Episode 093: Terry Parham Jr is the Co-Founder, Wealth Advisor, CFO, and CCO at Innovative Wealth Building. Terry joined the financial services industry in 2011 and has held positions as a Financial Planner, Corporate Trainer, and District Manager.

This week, Kyle talks with Terry about the power of referrals and how having a structured approach can lead to exponential growth. Terry shares his strategy, which combines confidence and competence to generate consistent client introductions. They also explore how technology transforms client engagement, onboarding, and financial planning.

In this episode:

(00:00) - Intro

(02:19) - Terry's money moment

(04:42) - The role of psychology in Terry's career

(06:01) - Why being an educator is crucial to being a financial advisor

(12:21) - Terry’s strategy for a "one-of-one" client experience

(14:14) - The motivation behind becoming a content creator

(15:54) - The importance of communicating via any medium

(17:51) - Terry's strategies for simplifying financial concepts

(21:24) - How Terry built a referral system from scratch

(27:51) - How technology makes IWB a better firm

(31:06) - The future of financial advice

(33:19) - Terry's Milemarker Minute

Key Takeaways

Confidence and competence play a key role in gaining client referrals.

Asking for referrals in a way that aligns with your personality increases effectiveness.

Creating a streamlined process makes it easy for clients to introduce new prospects.

Leveraging technology enhances efficiency, from onboarding to financial health assessments.

Quotes

"Educating is like teaching someone how to fish so they can feed themselves and their family forever." ~ Terry Parham Jr

"The biggest thing I learned about getting referrals is that you have to provide value." ~ Terry Parham Jr

"By getting referrals from your new clients and then getting referrals from those new clients, you have an unlimited stream of people you can help if you just systematize the process and follow the process." ~ Terry Parham Jr

Links 

Terry Parham Jr on LinkedIn

Innovative Wealth Building

Kitces Marketing Summit

Kennah Parham

Tyler Chavel

Coy Baldwin

Carman Kubanda

Warren Brooks

Jennifer Hill

fpPathfinder

Holistiplan

The American College of Financial Services

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Kyle on LinkedIn

Jud on LinkedIn

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Episode 092: David Hefty is the CEO at Credent Wealth Management, a fast-growing, advisor-owned RIA that has scaled to nearly $3 billion in AUM through a unique blend of organic growth, strategic acquisitions, and succession-focused consulting. With more than 25 years in the financial services industry, David has a deep passion for creating sustainable, client-centric firms built on transparency, operational excellence, and leadership development.

In this episode, Kyle Van Pelt talks with David about the bold moves behind Credent’s explosive growth—from bootstrapping as a young advisor to leading 12 successful acquisitions. David unpacks how his firm scaled to nearly $3B in AUM by focusing on intentional succession planning, centralized operations, and a transparent, advisor-first culture. 

In this episode:

(00:00) - Intro

(02:20) - David's money moment

(04:17) - Founding and growing Credent Wealth Management

(06:28) - Organic growth and creating a raving fan experience

(08:46) - The most common questions advisors ask about acquisitions

(11:28) - Succession-focused TAMP

(17:09) - The realities of running an RIA business

(23:07) - Growing firms that don’t rely solely on the founders

(28:52) - The Credent way of business development

(33:53) - Credent's technology strategy

 (40:28) - David's thoughts about the future of wealth management

(43:32) - David's Milemarker Minute

Key Takeaways

Succession planning must start years in advance. Don’t wait until you’re ready to exit. Successful succession requires years of prep, a thoughtful client transition plan, and a clear structure that preserves the firm’s health and value.

Separate the roles of wealth advisor and wealth manager. Founders often fill both roles, but assuming a service-focused planner can carry the growth mantle after a founder exits is a critical mistake. Long-term growth demands intentional role clarity and accountability.

Organic growth is driven by raving fans, not referrals. Rather than asking clients for referrals, focus on delivering an experience worth sharing. When clients are genuinely enthusiastic, they’ll introduce others—fueling consistent, compounding growth over time.

Quotes

"Credent, being owned by advisors, built by advisors, and for advisors, one of our goals is to be the succession planning firm of choice for advisors." ~ David Hefty

"The idea behind launching a succession planning TAMP is to help those advisors maximize the value of their business. Not only the founder of that cluster of advisors, but every participating advisor can increase and maximize their value." ~ David Hefty

"You don't have to be an expert in financial services. You're an expert in human emotions and behavioral finance. So, as long as you have that natural skillset inside your environment, you can be wildly successful." ~ David Hefty

"A wealth advisor without a wealth manager is not a good business. The best businesses have both." ~ David Hefty

Links 

David Hefty on LinkedIn

Credent Wealth Management

Penny Phillips

Journey Strategic Wealth

Slowing Down to the Speed of Joy

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Milemarker.co

Kyle on LinkedIn

Jud on LinkedIn

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Episode 091: Kailash Duraiswami is the Chief Technology Officer at Milemarker, where he leads the development of data infrastructure and AI-powered solutions for modern advisory firms. With a unique blend of financial expertise and deep technical knowledge, Kailash brings his passion for innovation, data strategy, and scalable technology to help wealth management firms thrive in a multi-platform world.

In this episode, Kyle Van Pelt talks with Kailash about his unconventional path from launching an RIA straight out of college to building tech that transformed data operations for financial firms. They unpack the challenges firms face with fragmented data, the importance of centralized infrastructure, and how AI will reshape wealth management. They discuss why firms need to reclaim ownership of their data, how to avoid becoming an “accidental CTO,” and how Milemarker is building scalable, simplified tech solutions for advisors navigating a multi-platform, AI-enabled world.

In this episode:

Key Takeaways

Quotes

"What we're doing here, as a help to your technology footprint, is enabling you to see and understand your business in ways you've never done before. And that requires very sophisticated technology." ~ Kailash Duraiswami

"You must have your data in one place to really make use of AI because the conclusions that the model can make or the recommendations are all subject to what data is presented to it." ~ Kailash Duraiswami 

"The biggest thing we are making here is building a tool that is advisor-centric and executive-centric. And that means simplicity. Above all, the boldness of what we have here is to do less in an excellent way." ~ Kailash Duraiswami 

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Episode 090: Russ D'Argento serves as Founder & CEO at FINTRX. Prior to founding FINTRX, Russ served as Sr. Consultant of Family Office Marketing and introductions for Windham Capital Group—a 20-year-old consulting firm in the hedge fund space.

In this episode, Milemarker Co-Founder Jud Mackrill talks with Russ about how to make financial data more powerful and strategic. Russ shares the origin story of FINTRX—a platform born from his personal struggle navigating the private wealth market. Host Jud Mackrill and Russ discuss how FinTRX evolved from bootstrapped startup to a data intelligence leader with more than 150 employees. They explore the growing demand for actionable, smart data, the role of AI in modern wealth tech, and how FinTRX helps asset managers, advisors, and fundraisers identify and engage the right prospects. Russ also shares what’s next for the company and how it’s positioning itself at the forefront of the AI-powered wealth transfer wave.

In this episode:

Key Takeaways

Quotes

"There was a gap in the market and what was available, not only the data but also the breadth of the data, the tech, and how that data was delivered." ~ Russ D'Argento

"We want to continue to position ourselves as this wealth transfer happens. We want to continue to position ourselves at the forefront of that private wealth data intelligence market." ~ Russ D'Argento

"All we think about every day when we get to the office is how we can improve, iterate, make this thing better and more powerful, and continue our rapid growth." ~ Russ D'Argento

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Episode 089: Molly Weiss, Group President of Wealth Platforms at Envestnet, is a 20-year financial services veteran who drives Envestnet’s end-to-end technology and solutions ranging from portfolio management, financial planning, performance reporting, and digital account management tools. Over her tenure at Envestnet, she has played a pivotal role in shaping scalable solutions that empower advisors to serve clients more effectively. 

In this episode, Kyle and Molly explore the critical role of configurability in building scalable tech, the evolving landscape of UMA, and how advisors are blending custom portfolio construction with third-party management. Molly shares what’s ahead at Envestnet’s Elevate conference, how AI will empower—not replace—advisors, and why personalization and access to alternatives are shaping the future of wealth management.

In this episode:

Key Takeaways

Quotes

"If everything you do is either about customization or one size has to fit all, you can't scale. But if you think about technology as a really configurable set of capabilities, a firm can grow because as they need more, it's already there. It just needs to be configured." ~ Molly Weiss

"Part of an advisor's job is translating human problems into something that helps solve those problems. And that includes technology that helps the portfolio management process, taxes, performance, and life events that might change all that and throw it all up in the air." ~ Molly Weiss

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Episode 088: This week, Kyle Van Pelt talks with Kristen Oziemkowski, COO at The Mather Group. With a background in economics, Kristen brings deep expertise in operational strategy, M&A integration, and organizational growth. Since joining TMG, she has led the firm through 20 successful acquisitions and helped build a values-driven, process-oriented culture. 

Kyle and Kristen explore what sets TMG apart in the competitive world of wealth management. Kristen reveals how a team-based model, disciplined acquisition strategy, and robust internship pipeline have powered the firm’s consistent growth and five-year run on Barron’s Top 100 list. They also discuss the future of the industry—from data strategy and AI integration to attracting the next generation of advisors. 

In this episode:

Key Takeaways

Quotes

"Wealth management is a unique industry, and we're truly helping people. So, I don't think AI, technology, automation, and all these things becoming the forefront of every industry can replace the human touch." ~ Kristen Oziemkowski

"The biggest value-adding skill I've learned and has become increasingly important throughout my career is networking. It can open doors to opportunities, partnerships, and projects. It helps you exchange ideas and insights and can be an avenue for advice and support, career guidance, and knowledge building." ~ Kristen Oziemkowski

"There's no proxy for building meaningful relationships with people. And you have to be very intentional about going out of your way to network and get to know people." ~ Kristen Oziemkowski

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Episode 087: This week, Kyle Van Pelt talks with Rick Simonetti, CEO and Head of Wealth Planning of Fidelis Capital Partners, to explore what it takes to serve ultra-high-net-worth families with excellence. Rick shares how Fidelis was built on the foundation of faithfulness—delivering on promises through deep collaboration, proactive planning, and personalized service. They discuss the importance of mentorship, family meetings, interdisciplinary teams, and how true success lies in preparing future generations. From structuring internal teams to navigating external partnerships, Rick offers practical wisdom for firms looking to elevate their service model and create lasting impact for their clients.

In this episode:

Key Takeaways

Quotes

"One of the foundational elements of our firm was that we wanted to be faithful to the promise of serving multiple generations." ~ Rick Simonetti

“There's just no better endorsement, nothing more humbling and nothing for which we're more grateful than being able to serve families the way that we do, which results in them being thrilled to the point of saying, ‘Hey, I'm going to entrust someone I care deeply about to you.’” ~ Rick Simonetti

"Nothing replaces sitting with clients and talking through issues, hosting family meetings, having all these questions come up and then figuring out how to explain them in a way that makes the complex simple or understandable." ~ Rick Simonetti

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Episode 086: This week, Kyle Van Pelt talks with Andy Peters, Partner at Goldstein Advisors. Andy's CPA license is a rarity in financial planning, allowing him to lend a unique business and tax focus to his Financial Planner and Partner role at Goldstein. He stewards the Goldstein team, managing operations and setting the firm's overall vision and strategy.

Kyle and Andy discuss the unique path and impressive organic growth of Goldstein Advisors. Andy emphasizes the significance of building genuine client relationships, community involvement, and a relentless focus on client-centric service. He also shares the firm's strategic approach to growth, its commitment to maintaining its culture, and its outlook on the evolving landscape of the financial advisory industry, including the role of AI and the increasing demand for tax expertise.

In this episode:

Quotes

"The connectedness plus the focus on our clients has been our growth engine, and we've never felt the need to go outside of that because we have all the growth we can handle as it is." ~ Andy Peters

"At the end of the day, this is a relationship business. We take care of clients, and clients trust us to take care of them. Technology is important. AI will probably become increasingly important in some ways, but I don't think any of that replaces the need for the personal connection we have with our clients." ~ Andy Peters

"We can't be everything to everyone. If we do that, we're simply going to fail in everything that we try to do. So, we try to stick to those core competencies where we have the deep skill set and where it's not going to be automated away by AI or other types of tech tools." ~ Andy Peters

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Episode 085: This week, Kyle Van Pelt talks with Daniel Spurgeon, Managing Partner at Commonwealth Financial Services. They discuss building a thriving RIA in a small market, how to overcome the challenge of establishing trust as a young advisor, and how focusing on specific niches can fuel dramatic growth. Daniel also shares the journey of Commonwealth Financial Services from its humble beginnings to becoming one of the two fastest-growing firms in West Virginia, along with the technology strategy that helped scale operations and enhance client service.

In this episode:

Key Takeaways

Quotes

"The biggest thing you can do as a young person or just a new person in this industry is to own the fact that you don't have experience but make up for it in a knowledge base." ~ Daniel Spurgeon

"When things are hard in the business, and you're new, and you're not getting clients left and right, the willingness to pick yourself back up and just keep taking the next step forward is paramount because it's not for the weak of heart." ~ Daniel Spurgeon

"People don't care how much you know until they know how much you care. If you're willing to go the extra step and take care of people, even though it may not immediately make a financial difference for you, people remember that." ~ Daniel Spurgeon

"This world's always changing. So you have to be willing to adapt, and technology's an easy way to make things more efficient and scalable." ~ Daniel Spurgeon

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Episode 084: This week, Kyle Van Pelt talks with Kylie Felker, President of Foster Victor Wealth Advisors. Kylie leads the firm's strategic direction and innovation. She and Kyle discuss leadership, growth, and the intentional steps to building a thriving wealth management firm. From creating a strong team culture to designing a client experience that leaves lasting impressions, Kylie shares the challenges and triumphs of establishing a leadership structure, the importance of meaningful client relationships, and how Foster Victor stands out in a competitive industry.

In this episode:

Key Takeaways

Quotes

"There are a lot of people in the industry who are focused on gathering assets. We really wanted to focus on financial planning. We want to build people's life plans." ~ Kylie Felker

"In a world full of people who often underdeliver, we are trying to overdeliver. We're trying to think about the little things, put people first, and build relationships." ~ Kylie Felker

"People don't like to talk about money. But that's changing. There's a desire for people to have conversations with their children and their grandchildren about where they are, how they got there, and what they want that money used for." ~ Kylie Felker

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