The Advisor Summit Podcast

Think Bigger, Be Bolder: Unlocking What's Possible with Chris Smith

Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.

In this episode of The Advisor Summit Podcast, Molly Pierce sits down with Chris Smith, founder of PSBLTY, to explore what it really takes for financial advisors to stand out, attract higher-net-worth clients, and build businesses that can grow beyond the founder.

Key Takeaways:
Your Brand Is More Than Your Logo.
A strong brand communicates who you serve, what makes you different, and why clients should choose you. Without clear differentiation, even great advisors can look like everyone else.

Better Sales Skills Lead to Better Client Service.
Advisors don't have to choose between selling and serving. Chris explains how authentic, structured sales conversations can build confidence and help advisors serve more people.

Specificity Creates Opportunities for Growth.
Advisors often say yes to build their businesses, but scaling requires knowing when to say no. Specializing helps firms attract the clients they're best equipped to serve.

There Are Three Ways to Find Your Niche.
Advisors can specialize by client type, financial strategy, or life situation. Finding the right focus doesn't always mean limiting yourself to one profession or demographic.

Great Cultures Are Built Intentionally.
Every firm has a culture, whether intentional or not. Strong leaders document their values, develop other leaders, and create a shared vision that extends beyond themselves.

Timestamps:
00:40 Meet Chris Smith: Moving Financial Advisors Upmarket
01:41 The Three Pillars of Growth: Brand, Sales, and Culture
04:39 Why Financial Advisors Struggle to Differentiate Their Brand
07:19 Why Advisors Need to Get Comfortable With Sales
10:30 The Risk of Looking and Sounding Like Every Other Advisor
15:45 How to Be Bold and Authentic Without Feeling Gimmicky
18:22 Why Sales Scripts Can Actually Create More Freedom
22:21 Finding Your Niche and Learning When to Say No
29:39 Building a Company Culture That Develops Leaders
33:52 Creating a Culture Blueprint Your Team Can Actually Follow

Resources mentioned:
https://psblty.com/

⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports.

⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive.

⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.

Contact us at: [email protected]

Connect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/

The Truth About Allocation Mixes: What Advisors Get Wrong | Erica Pauly, Track That Advisor

Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.

In this episode of The Advisor Summit, Molly speaks with Erica to unpack new research comparing financial advisory firms based on their allocation mix—and some of the findings challenge common assumptions about how these businesses grow.

Key Takeaways:

There is no “best” allocation model. FIA-heavy, AUM-heavy, and blended firms each showed different strengths and weaknesses. Erica’s research didn’t uncover a clear winner—the right model depends on the firm’s philosophy, goals, and approach to serving clients. 

Existing clients are especially important for FIA-heavy firms. FIA-heavy firms generated 42% of new business from existing clients alone, before referrals were even included. That can reduce the number of new first appointments a firm needs—but whether that’s healthy depends on how aggressively the firm wants to grow. 

Referrals can improve your numbers and hide problems. AUM-heavy firms had the highest referral percentage at roughly 30%, contributing to stronger stick and close rates. But referrals can inflate overall performance enough to disguise weaknesses in paid funnels like dinner seminars. 

Cost per client can reveal whether you have a marketing or sales problem. Erica shares TTA benchmarks of roughly $1,000 cost per set and $6,000 cost per client. If leads and appointments are coming in efficiently but cost per client remains high, the problem may be conversion not marketing. 

Tracking data isn't enough, you have to use it. Erica recommends three steps: have the data, understand what it actually means, and then allow it to guide decisions. If reports aren't changing what the business does, simply collecting numbers isn't enough. 

Timestamps:

00:14 – Introducing the allocation mix study
01:14 – FIA-heavy vs. mid-range vs. AUM-heavy firms
03:20 – The biggest myths about different advisor business models
05:02 – The surprising characteristics of AUM-heavy and blended firms
07:19 – Why FIA-heavy firms get 42% of business from existing clients
10:09 – How referrals impact stick rates, close rates, and acquisition costs
12:52 – How to analyze your firm’s data from the top down
15:10 – The troubling trend in live-event conversion rates
18:05 – Cost per set vs. cost per client: marketing problem or sales problem?
24:25 – How advisors should think about choosing an allocation model

Resources:

Track That Advisor Resource Center: https://trackthatadvisor.com/the-10-billion-library/

2026 National Benchmarks: https://drive.google.com/file/d/174Z4rPtO9m6S2X1H8EqBto1urzJia6Sz/view

2026 Benchmarking Guide: https://onedrive.live.com/?id=160E6F8B0BF5957A%21s9656db7defc846f38a8f266e4aa211c3&cid=160E6F8B0BF5957A&redeem=aHR0cHM6Ly8xZHJ2Lm1zL2IvYy8xNjBlNmY4YjBiZjU5NTdhL0lRQjkyMWFXeU9felJvcVBKbTVLb2hIREFhWjJrSEpndGxkVHE2NzV3cVNURzlRP1RlYW1zQ0lEPWIyNTY0ZTkyLWYyNjgtNGYzNS04NTY1LWU0NDk3YjNhNGIzZSZsaW5rT3BlblRpbWU9MTc4NzU4NzA5NTg0Ng&parId=160E6F8B0BF5957A%21sde100f5627ca4627a17fb17c11fb7259&o=OneUp

⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports.

⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive.

⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.

Contact us at: [email protected]

Connect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/

Visually Mapping the Financial Conversation with H. Adam Holt | Track That Advisor

Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.

In this episode of The Advisor Summit, we speak with H. Adam Holt, founder of Asset-Map, to talk about simplifying complex financial lives, creating more meaningful client conversations, and building an advisory experience around what clients actually need.

Key Takeaways:

Simplicity is a competitive advantage. Clients don’t need more information—they need clarity. Adam explains why simplifying complex financial information can help clients better understand their financial lives and make confident decisions.

Technology should elevate the advisor. Technology and AI can organize information and streamline planning, but the advisor still provides the human value: asking better questions, challenging assumptions, and guiding decisions. 

Mentorship can accelerate an advisor’s career. Adam credits mentorship with significantly speeding up his development and encourages newer advisors to learn from experienced professionals, join strong teams, and specialize. 

Scaling requires letting go. Growing Asset-Map required Adam to stop controlling every detail, delegate more effectively, and shift from day-to-day execution into the role of a visionary. 

Generational wealth is a major advisor opportunity. Advisors can create tremendous value by helping clients understand and prepare for their parents’ financial lives, estate plans, and eventual wealth transfer.

Timestamps:

00:32 – From Financial Advisor to Founder of Asset-Map
03:13 – What Asset-Map Is and Why Financial Planning Needs Simplicity
08:15 – Advice for New Financial Advisors: Mentorship, Teams & Specialization
11:16 – Why Simplicity Is a Competitive Advantage 
16:27 – Keeping the Human Advisor Relevant in an AI-Driven World
18:19 – Entrepreneurship, Scaling & Getting Comfortable With Uncertainty
22:38 – Letting Go, Delegating & Becoming the Visionary
24:05 – The Story Behind Rebel Dads
29:24 – Building Community and Accountability for Fathers
36:28 – The Generational Wealth Opportunity Advisors Are Missing

Resources mentioned:

Asset-map: https://www.asset-map.com/

Rebl Dads: https://www.rebldads.com/

Rebl Dads Book: https://www.amazon.com/REBL-Responsible-Entrepreneur-Balanced-Leader/dp/B0H2Q8TPG8/ref=sr_1_1

⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports.

⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive.

⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.

Contact us at: [email protected]

Connect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/

Data-Backed Advisor Industry Benchmarks For Firm Sizes of $1M to $120M+ of New Assets Per Year with Erica Pauly | Track That Advisor

Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.

In this episode, we speak with Erica Pauly to unpack one of the industry's most requested research projects: national benchmark averages broken down by advisory practice size.

Rather than comparing solo advisors to $300M-producing enterprises, Erica reveals what the data actually says about firms at every stage of growth. They explore how marketing funnels evolve, why average case size increases as practices mature, where smaller firms struggle most, and what separates the industry's largest advisory practices from everyone else.

Key Takeaways:
Practice size changes averages—not the fundamentals. While larger firms produce bigger numbers, the underlying business model remains remarkably consistent. Success comes from executing the fundamentals better, not reinventing the business.

Smaller firms struggle most with closing higher-net-worth prospects. The data shows that smaller practices can attract affluent clients but often lack the sales processes and confidence needed to convert them into clients, particularly after dinner seminars.

Marketing should be diversified, not dependent on one source. Healthy practices consistently balance referrals, live events, stable marketing funnels, and room for testing new ideas rather than relying on a single lead source.

The biggest firms simplify instead of chasing trends. Once firms surpass roughly $100–120 million in annual production, their marketing becomes surprisingly traditional—focusing on referrals, radio, workshops, and dinner seminars rather than constantly pursuing new tactics.

Small improvements compound into massive growth. Erica explains her "5% Rule," encouraging advisors to improve one or two key metrics incrementally instead of attempting complete business overhauls.

Timestamps:
0:12 – Why practice-size benchmarks matter for financial advisors
3:50 – The biggest surprises from the benchmark study
7:11 – What a healthy marketing mix looks like at every practice size
11:09 – Why smaller firms struggle with higher-net-worth clients
17:35 – When advisory firms begin operating differently
19:15 – Why average case size increases as firms grow
24:29 – Marketing myths, referrals, and overlooked growth opportunities
31:30 – Building stronger client relationships to attract affluent households
35:59 – The 5% Rule: improving your practice without overhauling everything
39:52 – The three numbers every advisor should benchmark today

Resources mentioned:
Our Resource Center:
https://trackthatadvisor.com/the-10-billion-library/

2026 National Benchmarks: https://drive.google.com/file/d/174Z4rPtO9m6S2X1H8EqBto1urzJia6Sz/view

2026 Benchmarking Guide: https://onedrive.live.com/?id=160E6F8B0BF5957A%21s9656db7defc846f38a8f266e4aa211c3&cid=160E6F8B0BF5957A&redeem=aHR0cHM6Ly8xZHJ2Lm1zL2IvYy8xNjBlNmY4YjBiZjU5NTdhL0lRQjkyMWFXeU9felJvcVBKbTVLb2hIREFhWjJrSEpndGxkVHE2NzV3cVNURzlRP1RlYW1zQ0lEPWIyNTY0ZTkyLWYyNjgtNGYzNS04NTY1LWU0NDk3YjNhNGIzZSZsaW5rT3BlblRpbWU9MTc4NzU4NzA5NTg0Ng&parId=160E6F8B0BF5957A%21sde100f5627ca4627a17fb17c11fb7259&o=OneUp

⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports.

⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive.

⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.

Contact us at: [email protected]

Connect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/

The Advisor Summit Podcast: Build the Best, Not the Biggest: Joe Schmitz on Marketing, Leadership & Scale

Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.

In this episode of The Advisor Summit, we are with Joe Schmitz Jr., CFP®, CKA®, Founder of Peak Retirement Planning, to discuss what it really takes to build a scalable advisory firm. From creating multiple marketing funnels and growing one of the industry's largest YouTube channels to hiring A+ talent and building a culture of excellence, Joe shares the systems, mindset, and leadership principles that have fueled Peak Retirement's rapid growth. 

Key Takeaways:
Marketing is the foundation of growth. Joe explains why Peak Retirement considers itself a marketing business before a financial planning business, arguing that advisors can't serve more people if they don't consistently attract new clients.

The best marketing starts with a clear niche. Rather than trying to appeal to everyone, Joe shares how Peak Retirement intentionally built its brand around serving the "Midwestern Millionaire" and "2% Club." 

Scaling requires systems, patience, and leadership—not shortcuts. From hosting hundreds of educational workshops before launching YouTube to building multiple marketing funnels over time, Joe emphasizes that long-term success comes from consistency, not chasing the latest trend. 

Culture is built by holding high standards. Joe discusses how Peak Retirement hires selectively, coaches constantly, and embraces difficult conversations to maintain excellence. His philosophy is simple: "good enough" isn't good enough if you want to build a truly exceptional advisory firm.

Growth starts with knowing what you actually want. Before focusing on scaling, Joe encourages advisors to ask whether they truly want to lead a larger organization. 

Timestamps:
0:00 Joe's journey and the vision behind Peak Retirement
2:58 Why Peak Retirement is a marketing business first
4:41 The Five Pillars of comprehensive retirement planning
10:01 Scaling beyond referrals and building marketing funnels
15:20 Why Joe believes 90% of advisors shouldn't do YouTube
18:58 Using niche messaging to attract ideal clients
23:45 Evaluating marketing channels and avoiding shiny objects
26:57 Hiring A+ talent and creating a culture of excellence
36:06 Joe's advice for advisors who want to scale
42:03 Final thoughts: Trust the process and stay present

Connect with Joe: 
https://www.linkedin.com/in/joe-schmitz-jr/

Visit Peak Retirement's website:
https://peakretirementplanning.com/

Visit Peak Retirement's YouTube channel:
https://www.youtube.com/@peakretirementplanninginc.

⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports.

⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive.

⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.

Contact us at: [email protected]

Connect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/

The Advisor Summit Podcast: Financial Behavior Specialist Shares Knowledge To Better Communicate with Clients with Ashley Quamme

Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.

In this episode, we're joined by Ashley Quamme, Chief Behavioral Officer and Founder of Beyond the Plan, to explore why emotions, communication, and behavioral psychology are becoming some of the most valuable tools in an advisor's toolkit. Ashley shares how advisors can better understand client behavior, navigate difficult conversations, strengthen client relationships, and ultimately help clients make better financial decisions. 

Key Takeaways:
Financial planning is about people just as much as numbers. Technical expertise is essential, but understanding the emotions, motivations, and behaviors behind financial decisions is what creates lasting client relationships.

Curiosity leads to better conversations. Asking thoughtful, open-ended questions helps advisors uncover the deeper "why" behind a client's goals, fears, and financial decisions, leading to more personalized advice.

Money behaviors are often driven by emotions. What clients say or do on the surface is often only part of the story. Learning to recognize the emotional drivers behind financial behaviors allows advisors to better serve their clients.

Trust is built through communication, not just expertise. Clients want to feel heard and understood before they care about recommendations. Active listening, empathy, and validating concerns are just as important as technical knowledge.

Behavioral skills can be learned and developed. Great communicators aren't born—they're made. Advisors who intentionally improve their communication and behavioral coaching skills can create stronger client relationships and better long-term outcomes.

Timestamps:
0:47 Welcome & Ashley's Background
5:24 From Therapy to Behavioral Finance: Why Understanding People Matters
10:46 Why Retirement and Money Decisions Are Driven by Emotion
14:36 The Iceberg Model: Understanding What Clients Don't Say
20:51 Margaret's Story: Uncovering the Real Reason Behind Financial Decisions
26:06 Better Questions Lead to Better Client Conversations
28:41 Building Trust Through Empathy and Communication
34:16 Behavioral Skills Every Advisor Can Develop
42:41 Beyond the Plan, the Planning & Beyond Podcast, and Ashley's Work
43:41 Final Thoughts & Ashley's Personal Goal

Connect with Ashley:
https://www.linkedin.com/in/ashley-quamme/
https://www.planningandbeyond.com/
https://www.beyondthefp.com/

⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports.

⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive.

⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.

Contact us at: [email protected]

Connect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/

Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/

The Advisor Summit Podcast: America’s Financial Educator Derrick Kinney: The Real Formula for Advisor Growth

Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.

In this episode, Derrick shares why most advisors sound exactly like everyone else, how to uncover the real pain points prospects care about, and the simple messaging framework that's helping advisors attract $3M–$10M prospects. 

From mastering first meetings to building stronger referral relationships, this conversation is packed with practical communication strategies that can transform the way advisors market themselves and grow their businesses.

Key takeaways:
Prospects don't hire advisors because of products, credentials, or services—they hire advisors who understand their biggest fears and challenges. The advisors who win are the ones who can clearly articulate a prospect's pain point before offering a solution.

Saying "I'm a financial advisor" sounds like everyone else. Instead, advisors should describe the specific problem they solve and for whom. The right messaging immediately creates curiosity and opens deeper conversations.

Many advisors constantly change their marketing message. Derrick argues that once you find messaging that resonates, you should repeat it consistently. The most successful advisors say the same thing over and over because it continues to attract the right people.

One of the biggest mistakes advisors make in first meetings is solving the prospect's problem immediately. Instead, advisors should deepen the conversation, uncover the emotional impact, and help prospects fully understand the consequences of inaction before presenting solutions.

People naturally trust specialists more than generalists. Advisors who clearly define their niche, ideal client, and expertise can command higher fees, attract better-fit prospects, and close business more effectively.

Timestamps:
0:00 – Introduction
0:51 – Derrick's journey from overcoming adversity to building a top 1% financial planning firm
4:56 – Why advisors must connect with pain before discussing products or services
8:57 – The messaging mistake keeping advisors from attracting ideal prospects
9:39 – Common misconceptions about working with high-net-worth clients
11:55 – How a 24-year-old advisor landed a client by leveraging her age as a strength
14:09 – Why advisors don't need a complete business overhaul to grow
15:19 – The "quarter-turn" philosophy for sustainable business growth
17:18 – Why repetition is one of the most powerful growth strategies
19:35 – The Five and Five Exercise for identifying ideal clients
22:18 – A simple messaging framework for attracting the right prospects
24:29 – How to slow down and build trust in prospect meetings
26:57 – The most important question to ask in a first meeting
28:49 – Why advisors should stir problems instead of solving them immediately
31:43 – Positioning yourself as a specialist instead of a generalist
35:58 – How to identify where your ideal clients spend their time
37:10 – The power of owning 7–10 seconds when explaining what you do
39:38 – Marketing mistakes advisors make when copying others
40:53 – Building strategic COI relationships that actually generate referrals
43:12 – Why high-touch relationships still outperform high-tech tactics
44:34 – The specific problem Derrick solves for advisors
47:26 – Derrick's personal goal: creating a legacy for his entrepreneurial children
50:14 – Where to connect with Derrick online

Connect with Derrick:
https://www.linkedin.com/in/derrickkinney/
https://www.instagram.com/derrickkinney/
https://www.successforadvisors.com/
https://www.gettheraiseyouwant.com/

⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports.

⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive.

⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.

Contact us at: [email protected]

Connect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/

Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/

The Advisor Summit Podcast: Why Seminar Marketing Still Wins: Data, Discipline & the 6-Event Rule with Greg Bogich

Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.

In this episode, we sit down with Greg Bogich, CEO of AcquireUp, to discuss why seminar marketing continues to be one of the most effective growth channels in financial services and why many advisors struggle to build a repeatable growth engine.

Greg shares insights from thousands of seminar campaigns, explains the power of combining direct mail and digital marketing, and reveals why consistency—not one-off events—is what separates top-performing advisors from everyone else.

Key Takeaways:
Growth comes from systems, not one-off marketing tactics. The most successful advisors treat seminars as a repeatable growth engine rather than isolated events.

Consistency is the biggest predictor of seminar success. AcquireUp sees retention rates above 99% among advisors who complete six seminars because the ROI becomes clear over time.

Direct mail is far from dead. Despite the growth of digital marketing, direct mail response rates have remained remarkably consistent for over 15 years.

The quality of attendees matters more than attendance numbers. Successful advisors focus on asset levels, readiness, age, and ideal client fit—not simply filling seats.

Data should drive every marketing decision. Marketing is a discipline, not a gut feeling. The best advisors test, measure, learn, and continuously optimize.

Timestamps:
00:00 Intro
00:42 Meet Greg Bogich & AcquireUp
02:00 Why most advisors struggle to grow
03:30 The surprising 10% statistic
04:35 What top-performing seminar advisors do differently
06:20 The data advisors should be tracking
08:10 Why direct mail still works
10:05 The ROI behind seminar marketing
12:10 The coming wealth transfer challenge
14:20 Why seminars fail after the room is full
16:35 What makes AcquireUp different
18:35 How many seminars should advisors run?
20:45 The hottest seminar topics today
22:50 The biggest marketing mistake advisors make
25:05 Marketing should be data-driven
26:20 Greg's goals for 2026

Resources Mentioned:
AcquireUp University
An educational training platform that includes:
Seminar presentation training
Opening and closing techniques
Recorded presentations from top-performing seminar presenters
Follow-up best practices

LeadJig
AcquireUp's advisor-facing platform that helps advisors understand who is attending seminars before they present.
https://www.acquireup.com/technology

Connect with Greg:
https://www.linkedin.com/in/gregbogich/

Visit AcquireUp:
https://www.acquireup.com/

⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports.

⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive.

⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.

Contact us at: [email protected]

Connect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/

Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/

The Advisor Summit Podcast: Dinner Seminars Are NOT Dead. We Have The Data To Prove It with Erica Pauly

Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.

In this episode, we speak with Erica Pauly about all things dinner seminars. Dinner seminars are one of the most debated marketing funnels in the financial advisor industry right now.

Some advisors swear they’re outdated. Others claim they don’t work anymore. But according to the latest data from Track That Advisor, dinner seminars are still generating some of the highest-net-worth prospects in the industry — and still account for roughly 13–15% of total new business year after year.

Key Takeaways:

Dinner seminars still work
They continue to generate 13–15% of advisor business and remain a powerful marketing channel in 2026.

Higher-net-worth prospects require longer sales cycles
As average case sizes increase, close rates naturally decline because affluent prospects take more time and trust-building.

Long-term ROI matters more than first-year ROI
Many seminar prospects convert months later, so advisors need to evaluate pipeline growth and year-to-date ROI — not immediate results alone.

The best advisors track the right metrics
Metrics like stick rates, second appointments, cost-per-set, and follow-up consistency matter more than attendance numbers alone.

Personal relationships still outperform automation
AI and automation can improve efficiency, but personalized follow-up remains critical for conversions and long-term client trust.

Timestamps:
01:58 Why dinner seminars still work
03:42 Rising average case sizes
06:52 Why close rates are declining
08:55 Understanding cost per client
10:50 First-year ROI vs year-to-date ROI
14:05 The importance of pending opportunities
15:20 Why tax seminars perform best
16:20 The rise of customized seminar topics
18:34 AI, automation & declining stick rates
22:35 Educational workshops vs dinner seminars
27:00 Key benchmark metrics advisors should track
30:30 Final advice for advisors in 2026

View all our Track That Advisor Resources here:
https://trackthatadvisor.com/resources/client-resources/

⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports.

⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive.

⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.

Contact us at: [email protected]

Connect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/

Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/

The Advisor Summit Podcast: Youtube Expert Shares Secrets for Financial Advisors with Andrew Murdoch

Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.

In this episode, we sit down with Andrew Murdoch, Founder of YT Era, to unpack why YouTube may be one of the most underutilized growth channels for financial advisors.

Key Takeaways:
YouTube is a search engine, not just social media. Andrew explains why advisors should think of YouTube as a long-term authority and discovery platform, not just another social channel.

Topic selection matters most. A strong title and thumbnail can help, but the video topic is what ultimately determines whether the right audience clicks and watches.

Start with a “Start Here” playlist. Advisors can use client questions, prospect conversations, and AI note-taker transcripts to create a short playlist that builds trust before a first meeting.

YouTube strengthens other funnels. Dinner seminars, webinars, referrals, email campaigns, and discovery calls can all become more effective when supported by strategic YouTube content.

Views don’t pay the bills, clients do. Advisors need clear calls to action, whether that’s a webinar registration, lead magnet, or discovery call, to move viewers into a real relationship.

Show Notes & Citations:

• 3% of advisors getting clients from YouTube — Broadridge Financial Solutions survey, 2021
• SEO: $674/client | Radio: $7,855/client | Social media: $11,937/client — Kitces Research, 2019
• 60% of clients over 60 require a referral | 17% of clients under 44 require a referral — Ficomm Partners 2024 Consumer Insights Study, as reported by Wealth Solutions Report (July 2024)
• James Conole / Root Financial ($20K production cost, $120K ad revenue, $120M new AUM, $1.3B AUM) — Kitces Financial Advisor Success Podcast, Episode 445, October 2024
• OneDigital acquisition of PWL Capital (January 2025, $108B AUM firm) — OneDigital official announcement, January 23, 2025

Show Notes Correction: During the episode, Andrew referenced SEO cost per client as “around $300.” The correct figure from Kitces Research is $674 per client for SEO. The $338 figure refers to client referrals. The broader point remains: SEO is still significantly lower than social media’s reported $11,937 cost per client.

Connect with Andrew: https://www.linkedin.com/in/andrewmurdochyt/

YT Era's website: https://ytera.com/

As mentioned in the episode, Andrew is offering listeners access to his Viewer Avatar Template — a resource designed to help financial advisors identify exactly what video topics their audience actually wants and needs. It’s one of the core frameworks his team uses to build effective YouTube strategies for advisors.

Access the Viewer Avatar Template here: https://freetemplate.ytera.com/

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⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.

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Connect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/

Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/