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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Episode 083: This week, Kyle Van Pelt talks with Nate Lenz, Co-Founder and CEO of Concurrent. Nate has more than a decade of experience in the financial industry. His career has focused on supporting financial advisors, empowering them to succeed without the backing of big financial services companies. Nate is a leader for advisors looking to realize their potential as entrepreneurs.

Nate shares Concurrent's key initiatives on building a robust investment team, enhancing technology integrations to make data actionable, and addressing the talent gap in the RIA industry through a centralized wealth advisory services team. Nate also explores the trend of RIAs seeking strategic partnerships while maintaining independence and brand autonomy. 

In this episode:

Key Takeaways

Quotes

"Our best opportunity is to serve the end client and to serve the advisor, so we carry that duty and accountability all the way through." ~ Nate Lenz

"If you're building a lifestyle business, that's great. But recognize that in doing so, your highest and best use is going to be serving your top clients, getting referrals out of those relationships because of what you're delivering, and making sure that you're upholding those service levels, retaining that business, and growing that business." ~ Nate Lenz

"Not all RIAs are created equal. The ones that are investing in people and technology and supporting the advisors affiliated with them are going to continue to grow and scale because they're going to be best equipped to ultimately serve the end client." ~ Nate Lenz

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Episode 082: At Halbert Hargrove, the path to sustainable, long-term success has been shaped by its commitment to developing the next generation of advisors. 

In this episode, Kyle Van Pelt talks with JC Abusaid, CEO and President at Halbert Hargrove, about the company’s generational growth model. JC shares how the firm transitioned from hiring experienced advisors with existing books of business to cultivating homegrown talent through a structured internship and mentorship program. JC also discusses how Halbert Hargrove overcame the stigma of selling and the importance of separating management from client service roles to ensure efficiency and sustainability in a growing firm.

In this episode:

Key Takeaways

Quotes

"A manager can only do so much, but a mentor can have way more personal conversations. They can talk about stuff even from a human resource perspective. That creates a triage where the manager has to deal with what they're measuring and hold people accountable. A mentor plays a critical role in accelerating somebody's progress through the organization." ~ JC Abusaid

"You have to have a philosophy about technology and innovation where you're willing to try things, knowing that you're going to flop. Some stuff is not going to work, and you're going to go through some expensive tryouts. It doesn't matter. You have to keep trying." ~ JC Abusaid

"The industry is becoming more efficient and more aware of how to scale. If you don't figure out how to outsource the stuff that you traditionally have been doing internally, you're going to have big issues in expense structure." ~ JC Abusaid

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Episode 081: The total value of assets under management (AUM) is often used to measure growth in wealth management, but Hoxton Planning & Management takes a different approach. For them, true success is about impact, the number of families they serve and the difference they make in their lives. With a mission to help families find happiness through financial planning and resource management, Hoxton prioritizes meaningful, sustainable growth over chasing numbers.

In this episode, Kyle Van Pelt talks with Rob Hoxton, Founder and Partner of Hoxton Planning & Management, and a 30-year veteran of the financial planning industry. They discuss how Hoxton has nearly doubled in size in the past two years, the role of organic growth and professional referrals, and serving families rather than just managing assets. Rob also talks about the impact of AI on financial planning and the key trends shaping the future of the RIA industry.

In this episode:

Key Takeaways

Quotes

"Our goal is to help families be happier through financial planning and resource management. That's our internal mission, and we're passionate about it." ~ Rob Hoxton

"Chasing the dollar just makes me unhappy. I need something more meaningful than AUM or income." ~ Rob Hoxton

"If we are serving 800 families profitably, the money will be there, and the opportunities for our team will be there. We will grow, and we'll make the difference." ~ Rob Hoxton

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Episode 080: Natalie Wolfsen is the CEO of Orion Advisor Solutions, where she leads the company’s mission to revolutionize wealth management through cutting-edge technology and data-driven solutions. A champion of AI integration and personalized wealth management, Natalie is at the forefront of helping advisors leverage technology to enhance client relationships, streamline operations, and drive industry-wide transformation.

In this episode, Kyle Van Pelt talks with Natalie about Orion’s game-changing partnership with Snowflake, the increasing adoption of AI in wealth management, and how AI-driven tools are revolutionizing advisor productivity. Natalie shares insights from Orion’s latest industry surveys, addressing advisors' biggest tech challenges, integration hurdles, and the growing demand for personalized client experiences. 

In this episode:

Key Takeaways

Quotes

“AI and integrated workflows are actually being used by 68 percent of advisors, according to this year's wealth tech survey, which we just completed. In addition to that, 43 percent of advisors are planning increased AI investments in 2025. So if you’re not using AI, you’re falling behind.” ~ Natalie Wolfsen

“Our new collaboration with Snowflake is going to enhance data access and flexibility for Orion’s clients. It’s the next iteration in allowing advisors to centralize their own information, both structured and unstructured, in one place.” ~ Natalie Wolfsen

“I believe that the biggest opportunities for AI are actually on the productivity side of the equation. The biggest benefit to advisors is bringing together disparate data quickly, accurately, without asking them for too much time.” ~ Natalie Wolfsen

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Episode 079: Adrian Johnstone is the CEO at Practifi, a purpose-built business management platform for RIAs and wealth management firms. With a background in financial services consulting across Australia, New Zealand, and North America, Adrian has extensive experience in regulatory compliance, technology solutions, and scaling advisory businesses. His expertise in leveraging technology to enhance client relationships and streamline operations has positioned Practifi as a leading CRM solution in the industry. 

In this episode, Milemarker CMO and Cofounder Jud Mackrill talks with Adrian about transforming RIAs with purpose-built CRM solutions, and his journey from consulting to building Practifi. They discuss the evolving wealth management landscape, the challenge of balancing software customization with usability, and the future of AI in financial services. Adrian emphasizes the importance of thinking long-term when choosing technology and how RIAs can drive sustainable growth through better client relationships, rather than relying solely on acquisitions or market performance.

In this episode:

Key Takeaways

Quotes

"If you go and engage with the Salesforce development shop on day one, and you don't speak Salesforce and they don't speak RIA, then you are not going to get the thing that you hope will work for you when you turn it on." ~ Adrian Johnstone

"The industry is necessarily headed towards a richer relationship. CRM technology has to move forward in the process. It has moved more into the client engagement and client acquisition space and less into the efficiency and workflow space. It needs to stretch further forward." ~ Adrian Johnstone

"You can't always just acquire your way to growth and just rely on the markets to deliver it. You also need to be able to build solid, sustainable growth organically." ~ Adrian Johnstone

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