvisor #RIA #RegisteredInvestmentAdvisor #IndependentAdvisor #WealthManagement #FinancialPlanning #Referrals #ReferralMarketing #ClientReferrals #AdvisorGrowth #RIAGrowth #PracticeManagement #BusinessDevelopment #ClientRelationships #RelationshipMarketing #AdvisorMarketing #LeadGeneration #Prospecting #FinancialServices #WealthManagementMarketing #IndependentAdvisors #ClientExperience #BusinessGrowth

What changes about financial planning when your client doesn't have children?

More than many advisors realize.Somebody went first. That's usually how it starts.

In this episode of RIA Collective, Charlie Van Derven sits down with Maddy Roche, Chief Growth Officer at Childfree Trust, to explore the unique financial, estate, and long-term care planning needs of people without children.

After spending roughly 11 years helping build XY Planning Network, Maddy has worked closely with thousands of independent financial advisors. Today, she's focused on helping the industry better understand a growing and often underserved demographic.

Maddy explains how planning can fundamentally change when children aren't part of the equation. Questions around powers of attorney, trustees, executors, long-term care, charitable giving, and aging all require a different conversation.

In this episode, Charlie and Maddy discuss:

• Why financial planning changes for clients without children
• The difference between being childfree and childless
• Why advisors may be overlooking a significant prospective client opportunity
• DINKs, SINKs, and the financial behaviors of people without kids
• How traditional financial planning language can unintentionally alienate prospects
• Estate planning challenges for clients without traditional next of kin
• Who serves as power of attorney, trustee, or executor when family isn't the answer
• Long-term care and the realities of aging without children
• Why childfree clients may approach legacy and "dying with zero" differently
• How advisors can better communicate with this demographic
• How Childfree Trust works alongside financial advisors rather than replacing them
• Why simply asking the right questions can create tremendous value for clients

One of the biggest takeaways from the conversation:

Having no children doesn't mean having no family, and it doesn't mean needing less financial planning. It means the planning may need to look different.

For independent advisors, that creates an opportunity to better serve existing clients while potentially connecting with a group of people who haven't traditionally felt that financial planning was built for them.

🎧 Listen to the full episode of RIA Collective.

📺 Subscribe for more conversations with advisors and industry leaders shaping the future of independent financial advice.

Connect with Maddy Roche
Childfree Trust: https://childfreetrust.com/
Childfree Insights: https://childfreeinsights.com/
LinkedIn: https://www.linkedin.com/in/maddy-roche-25962032/

Connect with Charlie Van Derven
Social Advisors: https://social-advisors.com/
LinkedIn: https://www.linkedin.com/in/charlievanderven/

#RIACollective #FinancialAdvisors #FinancialPlanning #WealthManagement #RIA #IndependentAdvisor #Childfree #ChildfreeByChoice #EstatePlanning #LongTermCare #RetirementPlanning #AdvisorGrowth #AdvisorMarketing #PracticeManagement #FinancialAdvisor #RegisteredInvestmentAdvisor #WealthManagementIndustry #Fiduciary #DINK #SuccessionPlanning

What is your advisory practice actually worth, and what can you do today to increase that value?

In this episode of RIA Collective, Charlie Van Derven sits down with Andrew Mirolli, Co-Founder of buyAUM.com, to discuss how financial advisors can build more valuable, transferable businesses and prepare for an eventual exit.

With roughly 106,000 advisors representing 41% of industry assets expected to retire over the next decade, succession planning is becoming a major issue across wealth management. Andrew explains what buyers are looking for and why two advisory practices with similar revenue can command very different valuations.

Charlie and Andrew discuss:

• What financial advisory practices are selling for today
• Revenue multiples vs. EBITDA multiples
• Why recurring revenue alone doesn't guarantee a strong valuation
• The importance of building durable, transferable client relationships
• How client concentration can create risk for potential buyers
• Why advisors need relationships with the next generation
• How consistent organic growth can increase enterprise value
• Why reducing founder dependency matters
• Building systems and processes that survive without the founder
• The importance of succession planning before you're ready to retire
• Why culture and client fit should matter as much as the purchase price
• How advisors can prepare mentally for life after selling their practice

Andrew also shares five areas advisors should focus on when building enterprise value:

1. Think like an owner, not just an advisor.
2. Build durable recurring revenue.
3. Reduce founder dependency.
4. Build client relationships that extend beyond one generation.
5. Protect client fit and culture when choosing a successor.

One of the biggest questions Andrew suggests every advisor ask is simple:

If you were locked in a room for 60 days, what would break in your business?

The answer can reveal just how dependent the business is on you and how transferable it may actually be.

Whether you're preparing to sell in the next few years or plan to remain in the business for decades, building enterprise value should start long before an LOI lands on your desk.

🎧 Listen to the full episode of RIA Collective.

📺 Subscribe for more conversations about RIA independence, growth, succession, and building a better advisory business.

Connect with Andrew Mirolli

https://buyaum.com/
https://www.linkedin.com/in/andrewmirolli/

Connect with Charlie Van Derven

www.social-advisors.com
www.linkedin.com/in/charlievanderven/

Chapters

00:00 Building Enterprise Value as an Independent Advisor
01:00 The Coming Advisor Retirement Wave
03:00 Succession Planning and the Next Generation
05:00 What Makes Advisory Revenue Transferable?
06:30 What Is an RIA Worth?
08:00 Understanding Advisory Practice Multiples
11:00 #1: Think Like an Owner
13:00 #2: Build Durable Recurring Revenue
15:00 #3: Reduce Founder Dependency
17:30 #4: Build Relationships With the Next Generation
19:00 #5: Protect Client Fit and Culture
23:00 Preparing for Life After Selling Your Business
26:00 Closing Thoughts

#RIACollective #FinancialAdvisors #RIA #WealthManagement #AdvisorIndependence #RegisteredInvestmentAdvisor #IndependentAdvisor #SuccessionPlanning #ExitPlanning #BusinessValuation #EnterpriseValue #PracticeManagement #AdvisorGrowth #RIAGrowth #FinancialPlanning #WealthManagementIndustry #FinancialServices #BreakawayAdvisor #AdvisorSuccession #RIAAcquisitions #MergersAndAcquisitions #MergersAndAcquisitions #PracticeAcquisition #FinancialAdvisorMarketing #CEPA #BusinessOwner #RetirementPlanning

What happens when the traditional wirehouse model no longer gives you the freedom to invest and serve clients the way you believe is best?

In this episode of RIA Collective, host Charlie Van Derven sits down with Haren Bhakta, CFA, to discuss his journey from selling insurance to building a book at Merrill Lynch and Morgan Stanley, launching his own RIA, and eventually creating his own investment index and ETF.

Haren entered financial services during the 2008 financial crisis, when opportunities in the investment industry were difficult to find. What started in insurance ultimately taught him how to communicate, sell, handle rejection, and build relationships with high-net-worth clients.

His career eventually took him to Merrill Lynch and Morgan Stanley, but Haren wanted greater freedom to pursue investment opportunities outside the constraints of the traditional wirehouse environment. In 2017, he made the move and started his own RIA.

In this episode, Charlie and Haren discuss:

• Starting a financial services career during the 2008 financial crisis
• What Haren learned from Merrill Lynch and Morgan Stanley
• Why persistence can matter more than personality in building a book
• What ultimately pushed Haren toward independence
• The benefits advisors often underestimate about working at a wirehouse
• The compliance and operational responsibilities that come with independence
• Why losing the community of a large firm can be one of the hardest parts of going independent
• How RIA aggregators can help recreate community and support
• The idea that led Haren to create the Inside Ownership Index
• How Warren Buffett and Berkshire Hathaway inspired his investment thesis
• Haren's journey from RIA owner to launching an ETF

Haren also shares an often-overlooked reality of independence: freedom comes with responsibility.

At a large firm, advisors have infrastructure, compliance support, colleagues, management, and built-in accountability. When you go independent, much of that becomes your responsibility.

For advisors considering the move, understanding both sides of that tradeoff is critical.

Later in the conversation, Haren explains how an idea that came to him while attending Berkshire Hathaway's 2024 annual meeting eventually led to the creation of the Inside Ownership Index and an ETF based on the concept.

His career is a great example of just how many paths exist within financial services when you're willing to keep learning, take calculated risks, and build something of your own.

🎧 Watch the full episode and subscribe to RIA Collective for conversations with advisors and industry leaders helping shape the future of independent financial advice.

Connect with Haren Bhakta

🌐 Inside Ownership: https://insideownership.com
📧 Email: [email protected]
📰 Newsletter: Available at InsideOwnership.com

Connect with Charlie Van Derven

🌐 Social Advisors: https://www.social-advisors.com
💼 LinkedIn: https://www.linkedin.com/in/charlievanderven/

Chapters

00:00 Introduction
01:30 Starting in financial services during the financial crisis
02:30 Learning to build a book of business
05:30 Why Haren started his own RIA
07:30 The advantages of staying at a wirehouse
09:00 The hidden loss of community after going independent
10:30 Accountability and independence
12:30 From RIA owner to creating an ETF
13:00 The Warren Buffett insight behind the Inside Ownership Index
16:00 Where to learn more about Inside Ownership
17:00 Persistence, personality, and succeeding as an advisor

#RIACollective #FinancialAdvisors #WealthManagement #RIA #IndependentAdvisor #FinancialPlanning #AdvisorIndependence #RegisteredInvestmentAdvisor #ETF #ETFInvesting #InvestmentManagement #AssetManagement #PortfolioManagement #CFA #MerrillLynch #MorganStanley #Wirehouse #BreakawayAdvisor #AdvisorGrowth #PracticeManagement #FinancialServices #WealthManagementIndustry #Investing #AdvisorSuccess #RIACommunity

Most financial advisors know they need to create content. The challenge is knowing what AI should do, what it shouldn't do, and how to create authentic content that actually builds trust.

In this episode of RIA Collective, Charlie Van Derven sits down with Nate Hoskin, CFP®, Co-Founder of SageContent.ai, to discuss how advisors can leverage video, AI, and personal branding to grow their businesses without sacrificing authenticity. Nate shares lessons from building his own RIA through content before creating SageContent.ai to help other advisors do the same.

In this episode, you'll learn:
• Why video is one of the fastest ways to build trust with prospects
• Where AI saves advisors time, and where it can actually hurt your marketing
• The difference between production quality and expensive editing
• Why people follow advisors, not logos
• How to build a personal brand that generates opportunities
• The biggest mistakes advisors make with content creation
• Practical ways to use AI without sounding like AI

One of the biggest takeaways from this conversation:

Use AI to remove the work that gets in the way, not the authenticity that builds trust.

Whether you're just starting with video or looking to improve your marketing strategy, this episode is packed with actionable ideas you can implement immediately.

📺 Subscribe for more conversations with leading independent advisors:

Connect with Charlie Van Derven

🌐 Social Advisors: https://www.social-advisors.com
💼 LinkedIn: https://www.linkedin.com/in/charlievanderven/

Connect with Nate Hoskin

LinkedIn: https://www.linkedin.com/in/nghoskin/
SageContent.ai: https://www.sagecontent.ai/

Chapters

00:00 Introduction
01:40 Why Advisors Need to Build More Trust
04:30 AI vs Authentic Content
09:20 Creating Videos That People Actually Watch
14:30 Why Personal Branding Matters More Than Firm Branding
19:30 Growing an Advisory Business Through Content
23:00 How SageContent.ai Helps Advisors Scale
25:00 Closing Thoughts

#FinancialAdvisors #AdvisorMarketing #RIACollective #AdvisorMarketing #FinancialPlanning #RegisteredInvestmentAdvisor #RIA #PersonalBranding #VideoMarketing #ContentMarketing #ArtificialIntelligence #AI #AdvisorGrowth #PracticeManagement #ThoughtLeadership #LeadGeneration #SocialMediaMarketing #DigitalMarketing #CFP #Trust #Fiduciary #IndependentAdvisor #WealthManagementMarketing #AdvisorSuccess

What separates a successful advisory firm from one that struggles to scale?

According to Chris Price, it comes down to process.

In this episode of RIA Collective, host Charlie Van Derven sits down with Chris Price of Wealth Solutions Partners to discuss his journey from the insurance world into a more independent, hybrid advisory model and the lessons he's learned about building a scalable business.

Chris shares how earning professional designations changed the way he viewed financial advice, why systems become more important as firms grow, and how AI is reshaping advisor efficiency without replacing relationships.

Together, Charlie and Chris discuss:

• The transition from a large insurance firm to a hybrid independent model
• Why professional education changes the way advisors serve clients
• How documented processes create consistency and scalability
• The importance of hiring for personality, not just experience
• Why advisors need to think like business owners, not just practitioners
• How AI is making advisory firms more efficient while strengthening client relationships
• Lessons from building and leading a growing advisory team

Chris also explains why every advisory firm should have a repeatable process that serves the vast majority of its clients, creating a better experience for both clients and team members.

This episode is especially valuable for:

• Advisors considering independence
• Hybrid advisors looking to grow
• RIAs building their first team
• Firm owners focused on scaling through systems

🎧 Watch now and subscribe to RIA Collective for conversations that help independent advisors build stronger businesses and better client experiences.

Connect with Chris Price

📧 Email: [email protected]

Connect with Charlie Van Derven

🌐 Social Advisors: https://www.social-advisors.com
💼 LinkedIn: https://www.linkedin.com/in/charlievanderven/

Chapters

00:00 – Chris's path into financial services
03:45 – Why education changed his career
07:30 – The move to a hybrid model
11:15 – Building a business with processes
15:20 – Hiring the right people
19:00 – Leading a growing team
22:00 – How AI is changing advisory firms
25:00 – Final advice for advisors

What makes a financial advisor different?

According to Andrew Winig, most advisors struggle to answer that question clearly.

In this episode of RIA Collective, host Charlie Van Derven sits down with Andrew Winig, founder of Your Elevator Pitch Coach, to discuss one of the biggest challenges advisors face: explaining what they do in a way that people actually remember.

Andrew has worked with hundreds of financial advisors and discovered something surprising:

Most advisors are different. They just sound exactly the same.

Together, Charlie and Andrew discuss:

• Why "great service" isn't a real differentiator
• How advisors can create memorable elevator pitches
• The biggest mistakes advisors make at networking events
• Why specificity attracts more referrals than broad messaging
• How to answer common questions like "What do you do?"
• Turning small talk into meaningful business conversations
• Why most advisors should stop leading with "I'm a financial advisor"

Andrew also walks through real-world examples of how advisors can identify their niche, communicate their value more effectively, and become easier to refer.

This episode is especially valuable for:
 ✔️ Financial advisors looking for more referrals
 ✔️ RIAs building a niche market
 ✔️ Advisors who network regularly
 ✔️ Professionals who want a more compelling personal brand

🎧 Watch now and subscribe to RIA Collective for conversations that help independent advisors grow, differentiate, and attract the right clients.

Connect with Andrew Winig

🌐 Website: https://improvandy.com
🎯 Free Pitch Check: https://freepitchcheck.com
💼 LinkedIn: Andrew Winig

Connect with Charlie Van Derven

🌐 Social Advisors: https://www.social-advisors.com
💼 LinkedIn: https://www.linkedin.com/in/charlievanderven/

Chapters

00:00 – Why advisors struggle to differentiate
 02:30 – The problem with generic elevator pitches
 05:00 – Finding your true niche
 08:00 – A live elevator pitch example
 12:00 – How specificity drives referrals
 15:00 – Answering common networking questions
 18:00 – Turning small talk into opportunity
 20:00 – Free resources for advisors

Most RIAs don’t think they need a CFO… until they realize they do.

In this episode of RIA Collective, host Charlie Van Derven sits down with Damian Lo Basso, Founder of My RIA CFO, to discuss the financial blind spots that hold advisory firms back during transition, growth, and scaling.

Damian brings a rare level of experience to the RIA space. After working in investment banking and M&A, he helped build Dynasty Financial Partners’ OCFO program, launched one of the industry’s first outsourced CFO firms, and later served as CFO for multi-billion-dollar RIAs before launching My RIA CFO.

Together, Charlie and Damian discuss:

• Why many RIAs wait too long to professionalize financial operations
• The hidden risks advisors overlook during transition
• Why bookkeeping alone is not enough for growing firms
• How RIAs should think about forecasting, hiring, and scaling
• Why fractional leadership is reshaping the independent advisor space
• How advisors can access institutional-level support without institutional-level overhead
• The growing ecosystem helping RIAs thrive after leaving wirehouses

Damian also explains why many firms mistakenly believe “money in the bank” means the business is healthy, while missing the larger strategic picture hidden inside the numbers.

This episode is especially valuable for:
 ✔️ Advisors considering independence
 ✔️ RIAs preparing to scale
 ✔️ Firms evaluating outsourced leadership support
 ✔️ Advisors navigating M&A or transition decisions

In addition to this conversation, Charlie and Damian recently joined forces with other industry leaders for a webinar focused on how RIAs can leverage fractional leadership to grow more efficiently without adding massive overhead.

The webinar covers:

• Fractional CFO, CMO, COO, and CIO support
• How outsourced leadership creates leverage for RIAs
• The economics of scaling smarter
• Common mistakes advisors make during growth and transition

🎥 Watch the webinar replay here
https://youtu.be/khHHwwMrvHs

🎧 Watch now and subscribe to RIA Collective for conversations that help independent advisors grow, adapt, and build stronger businesses.

🔗 Connect with Damian Lo Basso

🌐 Website: https://www.myriacfo.com
📧 Email: [email protected]

🔗 Connect with Charlie Van Derven

🌐 Social Advisors: https://www.social-advisors.com
💼 LinkedIn: https://www.linkedin.com/in/charlievanderven/

⏱️ Chapters

00:00 – Why RIAs are evolving
 02:00 – Damian’s background in M&A and CFO work
 05:00 – Why RIAs underestimate financial operations
 08:00 – The future of independent advisory firms
 11:00 – Why outsourcing leadership roles works
 14:00 – Transition mistakes advisors make
 18:00 – What the SEC is looking for during audits
 21:00 – Why bookkeeping is not enough
 24:00 – Scaling an RIA the right way

What does advisor independence actually mean?

In this episode of RIA Collective, host Charlie Van Derven sits down with Andree Mohr, President of Integrated Partners, to explore why the move to independence is about much more than business structure.

Andree shares her unique journey from starting as a PR intern at 17 years old to becoming president of one of the largest independent firms in the country. Along the way, she explains why the best advisors are not just building businesses, they’re building lives and practices aligned with their values.

Together, Charlie and Andree discuss:

• Why independence is really about serving clients without conflicting priorities
• The biggest misconceptions wirehouse advisors have about independence
• Why advisors need to understand their “why” before making a move
• How independence changes the role from advisor to business owner
• The importance of planning-first advice versus product-first advice
• How Integrated Partners helps entrepreneurial advisors thrive

Andree also explains why the word “fiduciary” has become overused in the industry and why true independence may be the better way to think about client-first advice.

This episode is especially valuable for:

 ✔️ Wirehouse advisors considering independence
 ✔️ RIAs looking to scale intentionally
 ✔️ Advisors exploring different business models
 ✔️ Anyone wanting to build a more fulfilling advisory career

🎧 Watch now and subscribe to RIA Collective for conversations that elevate the independent advisor profession.

🔗 Connect with Andree Mohr

💼 LinkedIn: https://www.linkedin.com/in/andree-peterson/
 🌐 Integrated Partners: https://integrated-partners.com/

🔗 Connect with Charlie Van Derven

🌐 Social Advisors: https://www.social-advisors.com
💼 LinkedIn: https://www.linkedin.com/in/charlievanderven/

⏱️ Chapters

00:00 – From PR intern to president
03:00 – Why financial services matters
05:00 – Independence vs fiduciary language
08:00 – Misconceptions about independence
10:00 – Becoming a true business owner
13:00 – Why advisors need clarity before transitioning
15:00 – Building a fulfilling career in wealth management

What if you don’t actually own your book of business?

In this episode of RIA Collective, host Charlie Van Derven sits down with Tyson Ray of FORM Wealth Advisors to break down one of the most misunderstood topics in financial services: succession.

Tyson shares the eye-opening realization that many advisors, especially in W2 or hybrid models, may not truly own the goodwill of their clients. That has massive implications when it comes time to sell, transition, or exit your business.

He also introduces his S.P.A.C.E. framework, a practical way for advisors to think through succession beyond just retirement planning.

Together, Charlie and Tyson discuss:

• Why many advisors don’t actually own their client relationships
• The difference between W2, 1099, and RIA ownership structures
• Why succession planning is about more than retirement
• The biggest mistakes advisors make when planning an exit
• How to think about succession if something happens tomorrow
• The emotional and lifestyle side of stepping away from your firm

This episode is especially valuable for:

• Advisors at wirehouses or broker-dealers
• RIAs thinking about long-term exit strategies
• Advisors nearing retirement
• Anyone who wants more control over their business and future

Tyson also shares insights from his book “Total Succession”, designed to help advisors understand their options and make better decisions without bias.

🎧 Watch now and subscribe to RIA Collective for conversations that help independent advisors grow, adapt, and plan for the future.

🔗 Connect with Tyson Ray

📘 Book: https://totalsuccession.com
💼 LinkedIn: https://www.linkedin.com/in/tysonray/

🔗 Connect with Charlie Van Derven

🌐 Social Advisors: https://www.social-advisors.com
💼 LinkedIn: https://www.linkedin.com/in/charlievanderven/

⏱️ Chapters

00:00 – Why succession matters now more than ever
02:00 – Do you actually own your book?
05:30 – W2 vs 1099 vs RIA explained
09:00 – The S.P.A.C.E. framework
13:00 – Common succession mistakes
17:00 – Planning for the unexpected
19:30 – Lifestyle, legacy, and exit decisions