Don't Do That

In this episode of Don’t Do That, Kelly sits down with Mike Barrasso and David DeCelle, co-founders of Wealth Reach, to break down how modern advisory firms should think about growth, prospecting, and technology. They explore the shift from passive referrals to proactive, data-driven outreach and why combining intent data with human follow-up is driving real results.The episode features a powerful double “Don’t Do That”: don’t approach growth selfishly - focus on helping more people - and don’t skip the fundamentals by jumping straight into tactics without a plan. The takeaway is clear: sustainable growth comes from strong foundations, clear messaging, and disciplined execution, not shortcuts.Kelly, Mike, & David cover:00:00 Early traction and real results from Wealth Reach users (including a $500K win in week one) 00:48 Introduction to Mike and David and their backgrounds 02:53 Why Wealth Reach was built: “people in motion” vs. “money in motion” 05:43 How website visitor identification and intent data work together 08:59 Early results and what’s driving success 10:14 Why phone outreach still wins when paired with digital 11:17 The power of intent data in modern marketing 13:11 The sales infrastructure gap in advisory firms 14:21 How larger firms are building outbound teams 17:12 Don’t Do That #1: Don’t approach growth selfishly 20:59 Don’t Do That #2: Don’t skip planning or try to do everything at once 22:25 Reframing growth around serving clients 25:58 Why starting in the middle of the funnel fails 27:16 Building a full funnel before scaling tactics 30:34 Final takeaway: fundamentals first, then scaleAbout Our Guests:David DeCelle is the Co-Founder of WealthReach and CEO of Model FA. David also co-authored Organic Growth Revolution with Dan Allison.Mike Barrasso is the Co-Founder and CEO of WealthReach, an AI-powered organic growth platform purpose-built for RIAs and wealth management firms.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

In this thoughtful and insight-packed episode of Don’t Do That, Kelly sits down with Mike Betz, Director of Strategic Partnerships at Nitrogen, for a wide-ranging conversation on wealth tech evolution, advisor workflows, AI, and one of the most common (and costly) mistakes professionals make: overcomplicating what should be simple.Kelly and Mike cover:00:56 Mike’s background across advisory firms and wealth tech platforms03:14 Why every wealth management firm is now, in effect, a technology firm04:00 Where firms get tech right (and wrong): solving for experience vs. forcing tools into the business04:44 The shift back toward fewer, more integrated platforms06:38 The emerging divide between large aggregators and mid-sized firms07:36 How point solutions are evolving into platform features09:04 How AI is reshaping advisor workflows (before, during, and after meetings)09:28 “Reinventing the interface”: moving from clicking to instructing09:53 Challenges firms face adopting AI, especially around security and compliance10:31 Nitrogen’s approach to AI integration and the introduction of “Nucleus”11:12 What AI should—and should not—do for advisors12:07 The growing need for flexibility and interoperability across tools13:12 Why note-taking AI has become a “can’t live without it” technology17:17 The episode’s core mistake: confusing complexity for value18:15 The Mark Twain principle: if you didn’t have time to simplify, you made it too long19:07 Dog sledding analogy: why the simplest systems are often the most sophisticated22:13 “Bottom Line Up Front” (BLUF): why executives value clarity over detail25:24 Decision-making styles and balancing speed vs. thoroughness27:02 Why business rewards clarity, not length (despite what school teaches)29:25 The “shoebox principle”: organizing complexity creates immediate value31:25 Silent expectations vs. delight: why fundamentals matter more than extras33:35 Final takeaway: do the simple things extraordinarily well before chasing complexityAbout Our Guest:Mike Betz is the Strategic Relationships Director at Nitrogen, where he oversees many of the company's largest and most complex relationships. With more than 20 years in WealthTech, Mike has built, broken away, and scaled RIAs, helped launch several startups, and has worked in, at, and alongside some of the industry's largest technology platforms. His career spanning both sides of the WealthTech ecosystem gives him a rare perspective on how technology, advisory operations, and customer experience actually intersect. He holds an MBA, the CFPⓇ designation, and is a UW-Madison grad, where he pole vaulted for the Badgers. Mike lives in Minnesota with his wife Meagan and their three rescue dogs.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

In this candid and fast-moving episode of Don’t Do That, Kelly sits down with Chuck Failla, Founder and CEO of Sovereign Financial Group, for a conversation about growth, operational scale, advisor support, marketing, and the technology decisions that can make or break a firm.Kelly and Chuck cover:01:01 Chuck shares Sovereign’s growth from a $100M lifestyle practice to a $1.2B firm02:23 Building the platform Chuck always wished existed as an advisor03:04 Why Chuck is committed to cash-flow-based planning over probability models04:04 Leaving the broker-dealer model to build a more customized RIA platform06:16 The catalyst that turned Sovereign into a growth engine07:34 Marketing limits in legacy affiliation models and why centralized support matters09:28 Sovereign’s “support as a service” and à la carte advisor platform10:45 Why centralized marketing outperforms fragmented advisor-by-advisor efforts12:11 Advisor optionality: incubator support and back-office-only models12:42 Why firms underestimate marketing in M&A and growth planning13:13 The math of marketing spend vs. buying books of business15:00 Buying leads vs. building your own brand and acquisition engine16:10 Sovereign’s strategy of acquiring accounting firms for growth and retention18:44 DIY trends, AI, and why clients still want trusted human advice20:50 Why investment selection alone no longer justifies advisor fees21:10 The future of integrated wealth, tax, and estate services22:41 Chuck’s “Don’t Do That” mistake: choosing tech based on a promised roadmap24:30 The real cost of bad vendor decisions: exits, migrations, and wasted time25:18 Why advisors must read terms of service, not just contracts27:16 When it may make sense to buy based on roadmap promises28:15 AI in wealth tech and why advisors using AI will outpace those who don’t30:04 Chuck’s view on advisor productivity: if advisors do admin work, something is broken32:07 Final takeaway: don’t anchor your firm to technology that can’t meet today’s needsAbout Our Guest:Chuck has been a financial advisor for more than 25 years. He started in the early 90s as a "cold calling cowboy" in NYC selling individual stocks. As he built his book, he always planned to go independent and did so in 1999 by opening an independent branch of Raymond James Financial. At that time, Chuck earned his CFP® designation and transitioned from individual stock picking to financial planning and asset allocating using mutual funds and SMAs. Chuck's practice evolved into what is today Sovereign Financial Group, Inc., an SEC registered RIA. With offices and advisors in the Northeast, Florida, and Colorado, Sovereign is one of the fastest growing RIAs in the country. Chuck is also the Dire📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

In this energizing and forward-looking episode of Don't Do That, Kelly Waltrich sits down with Reed Colley, President of Technology at Orion, for a conversation about where the advisory industry is heading and what it takes to stay ahead of the curve.The heart of the episode, though, focuses on something more fundamental: the advisor-client relationship. Reed argues that AI should not replace the human elements of advice; instead, it should eliminate the noise so advisors can focus on what clients hired them to do. His "Don't Do That" lesson cuts straight to it: stop treating the most repetitive, time-consuming parts of your workflow as inevitable, and stop ignoring the tools that can free you up to do the work only you can do.Kelly and Reed cover:00:51 The origin of Summit and the vision behind it 02:46 Why the advisor-client relationship is the only metric that matters 05:55 What it feels like to lead tech innovation during an AI revolution 06:20 How AI is enabling leapfrog innovation at Orion 09:21 Denali: Building an LLM-agnostic, enterprise-grade AI platform 12:43 Orion's client base and earning the right to serve them 14:07 The Web 2.0 parallel and what this moment really means 17:46 How AI is changing Orion's internal teams 18:14 Growth mindset vs. fixed mindset in a solutions revolution 21:03 How team workflows are transforming in real time 24:00 What this moment means for the next generation 27:20 Orion Ascent preview 30:31 Reed’s Don't do That: Stop ignoring what AI can take off your plate 32:29 Don't automate the human out of your practiceAbout Our Guest:Reed Colley joined Orion in January 2025 as President of Orion Advisor Technology following Orion’s acquisition of Summit Wealth Systems. As co-founder and CEO of Summit, Reed recognized the need to humanize wealth management by creating a modern, digital and mobile experience for advisors and their clients. Prior to Summit, Reed founded and served as CEO of Black Diamond Performance Reporting. He also founded calendar analytics platform Copilot, Do Something Great Today, and FlightPath Inc. Reed holds a Bachelor of Science with degrees in Engineering and Economics from Vanderbilt University, where he was a starting pitcher on the baseball team.Disclaimer: Outputs generated by Orion Denali AI should be reviewed for accuracy and appropriateness by financial professionals in all cases.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

In this powerful and deeply human episode of Don’t Do That, Kelly Waltrich sits down with history-making Broadway star Sandra Joseph to explore the pressure of performing at the highest level—and the dangerous temptation to hide behind perfection.Sandra holds the record as the longest-running leading lady in The Phantom of the Opera, spending more than a decade in one of the most demanding roles in theater history. But at the pinnacle of her career, on the night Phantom became the longest-running show on Broadway, Sandra found herself staring at the fire escape outside her dressing room, wanting to run.That moment sparked a deeper reckoning: If success doesn’t silence self-doubt, what will?Since leaving the stage, Sandra has built a second career as a keynote speaker and author of Unmasking What Matters, bringing hard-earned lessons about vulnerability, burnout, imposter syndrome, and authenticity to leaders across industries - including financial services. Together, Kelly and Sandra unpack what it really takes to perform at a high level for the long haul, why perfection is a mask that blocks connection, and how leaders can better connect the head and the heart in their work.This episode is a masterclass in authenticity, emotional connection, and sustainable success - for advisors, executives, entrepreneurs, and anyone who has ever felt the pressure to get it “right.”About Our Guest:Sandra Joseph is a history-making Broadway star, a #1 international Amazon bestselling author, and a TEDx and keynote speaker. Her legendary run as Christine Daaé in The Phantom of the Opera spanned ten years and over 1,500 performances. She holds the record as the longest-running leading lady in the longest-running Broadway show of all time. Sandra has appeared on many national broadcasts including The Oprah Winfrey Show, CNN, The Today Show, Dateline, The Early Show, The View, and Oprah: Where Are They Now? Sandra is a member of The Transformational Leadership Council, an invitation-only group of 125 top thought leaders. Among the luminaries who endorse her work are Jack Canfield, Mark Nepo, Martha Beck, Marci Shimoff, and Geneen Roth. Sandra is the author of Unmasking What Matters: 10 Life Lessons from 10 Years on Broadway. She is also the co-author, with five-time New York Times best-selling author Caroline Myss, of Your Creative Soul: Expressing Your Authentic Voice.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

In this thoughtful and energizing episode of Don’t Do That, Kelly Waltrich sits down with Bonnie Treichel, Chief Solutions Officer at Endeavor Retirement and Endeavor Law, to explore why retirement planning—and entrepreneurship—should never follow rigid, one-size-fits-all rules.Bonnie shares her path as a multi-business founder serving financial advisors in the retirement plan and wealth management space, including why she chose the title “Chief Solutions Officer,” how listening to clients led to launching a second business, and where advisors continue to misstep around compliance, ERISA, and participant communication.The conversation centers on Bonnie’s upcoming book, Your Retirement Sketchbook (co-authored with Jamie Hopkins), which reframes retirement as a flexible, evolving journey shaped by personal values, emotions, and life transitions—not just spreadsheets. Together, Kelly and Bonnie discuss how advisors can better support clients through both the financial and human sides of retirement, the power of “what-if” planning, and why failure has been one of Bonnie’s greatest teachers.About Our Guest:Bonnie Treichel is the Founder and Chief Solutions Officer of Endeavor Retirement, a consulting firm that helps plan sponsors, advisors, and service providers solve complex challenges in the retirement plan industry. Drawing on her background as both an ERISA attorney and advisor, Bonnie delivers practical governance and compliance solutions for the day-to-day realities of running successful retirement plans.Bonnie is also a Partner at Endeavor Law, where she advises financial services firms on retirement plan-related documentation, regulation, compliance, and litigation. A recognized thought leader in retirement plan governance, she has been featured in The Wall Street Journal, InvestmentNews, PlanAdviser, 401(k) Specialist, Ignites, NAPA Net Daily, and the Journal of Pension Benefits.Her accolades include InvestmentNews 40 Under 40 (2023), the ABA’s On the Rise – Top 40 Young Lawyers Award (2022), and NAPA Top Influencers (2024, 2025). Bonnie is an active member of the American Retirement Association and the American Bar Association’s Tax Division, serves on RISA’s advisory board, and is a board member of the FinServ Foundation. Outside of work, she enjoys traveling, running, biking, spending time with her golden retrievers, Sadie and Sunny, and volunteering with Make-A-Wish.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

In this inspiring and heartfelt episode of Don’t Do That, Kelly Waltrich sits down with Matt Schulte, the longtime head of financial planning at eMoney Advisor, who recently retired after 25 remarkable years. Together, they explore what it takes to build a world-class financial planning platform, the power of advisor-driven innovation, and why staying close to your clients is the ultimate competitive advantage.Kelly and Matt cover:00:00 Don’t Stop Listening to Your Clients00:45 Meet Matt Schulte, Head of Financial Planning at eMoney Advisor01:17 Early Days at eMoney: From Minnesota to Philadelphia04:06 Startup Life and Learning from Ebbs and Flows06:39 Timing, Opportunity, and Taking the Leap08:19 Balancing Passionate Founders and Steady Execution12:50 Pioneering Interactive Client Planning16:11 The Role of Advisory Boards in Shaping eMoney18:19 Work Hard, Play Hard: Culture and Fun at eMoney20:30 Emotional Reflections on Retirement27:09 Building the University Program and Fostering Financial Planning Education31:04 The Future of Planning and AI as an Advisor Partner38:14 Don’t Stop Doing Discovery on Your Clients41:54 Advisor Co-Creation and Building Meaningful Integrations47:58 The Gravitational Pull: Why eMoney Was a Life’s Work51:16 Closing Thoughts and Final ReflectionsAbout Our Guest:Matthew Schulte was Head of Financial Planning at eMoney Advisor and a member of the company’s executive leadership team, where he helped guide the strategic direction of the organization. A founding employee of eMoney Advisor, Schulte spent 25 years playing a central role in defining and evolving the firm’s market-leading financial planning platform. He has worked extensively with firms and enterprise clients on platform implementation, adoption, and best practices, helping advisors deliver more comprehensive, client-centered planning.With 30 years of experience in the financial services industry, Schulte brings deep expertise across financial planning strategy, advisor workflows, and technology-enabled advice. Prior to joining eMoney Advisor, he served as an Advanced Marketing Consultant at Prudential Securities, focusing on insurance and estate planning across the Northeast. Schulte holds a bachelor’s degree from the University of Minnesota, an MBA from the University of St. Thomas with a concentration in financial services, and the CFP®, CLU®, and ChFC® professional designations.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

In this candid and deeply thoughtful episode of Don’t Do That, Kelly Waltrich sits down with Dani Fava, Chief Strategy Officer at Carson Group, to unpack leadership, AI, career growth, and one of the most common (and dangerous) professional traps: building your identity around being needed.Dani shares how Carson is using AI to radically increase advisor capacity, why data infrastructure is the real foundation of innovation, and what it actually takes to build a scalable, valuable firm. But the heart of the conversation lands on Dani’s powerful “Don’t Do That” lesson - why being indispensable can limit your growth, burn you out, and destroy enterprise value, and why true leaders focus on becoming valuable, not needed.Kelly and Dani cover:00:00 Don’t Build Your Identity Around Being Needed00:51 Meet Dani Fava, Chief Strategy Officer at Carson Group01:56 How Carson Is Becoming an AI-Native Organization02:47 Creating Advisor Capacity Through AI04:35 How AI Expands Advisor Capacity and Enterprise Value06:07 Dani’s Early Vision for AI in Financial Services08:26 Why AI Adoption Is Accelerating Now09:30 Why This Tech Wave Is Different11:38 What It Takes to Build AI Capabilities13:40 Data Ownership as the AI Differentiator15:15 Looking Outside Financial Services for Innovation17:32 AI’s Role in Compliance and Risk19:56 The Premise of “Don’t Do That”20:29 Don’t Build Your Identity Around Being Needed21:59 Why Being Needed Is a Leadership Trap23:37 Becoming a Multiplier, Not a Bottleneck25:15 Trust, Failure, and Leadership Culture29:33 Building Enterprise Value Without Being the Product31:53 Leadership, Parenting, and Letting Go35:15 Final Takeaways on Value and GrowthAbout Our Guest:Dani Fava serves the pivotal role of Chief Strategy Officer at Carson Group, wielding over two decades of experience in wealth management to drive our strategic direction. Charged with enhancing the client experience through differentiated products and services, Dani's leadership is instrumental in shaping innovative growth strategies and advancing the industry on financial advice and the use of AI. Before joining Carson Group, Dani held influential positions at Envestnet and TD Ameritrade, where she spearheaded initiatives such as digital onboarding, strategic partnerships, and AI integration. Dani's contributions include the development of advisor technologies like iRebal and the Model Market Center, reflecting her commitment to empowering advisors with cutting-edge tools and insights. Her impact and forward-thinking vision earned her a spot on FinTech Magazine's Top 100 Women in FinTech (2021), InvestmentNews' Women to Watch (2020), and ThinkAdvisor's 2020 IA25, underscoring her status as a trailblazer in wealth management innovation. In addition to her professional achieveme📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

In this candid, hilarious, and deeply insightful episode of Don’t Do That, Kelly Waltrich turns the microphone on longtime friend and industry creative force Matt Ackermann. Known for asking the questions, Matt opens up about his unconventional career path - from financial journalism and multimedia storytelling to shaping brand, culture, and content inside one of the fastest-growing RIAs in the industry.At its core, this conversation is about ownership: owning your enthusiasm, owning your growth, and owning the need for people who can protect you from yourself. If you’re in financial services - or any industry craving more creativity, humanity, and joy - this one’s for you.00:00 – Opening reflections: risk-taking, curiosity, loving what you do, and the show’s no-fluff philosophy00:01:43 – Matt Ackermann: career origin story, journalism, InvestmentNews, Practice Makeover, and the pivot to RIAs00:04:18 – Career inflection points: impact, culture, trust, leadership, and finding the right home00:08:09 – Creativity at work: the “10% rule,” bold ideas, annual meeting experiences, and financial literacy for kids00:11:28 – Storytelling in financial services: trade media fatigue, Secret Life of Advisors, authentic advisor stories00:16:03 – Behind-the-scenes chaos: houseboats, flyboarding, job satisfaction, and bringing the right energy00:19:56 – People and connections: redefining value, seeking joy, favorite interviews, trust, and authenticity00:24:05 – Helping advisors shine: concierge-level creativity, compliance collaboration, and creative momentum00:29:31 – Creativity vs. corporate policy: expense reports, protecting yourself from yourself, and unchecked excitement00:36:32 – Planning and reflections: rallying for creativity in 2026, balancing ideas with outcomes, and closing thoughtsAbout Our Guest:Matt supports the firm’s growth by creating content that enlightens, informs, and entertains. He is passionate about shining a spotlight on the incredible advisors and thought leaders at Integrated Partners and enjoys leveraging blogs, podcasts, and multimedia to showcase the firm’s talent. He has always believed he has a fun job wherever he goes, spending his career coloring inside - and at times outside - the lines to create compelling content. Through strong storytelling, Matt helps show and tell the impactful work advisors are doing from coast to coast.He has spent the past 20 years working for leading wealth management media outlets, producing content that stands apart. Before joining Integrated Partners in 2020, he served as Director of Multimedia at InvestmentNews, where he earned 15 ASPBE awards for digital content creation. His work included Practice Makeover, a reality series focused on helping financial advisors jumpstart their businesses, and a documentary on impact investing that debuted at the United Nati📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

In this powerful and wildly insightful episode, Kelly Waltrich sits down with Jack Devine, former CIA spymaster, intelligence expert, and the man who helped shape some of the most pivotal moments in modern geopolitical history. Jack opens up about the guardrails of intelligence work, the chaos of today’s global landscape, how wealth managers can navigate uncertainty, and why, despite everything, he believes we are heading toward a more stable world.He also shares stories from the field, what Hollywood gets wrong, what it gets surprisingly right, and the one operation he’s most proud of (hint: it changed the direction of the Cold War). And yes… we even find out how he feels about Jack Bauer.Connect with Kelly Waltrich:LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.lyConnect with Jack Devine:LinkedIn: Jack DevineWebsite: https://thearkingroup.com/About Our Guest:Jack Devine, founder and chairman of The Arkin Group, is a 32-year veteran of the Central Intelligence Agency (CIA) where he served as both Acting Director and Associate Director of the CIA’s operations outside the United States as well as chief of the Latin American Division, the head of CIA’s Counternarcotics Center and the head of CIA’s Afghan Task Force. He was awarded the CIA’s Meritorious Officer Award for this accomplishment and is the recipient of the Agency’s Distinguished Intelligence Medal and several meritorious awards. Jack has written widely on intelligence including his two books, Spymaster’s Prism: The Fight Against Russian Aggression and Good Hunting: An American Spymaster’s Story, along with Op-Ed articles for The Washington Post, The Wall Street Journal and The Financial Times. He has also made guest appearances on CBS, NBC, MSNBC, Fox News, and Bloomberg News, and is frequently called-upon to share his opinion on myriad geopolitical events.  Jack is a member of the Council on Foreign Relations.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

What happens when you inflate your firm's numbers in a press release? Jimmy Moock, Managing Partner at StreetCred, has a simple answer: reporters will check, you'll get caught, and the damage will spread fast. In this episode, Jimmy and host Kelly Waltrich cut through the noise to reveal what actually makes news in financial services and what should stay in the drafts folder.Kelly and Jimmy cover:00:00 – How Kelly and Jimmy met during their Orion days 01:32 – The client-PR dynamic 04:36 – The Fosberry Flop: Eric Clark's thought leadership genius 08:38 – Has fintech innovation news been replaced by M&A headlines? 11:35 – AI fatigue: Are reporters over it or just more skeptical? 14:47 – What people think is news (but isn't)15:13 – New hire announcements: When they matter and when they don't 19:41 – Being first vs. being an option in enterprise deals 21:14 – Event announcements: User conferences vs. trade shows 24:25 – Dropping news at events and fighting for attention 27:32 – Jimmy's personal "Don't Do That": The Wu-Tang Clan email incident 31:29 – The big Don't Do That: Never lie or inflate numbers to reporters 33:32 – Why the ADV is easily checked and credibility is everything 35:17 – Kelly's reminder: The world is too small for even little lies 36:26 – Jimmy's final advice: What to look for in a PR firm 37:57 – The power of great PR and marketing working togetherAbout Our Guest Legend has it that during Jimmy’s public relations internship during the summer of 1998 he landed a client on CNBC’s “Power Lunch” during his first week on the job. He spent the following six years in the fast-paced, high energy, creative New York City public relations environment where he worked closely with numerous C-level executives on their business communications initiatives. Clients ranged from Fortune 500 conglomerates to dotcom start-ups that focused on everything from consumer finance to broadcast television cameras to content delivery. He even launched one of the first DVD recorders in case anyone still uses one of those. For each client, Jimmy was responsible for publicizing multiple launches, product lines or service offerings while also aiding in the overall enhancement of his clients’ communications needs and objectives.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

What happens when talented advisors spend significant money on marketing but see little to no results? For Lara Galloway, Head of Growth at Elevation Point, the culprit is a common misconception: mistaking activity for strategy. Volume won't fix a lack of vision, and good intentions paired with tactical execution but no underlying plan leave money on the table.In this episode, Lara and host Kelly Waltrich explore how RIAs can build intentional growth strategies that actually move the needle. They discuss why so many firms invest heavily in marketing without clear goals, how to identify your ideal client before you pick your channels, and why rallying the whole team around a shared vision makes more of a difference than hiring the fanciest agency.Kelly and Lara cover:00:00 – Lara’s journey to Elevation Point and her intentional next move01:35 – What Elevation Point does: taking minority stakes in RIAs to fuel growth04:00 – Choosing the right leader and cultural fit07:58 – Two leadership types: those who support vs. those who grow advisors08:53 – Lara’s process: business planning, marketing consulting, accountability10:48 – Why many firms don’t know what they’re working toward11:38 – The “top 15 clients” exercise: ideal client profiling13:07 – Why “What’s your unique value prop?” is the wrong question14:21 – Helping firms articulate what they actually do best16:24 – When firms get most excited: clear goals + 12-month activity plan19:32 – What’s working: brand alignment and leveraging natural skill sets21:32 – Preparing for 2026: FAQ content + LLM optimization24:20 – Why metrics, dashboards, and accountability matter25:06 – Lara’s “Don’t Do That”: Activity ≠ strategy. Volume won’t fix vision.29:32 – Real examples: $50K+ marketing spend with no segmentation or results32:35 – The baseline activity every firm needs—even on small budgets33:21 – The “LinkedIn Five and Five”: five things, five minutes daily40:45 – Identifying good-fit clients: collaborators vs. hands-off types44:44 – The moral tug-of-war between what clients want vs. need46:07 – Final advice: do an end-of-year audit of what’s workingAbout Our Guest:Lara Galloway is the Head of Growth at Elevation Point, where she helps elite independent RIAs design and execute tailored growth strategies. Many of the firms she works with are former wirehouse advisors and top producers who’ve gone independent to build the firms they’ve always envisioned. Others are established RIAs seeking to break through growth plateaus. Lara combines coaching, consulting, and marketing expertise to help them scale intentionally while maintaining their independence.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

What's the career mistake that can derail your confidence, drain your energy, and impact every area of your life? For Graham Thomas, Chief Revenue Officer at The Compound Media, it's falling in love with a job before asking the hard questions.In this episode, host Kelly Waltrich sits down with her friend and industry peer Graham to discuss the evolution of digital media, the power of relationship building, and the lessons learned from career missteps. They explore what makes Compound Media unique, from the genuine personalities behind the shows to the disciplined content creation process and why most RIAs shouldn't try to replicate it.Kelly and Graham cover:00:00 – Introduction to Graham Thomas and Compound Media02:07 – The evolution from financial advisor to media sales leader03:41 – How Graham rode the wave of digital transformation in B2B media06:47 – The challenge of sales leadership in the modern digital marketing era07:46 – Why people want to interact with personalities, not brands09:11 – The disciplined content creation process behind Compound's success12:07 – The reality of podcast production and why 90% fail13:21 – The importance of helping people find the right roles15:50 – Being respectful to younger professionals and the changing guard17:07 – Dealing with rude clients and setting boundaries19:41 – Why most RIAs shouldn't try to replicate Compound Media21:33 – The genuine personalities and truth that drive viewer loyalty24:15 – Finding a niche and starting slow with content25:00 – The trap of thinking your financial planning process is differentiating26:29 – How AI content is polluting major financial sites28:47 – Graham's "Don't Do That": Don't fall in love with a job before doing your due diligence30:31 – The importance of asking the right questions during interviews35:00 – Graham's personal story: leaving a great job for a bad fit36:04 – Having a panic attack during a sales pitch and what it taught him38:08 – The "hug your company" era and appreciating what you have39:12 – Using Glassdoor, LinkedIn, and other tools for due diligence40:00 – Why skill test checks matter when hiring marketers42:12 – Questions to ask: understanding day-to-day expectations and past performance43:43 – Being transparent about the hard parts of a role46:41 – Why you'll only truly love a small percentage of jobs in your lifeAbout Our Guest:Graham Thomas is the Chief Revenue Officer for The Compound Media Inc. With 25 years of sales experience, he has held leadership positions in Media, Data and Software, mostly in the B2B space. He currently lives in Chicago with his wife, 2 daughters, a dog and a cat.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

What does it take to build a platform that attracts entrepreneurial advisors while simultaneously making strategic acquisitions that most firms wouldn't even consider?In this episode, host Kelly Waltrich sits down with Nate Lenz, CEO and Co-Founder of Concurrent, to discuss scaling with purpose, avoiding the trap of busyness, and why the best growth strategies often come from solving problems you see right in front of you.Nate shares Concurrent’s unconventional path, from launching a minority equity investment program to acquiring a $10B retirement plan consulting business to targeting platform consolidation as their next major play. He reveals how his college football days shaped his leadership philosophy, why he'd rather his team work five productive hours than 80 busy ones, and how "speaking things into fruition" has become a secret weapon for execution.Kelly and Nate cover:00:01 – The non-linear reality of entrepreneurship + Concurrent’s momentum 01:47 – What makes Concurrent different 03:30 – Advisor centricity & celebrating independence in a consolidating industry 07:19 – Why the pendulum swung: aging demographics, mainstream PE & strategic FOMO 09:12 – How discipline + growth-mode bias protect returns 11:30 – Strategic logic behind acquiring Next Retirement Solutions 14:23 – Why firms should pursue creative acquisitions beyond AUM roll-ups 15:41 – Next play: targeting RIAs supporting 10–50 advisors needing scale 16:02 – How to identify true growth-mode firms beyond financials 18:33 – What drives organic growth: niche focus, not “anyone with $2M” 20:40 – Creating content that shows who you really serve 22:13 – Nate’s “Don’t Do That”: never mistake activity for achievement (wisdom from college football coach & John Wooden) 24:06 – Building a culture rejecting the “cult of busy” and focusing on outcomes 25:35 – The quarterly exercise: what’s the one thing that moves the needle? 26:30 – Don’t let perfect block good: launching Wealth Select + iterating on feedback 28:32 – Speaking solutions into existence: how socializing ideas drives innovation 31:09 – Framework for imperfect launches: define problem, incorporate authorship, iterate 36:48 – Kelly’s reminder: write down your goal and look at it daily 37:02 – Nate’s office philosophy: “No window is safe” when you need a whiteboardAbout Our Guest: Nate Lenz, CEO & Co-Founder, ConcurrentNate Lenz is the Co-Founder and CEO of Concurrent, bringing nearly 2 decades of experience in financial services and a singular focus on empowering advisors to have a meaningful impact on those they serve.  📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

What’s the one operational mistake that can quietly erode margins and stall growth? For Matt Sonnen, COO of Coldstream Wealth Management and creator of The COO Society, it’s misinterpreting fiduciary duty, a trap that leads RIAs to overserve clients at the expense of profitability.In this episode, host Kelly Waltrich sits down with Matt to unpack lessons from his career as a COO and consultant to advisory firms. They dive into the realities of running a scalable, profitable RIA, from client segmentation and cost-to-serve to building processes before buying technology to managing change through mergers and acquisitions.Drawing on years of experience helping firms standardize operations, Matt shares why profitability should matter just as much as growth, how COOs can earn buy-in from advisors, and why the emotional side of M&A often gets overlooked. Most importantly, he reframes fiduciary duty for modern firms: putting clients first doesn’t mean giving away every premium service to every client. It means eliminating conflicts, being transparent, and protecting the long-term health of both the client and the firm.This conversation is filled with practical insights for leaders who want to scale without losing control of their operations, profitability, or culture.Kelly and Matt cover:00:00 – The COO’s role in driving communication and alignment02:15 – Why profitability matters more than revenue growth05:32 – Fidelity’s $9,222 “cost to serve” benchmark and what it means for segmentation08:47 – How overserving small accounts can erode margins and capacity12:05 – Why process must come before technology investments15:42 – Common operational gaps exposed in M&A integrations19:30 – Standardizing systems vs. flexibility in planning tools22:18 – Managing the emotional side of selling a firm25:54 – Building guardrails around advisor pricing and discounting28:36 – Reframing fiduciary duty: eliminating conflicts, not overserving30:12 – Matt’s “Don’t Do That”: Don’t misinterpret your fiduciary responsibility32:40 – Final advice on scaling profitably without sacrificing client experienceAbout Our Guest:Matt Sonnen has over 25 years of experience in the financial services industry. As Chief Operating Officer, Matt manages all aspects of Coldstream’s operational platforms to identify opportunities to scale and systematize processes ensuring capacity for the firm’s continued growth. In addition, Matt will also oversee the firm’s Information Technology, Performance Reporting, Client Service, and CRM efforts.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

What does it really take to succeed in financial services—and in life? On this episode of Don’t Do That, Kelly Waltrich welcomes Ryan Marcus, Chief Business & Engagement Officer at Binah Capital Group, a financial services enterprise empowering RIAs and independent wealth managers.Ryan’s journey is anything but linear: from professional baseball, to launching a corporate travel business, to building firms alongside industry leaders like Brian Hamburger. His story proves that grit, perseverance, and genuine relationships outweigh any credential on paper. Today, Ryan is channeling his passion into transforming wealth management through Binah's RIA network while also championing underserved communities, including neurodivergent individuals who deserve tailored financial literacy and planning resources.This conversation dives deep into why relationships—not résumés—drive success, how RIAs can stand out in a crowded marketplace, and why the best leaders create non-negotiables that protect their purpose. If you’ve ever wondered how to turn authenticity into your greatest business advantage, this is an episode you won’t want to miss.Kelly and Ryan cover:00:00 – Intros, false starts, and why the third recording is the charm01:10 – What Binah Capital Group does and how Ryan helps drive transformation03:20 – Why RIAs need enterprise-level resources to compete and grow06:45 – Lessons from MarketCounsel and mentorship under Brian Hamburger08:55 – From pro baseball to financial services: Ryan’s winding career path14:43 – Will Binah host a flagship industry conference? (Spoiler: yes)15:40 – Why grit matters more than degrees—and how to spot it in hiring19:48 – The generational tug-of-war over work ethic and immediate gratification21:40 – Bed-making, chores, and what actually predicts future success25:30 – The underserved neurodivergent community and $5T wealth transfer29:51 – Why RIAs should build practices around passion, not just AUM33:02 – Creating non-negotiables: Ryan’s personal rule for every year ahead34:36 – Ryan’s Don’t Do That: Don’t burn bridges—relationships are everything37:46 – How authenticity and empathy turn connections into opportunities41:26 – Why caring when there’s nothing to gain is the ultimate differentiatorAbout Our Guest:Ryan Marcus is the Chief Business & Engagement Officer at Binah Capital Group, where he leads growth, engagement, and transformation for a network of 2,000 advisors and 500 RIAs representing over $300B in client assets. His unconventional career began on the pitcher’s mound before detouring through the corporate travel industry, financial advisory, and ultimately two decades helping RIAs thrive.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

What happens when marketing generates hundreds of leads but conversion rates stay stubbornly low?In this episode, Kelly Waltrich sits down with Michelle Winkles, Partner and Chief Marketing Officer at Mission Wealth, to dive into the messy reality of digital marketing for RIAs. From her seat overseeing marketing for a national firm with $14 billion in AUM and 200+ team members, Michelle has learned what it really takes to make digital lead generation work.This isn't your typical "how to get more leads" conversation. Michelle shares why she believes the biggest mistake firms make is treating marketing and sales as separate functions, especially when it comes to digital leads that require a completely different approach than referrals or COI introductions.Kelly and Michelle cover:00:01 – The reality check: everyone is struggling with digital lead conversion04:59 – Why digital leads are different beasts that need different treatment06:26 – The unicorn role: finding a business development advisor who understands both marketing and sales07:43 – Kelly's agency reality check: why most digital marketing proposals miss the mark11:49 – Staying ahead of AI tools and martech evolution14:31 – Key tips for firms just starting their digital journey16:50 – Michelle’s "Don't Do That": stop running marketing without sales alignment18:25 – Why a booked intro isn't actually success if it doesn't convert20:00 – Rebuilding funnels and focusing on middle and bottom conversion21:15 – Answer Engine Optimization (AEO) and the future of search23:44 – Creating SLAs between marketing and sales teams26:53 – Making marketing budget a shared responsibility29:22 – Speed to lead and meeting prospects where they are32:17 – Setting realistic expectations and why digital isn't an overnight solution35:00 – Using data to diagnose funnel drop-off points36:02 – What to do with leads that don't meet minimums38:20 – Join the CMO Collective for more conversations like thisConnect with Michelle Winkles:LinkedIn: Michelle WinklesMission WealthAbout Our Guest:Michelle Winkles is a marketing and sales leader specializing in financial services. She builds systems that drive measurable outcomes from digital lead acquisition, bridges marketing and sales processes, and ensures leads are properly followed up and converted. Michelle’s expertise spans CRM systems, automation, dashboards, engagement programs, and advisor training — all focused on turning digital interest into meaningful client relationships.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Host Kelly Waltrich sits down with her longtime friend and industry icon Patti Brennan, CEO of Key Financial, to talk about leadership, culture, growth, and why clarity about the future of your business is non-negotiable.Patti shares her remarkable journey from ICU nurse to building a nationally recognized wealth management firm with over $2.7B in AUM, and the lessons that shaped her along the way—from serving on the pioneering eMoney Advisor board, to steering her team through the 2008 financial crisis, to creating a culture where love, laughter, and accountability fuel long-term success.Kelly and Patti cover:00:00 – Patti’s accolades, eMoney Advisor days, and the value of advisory boards03:12 – From ICU nurse to financial advisor: compassion, empathy, and holistic planning07:17 – The future of financial advice: wellness, behavior, and being more than a pie chart08:56 – Raising the next generation: Patti’s children entering the industry10:24 – Preparing for the future of financial services and client expectations11:40 – Leading through the financial crisis: doubling down on clients and emerging stronger14:22 – Building culture: why Key Financial chose in-office collaboration16:47 – Fun at work, team diversity, and creating unconditional love in the workplace18:25 – Eliminating toxicity quickly and protecting team morale20:50 – Big goals ahead: Patti’s “5 in 5” vision—$5B AUM in five years22:49 – Patti’s “Don’t Do That”: stop kidding yourself about succession and leadership transition24:44 – Building clarity: appointing a successor, informing the team, and writing to clients27:25 – Lessons from CEPA (Certified Exit Planning Advisor) training and the “four Cs” of transferable business value29:48 – The three legs of the stool: personal, business, and financial readiness for succession33:18 – Why this isn’t about retirement, but about managing a business that can thrive without you35:38 – Making a promise to clients: ensuring continuity and care for generations36:48 – What’s in it for you: why succession planning can accelerate firm growth37:17 – Why most business owners regret selling—and how to avoid that fate39:13 – Final takeaway: don’t kid yourself, face the inevitable, and prepare your business for long-term successAbout Our Guest: Patti Brennan, CFP®, CFS®, CTSTM, CEPA®, CEO of Key Financial, Inc. From ICU nurse to nationally-ranked financial advisor, Amazon best-selling author, and host of "The Patti Brennan Show" podcast—Patti Brennan's career path has been anything but conventional. Over 30 years ago, Patti broke the ranks and created a unique financial advisory model—one that integrates wisdom and compassion with deep thinking and proactive service. What started as a bold vision in her laundry room has transformed into something that's caught the attention of many throughout th📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

What’s the one trait that can make or break your growth journey? For Joe Steuter, Partner at Intention.ly, it’s resourcefulness — and he’s learned it from a lifetime of solving problems, starting with early mornings on a dairy farm in Nebraska.In this episode, host Kelly Waltrich sits down in-person with her friend and business partner to unpack the lessons from 20+ years in financial services, including how to communicate with intention, stand out in a sea of sameness, and hire marketers who can actually deliver results.From growing Carson Group from $800M to $42B AUM, to helping dozens of RIAs and fintech firms clarify their vision, Joe shares why internal alignment is just as important as external marketing — and why you should never show up with a problem without also bringing a potential solution.This conversation is packed with insights on leadership, messaging, resilience, and building teams that can weather the ups and downs of business growth.Kelly and Joe cover:00:00 – Growing up on a farm, work ethic, and early career friendship with Kelly02:50 – Lessons from scaling Carson Group from $800M to $42B06:45 – Why experience matters when choosing strategic partners08:56 – Common growth challenges RIAs and fintechs face12:15 – The role of marketing partners as strategic guides14:45 – Resilience and resourcefulness from farm life to boardrooms20:03 – Cutting through the “sea of sameness” in messaging26:24 – Why differentiation starts with knowing your audience deeply29:17 – Embracing iteration and change in brand development33:06 – Company vision planning: balancing direction with flexibility38:09 – Hiring landmines and finding marketers who can actually execute44:19 – Two actionable tips for hiring marketers who deliver ROI48:50 – Aligning marketing leadership with executive expectations49:54 – Joe’s “Don’t Do That”: Don’t knock on the door without a key53:42 – Bringing solutions, not just problems, to your team57:21 – Why the hardest challenges are often the most meaningfulAbout Our Guest:Joe Steuter is Partner and Chief of Client Strategy at Intention.ly, where he helps RIAs, fintech firms, and financial services companies transform their marketing into a true driver of strategic growth.With more than two decades in the industry, Joe is a master communicator and strategist, having played a pivotal role in scaling Carson Group from a single-office, $800M RIA to a $42B national powerhouse with over 175 locations. His career has been defined by a commitment to aligning teams around a clear vision, crafting differentiated messaging, and building resilient growth strategies that work in the real world.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Are you chasing marketing metrics but still feeling disconnected from your audience? On this episode of Don't Do That, Kelly Waltrich welcomes Mark Forman, CMO of Optifino, a company rooted in one simple but transformative concept: truly knowing your audience through genuine human connection. Mark shares how his journey from poetry major to marketing leader taught him that the best marketers combine technical expertise with deep empathy for the humans they serve.This conversation explores why marketers, firm leaders, and founders should ditch assumptions about their audience and instead build real understanding through direct conversation. From the challenges of hiring in the AI age to the irreplaceable value of face-to-face research, this is a masterclass in building marketing that actually connects.Kelly and Mark cover:00:00 – Introductions and Mark's mouth-taping breathing experiment01:33 – From poetry major to "accidental marketer": How creative writing shaped Mark's approach03:30 – Building marketing from scratch and learning to be a team of one04:45 – What OptiFino does: AI-powered insurance marketplace solving legacy system problems07:55 – The dicey landscape of hiring great marketers and what separates good from bad08:52 – Why creativity + technical skills + independence = marketing success10:59 – Why startup experience trumps large corporate backgrounds for marketing roles13:01 – Generational differences in technology adoption and the AI dependency trap15:18 – "Machine beats man, but man and machine beat machine" - the future of AI-human partnership18:00 – How empathy becomes your superpower in an automated world20:26 – Why life insurance finally has a marketplace (and why it took so long)22:40 – The "TAMP of insurance" concept and serving ultra-high net worth clients25:04 – The opportunity for RIAs and hybrid advisors in life insurance planning27:44 – Mark’s Don't Do That: Don't ignore your audience or assume you know them28:29 – The arrogance trap: When experience makes you stop listening31:27 – HubSpot's masterclass in audience understanding (Kelly's career-changing story)34:02 – Companies doing audience research right: Josh Brown and storytelling that connects36:50 – Why face-to-face conversations beat all digital research methods37:01 – Mark's marathon: 25 advisor interviews in 36 hours that changed everything39:24 – How user stories completely transformed OptiFino's messaging strategy41:42 – The "bionic" approach to AI 43:25 – The real difference between being known and being worth knowing your audienceConnect with Mark FormanLinkedIn: Mark FormanWebsite: Optifino📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

What if the secret to success isn't what you should do, but what you absolutely shouldn't?What do brilliant jerks, head trash, and the "parent thing" have in common? They're all career killers that successful leaders have learned to avoid—the hard way.Kelly Waltrich curates the most eye-opening "Don't Do That" moments from 20+ industry titans who've made every mistake so you don't have to. This isn't your typical highlight reel—it's a rapid-fire collection of expensive lessons learned, toxic patterns exposed, and blind spots revealed.In just 21 minutes, you'll get decades of collective wisdom from leaders who've scaled companies, survived failures, and discovered what actually moves the needle. These aren't theoretical concepts—they're battle-tested insights from the trenches of real business, distilled into the exact moments that changed everything for these executives.Featured wisdom covers:Why brilliant jerks are organizational poison (and how to spot them)The dangerous allure of inorganic growth over organic foundationsHow collecting "head trash" sabotages your leadershipWhy the best idea doesn't always winThe critical difference between being known and being worth knowing00:44 Adam Holt, Asset-Map  01:41 Eric Clarke, Orion  02:32 Ainslie Simmonds, BNY Pershing  03:16 Chris Schembra, 7:47  03:54 David Wood, Gateway Financial Partners  04:37 Billy Hopkins, Silver Oak Securities  05:08 John Wernz, Great Hill Partners  06:07 Marwa Zakharia, MZ Global Consulting  06:55 Heather Fortner, SignatureFD  08:00 Jason Mirabella, Intention.ly  08:44 Randy Lambert, Intention.ly  09:17 Jack Sharry, SEI LifeYield  10:01 Brian Portnoy, Shaping Wealth  10:44 Penny Phillips, Journey Strategic Wealth  11:55 Chris Shuba, Helios  13:19 Sara Baker, Allworth Financial  14:05 Joel Bruckenstein, T3  14:53 Mark Gilbert, Zocks  15:50 Jamie Hopkins, WSFS Bank  16:39 Jason Early, RISR  17:45 Adrian Johnstone, Practifi  18:48 Molly McClure, Intelliflo  📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Are you chasing achievement but still feeling disconnected?On this episode of Don’t Do That, Kelly Waltrich welcomes Chris Schembra, founder of 7:47, a company rooted in one simple but transformative concept: human connection through gratitude. Chris shares how a bowl of pasta and one powerful question sparked a global movement bringing people together in meaningful ways.This conversation explores how marketers, leaders, and founders can ditch performative storytelling and instead build real community, uncover deeper “whys,” and lead with vulnerability. From emotional intelligence to overcoming burnout, this is a masterclass in building purpose-driven connections.Kelly and Chris cover:00:00 – What is 7:47 and how pasta sparked a movement01:15 – From Broadway dreams to disillusionment and disconnection03:30 – Loneliness, gratitude, and the birth of the first 7:47 dinner06:45 – The life-changing question: “Who have you not thanked?”10:00 – Kelly opens up about the unspoken support of her husband, Steve18:00 – How brands uncover their “why” through story, not pitch22:00 – Why community > content in the age of AI24:00 – The three-act framework for building connection31:00 – How to AI-proof your career: EQ, conflict resolution, and relationships38:00 – “Man in the Hole”: Why your toughest moments create your best stories45:00 – The real difference between being known and being worth knowingConnect with Chris SchembraLinkedIn: Chris SchembraWebsite: Chris SchembraAbout Our Guest:Chris Schembra is a Wall Street Journal bestselling author, keynote speaker, and one of the leading voices on the power of gratitude and human connection in the workplace.In a world where over half the workforce feels lonely and nearly 8 out of 10 people are disengaged at work, Chris offers a radical but refreshingly simple idea: the key to thriving isn’t pushing people harder, it’s helping them feel seen, appreciated, and connected.He’s the creator of the 7:47 Gratitude Experience™, a framework used by hundreds of companies like Google, Microsoft, IBM, Dell, Citi, and even the U.S. Navy to build trust, deepen relationships, and create cultures of belonging. Over the past decade, Chris has facilitated more than 750 transformative experiences, helping thousands of professionals slow down, reconnect, and rediscover what truly matters.Known as “The Gratitude Guru” by USA Today, Chris is also the author of Gratitude and Pasta and Gratitude Through Hard Time📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Are you beating yourself up over work-life balance every single week?On this episode of Don't Do That, Kelly Waltrich sits down with Sara Baker, Head of M&A at Allworth, for a candid conversation about leadership, career pivots, and redefining balance. With a background that spans corporate law, financial services, and M&A, Sara shares her unique perspective on navigating growth, both professional and personal.Kelly and Sara cover:00:00 Introductions and Sara’s new role at Allworth01:00 How a career in law led to a passion for solving business problems03:00 The explosion of M&A activity and what’s changed in the advisory space06:30 The future of advisory firms: Integration, tech, and client segmentation08:50 AI’s potential and its actual role in wealth management12:00 The lonely reality of leadership and why community matters14:00 How Sara connects with founders making their biggest business decision17:50 Why client experience is still the ultimate differentiator20:15 Sara’s personal “Don’t Do That” — stop judging your success in short-term increments23:00 Making peace with trade-offs and the myth of daily balance30:00 How AI is making Sara both a better leader and more efficient33:00 Being a working mom: hard conversations, real lessons, and giving yourself grace41:00 The power of knowing your gifts, your heroes, and giving yourself space to growConnect with Sara BakerLinkedIn: Sara BakerLinkedIn: Allworth FinancialAllworth FinancialAbout Our Guest:Sara Baker is the Executive Vice President of Mergers & Acquisitions for Allworth Financial. With deep expertise in advisor growth strategies, practice management, and mergers and acquisitions, she leads the firm’s partnership strategy—driving scalable, sustainable growth with a focus on cultural alignment and operational excellence.Prior to Allworth, Sara served as president of Triad Wealth where she was responsible for setting the firm’s long-term vision. She also previously held high-ranking roles at Edleman Financial Engines, most recently serving as the VP of Advanced Planning where she built out the firm’s tax preparation and planning offering. Prior to that, she served as Senior Vice President, Wealth Management and Strategy Counsel at Mariner Wealth Advisors and was responsible for national partnership growth. Given this extensive background, Sara is also a recognized thought leader in the wealth management space and a frequent speaker at leading industry conferences nationwide.Sara started her career📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Are you compromising your company's vision to avoid difficult conversations?On this episode of Don't Do That, Kelly Waltrich sits down with Chris Schuba, CEO and Founder of Helios, for an honest discussion about the challenges of maintaining your entrepreneurial vision while building a team. Chris shares his unique approach to "insourcing" investment management for financial advisors, the dramatic origin story behind his company name (involving a near-death experience at sea), and his biggest leadership lesson learned the hard way. From the importance of loving problems over solutions to the reality of entrepreneurial struggles, this conversation digs deep into what it really takes to stay true to your vision while growing a business.Kelly and Chris cover:00:01 Introductions and Chris's confusion about the day00:37 Chris introduces himself and Helios’s role as an outsourced/insourced CIO01:40 Who Helios works with and what makes them unique02:49 Importance of communication support for advisors03:18 Helios’s three-pillar approach to helping advisors04:53 Marketing battle: "Outsourced" vs "Insourced" CIO06:07 Clever resume marketing tactic at conferences08:38 The wild origin story of Helios (Costa Rica + boat breakdown)10:55 Chris’s “Don’t Do That” – don’t abandon your vision to keep the peace12:48 Loving problems vs. loving solutions15:15 Kelly’s struggle balancing vision with feedback17:15 Fear of losing key people when defending vision18:57 Using “why” questions to separate feedback from noise21:24 Bootstrapped vs. well-funded company challenges22:35 Vision-setting without rigid 10-year plans24:28 Building a cause-driven, problem-solving culture27:24 Tactical ways to consistently share purpose30:49 Jensen Huang quote on the reality of entrepreneurshipConnect with Chris ShubaLinkedIn: Chris ShubaLinkedIn: HeliosHelios Quantitative ResearchAbout Our Guest:Chris Shuba is an innovator, experienced analyst, and the founder of Helios Qualitative, LLC. After spending the majority of his career helping financial advisors navigate market volatility, Chris wanted to create a technology- enabled service that could help advisors communicate with their clients and manage their assets in the digital space. Based on a pressure-tested, research- backed, and statistically relevant approach to investment management, Chris founded Helios in 2016 to help advisors, practice owners, and investment committees increase scale and efficiency. He wanted to help them communicate with confidence by providing investment support and research, model design, portfolio📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Are you letting everyone else's opinions shape your decisions? On this episode of Don't Do That, Kelly Waltrich sits down with Penny Phillips, Founder of Journey Strategic Wealth, for a brutally honest conversation about entrepreneurship, motherhood, and building a financial advisory firm. Fresh off maternity leave with a three-month-old, Penny shares her unfiltered thoughts on the evolving financial services landscape, the challenges of being a woman in leadership, and why listening to too many opinions can derail your success. From the irony of independent advisors rolling up to PE-backed firms to the importance of trusting your instincts over external noise, this conversation doesn't hold back on the messy realities of modern-day business leadership.Kelly and Penny cover: 00:00 Introductions and Penny’s return to work after having a baby01:30 The productivity boost of new parents and Parkinson’s Law03:09 Penny’s background coaching advisors and her founder journey05:31 Launching Journey East to give advisors “the best of all worlds”06:34 Industry irony: Independent advisors rolling into big firms08:28 Why ex-independents leading mega firms might be the answer10:26 Journey’s mission: Lifestyle practices that scale like enterprises12:30 The model: Back/middle office infra + coaching13:47 Would she recommend the industry to her daughter?15:55 Critique of women’s conferences and prepping women for real challenges18:14 Penny’s “Don’t Do That”: Don’t listen to too many people20:13 Her story: How seeking too many opinions crushed her confidence22:11 Telling real feedback from noise24:44 Be obsessed with the problem, not the solution25:52 The reality of PE money in wealth management26:30 Smart vs. sloppy acquisitions27:00 Final thoughts: Trust your instincts and form your own viewsConnect with Penny PhillipsLinkedIn: Penny PhillipsLinkedIn: JourneyStrategicWealthJourneyStrategicWealthAbout Our Guest:Penny Phillips has spent most of her career coaching and consulting financial advisors and institutions. She is the co-founder and President of Journey Strategic Wealth, a Registered Investment Adviser built for advisors seeking independence and hands-on practice management support. Prior to founding Journey, Penny founded Thrivos Consulting, a practice management coaching company. She has worked in various leadership positions across the financial services industry and has authored multiple practice management training programs focused on helping financial advisors build better businesses and prepare for the next generation of wealth holders. 📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Are you walking around with a bag full of other people's opinions about who you should be?On this episode of Don't Do That, Kelly Waltrich sits down with Heather Fortner, CEO of SignatureFD, for a refreshingly honest conversation about authenticity, leadership, and the messy reality of balancing it all. Heather shares her journey from trying to be everything to everyone to embracing her quirky, authentic self, and why that shift has made all the difference in her leadership and life. Kelly and Heather cover:01:07 The evolution of SignatureFD's "Net Worthwhile" messaging and philosophy03:09 Heather's approach to authentic social media and family storytelling06:36 How showing up in the hard moments defines leadership08:21 The importance of speaking truth with love09:50 Why this business comes down to hiring people you relate to10:58 Heather's philosophy on marketing patience and long-term investment12:00 The "fail fast, pivot fast" approach to business experiments14:52 Why marketing is always the first thing cut (and why it shouldn't be)16:10 The importance of being accountable to growth metrics17:31 Building true marketing funnels and infrastructure in wealth management18:45 Learning from industries outside professional services19:56 Heather's powerful "Don't Do That" - don't pick up other people's trash22:25 How to distinguish between valuable feedback and head trash24:08 The importance of being "inwardly sound" and knowing yourself25:06 Using trusted advisors to reality-check feedback26:32 The "moat" concept: Controlling what gets across your emotional drawbridge30:47 How men and women handle criticism differently32:50 The moment Heather realized she needed to model better self-talk for her daughter35:00 Real examples of industry trash that successful leaders face36:33 Why we're all taking off the orange vest and putting down the trash pickerConnect with Kelly Waltrich: LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.lyConnect with Heather FortnerLinkedIn: Heather FortnerLinkedIn: SignatureFDSignatureFDAbout Our Guest:Heather is the Chief Executive Officer and Chair of the Board of SignatureFD, an integrated and comprehensive wealth management firm with offices in Atlanta, Georgia and Charlotte, North Carolina, recently📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Is benchmarking your business by the "industry average" holding you back? In this episode of Don't Do That, Kelly Waltrich sits down with Jamie Hopkins, Chief Wealth Officer at WSFS Bank, to discuss leadership, talent development, and why average benchmarks might be limiting your growth potential. Jamie shares his experience transitioning from frequent travel to a more balanced life, his work with the FinServ Foundation helping young professionals enter the financial industry, and why he believes comparing yourself to averages is a recipe for mediocrity. Throughout their conversation, Kelly and Jamie explore the changing landscape of advisor talent, the return of sales training in financial services, and how to build a team passionate about “running through walls” for your business.Kelly and Jamie cover:01:28 Introduction to WSFS and Jamie's role as Chief Wealth Officer 03:11 How a question from Jamie's son changed his career trajectory 04:01 Kelly's similar "wake-up call" about work-life balance 05:18 The FinServ Foundation's mission to help new professionals succeed 06:04 The troubling statistic: 80% of advisors drop out of the industry by year five 09:07 Why "Eat What You Kill" business models create burnout 10:20 The missing piece in financial education: sales training 10:50 Why advisors struggle to convert digital leads 12:10 Jamie's social media signature style: using handwritten cards in videos 14:00 WSFS's "wealth as a service" expansion plans |20:54 Jamie's "Don't Do That": Stop comparing yourself to averages 24:56 Why average benchmarks don't work for individual businesses 26:23 Rallying your team around being the best 29:57 Finding team members who truly buy into your vision 33:37 Navigating leadership in a post-COVID world 34:35 The importance of adaptability in modern teams 36:13 Finding people willing to "run through walls" for your businessConnect with Kelly Waltrich: LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.lyConnect with Jamie HopkinsLinkedIn: Jamie HopkinsLinkedIn: WSFS BankLinkedIn: FinServ FoundationAbout Our Guest Jamie P. Hopkins has extensive wealth management experience, bringing innovative thinking, transformative leadership, and a strong reputation for fostering Client relationships. He oversees the 📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Are you creating a culture where your team feels comfortable giving you honest feedback?As a seasoned Turnaround and Growth CEO, Marwa leads organizations through pivotal stages of their development across various industries, with a specialization in financial services and technology. Marwa’s approach combines deep operational insight with innovative strategies, empowering teams to execute on a clear vision while tackling complex market dynamics, particularly in the fast-evolving fintech space.Kelly and Marwa cover:01:22 Marwa's background as a "business nerd" 02:52 Her diverse industry experience and people-first leadership 04:05 How they met through Assetbook's marketing needs 04:46 Working with a spouse 09:53 Why women should accept credit and celebrate wins 12:06 Why it's often easier to take criticism than praise 13:04 Culture vs. perks in the workplace 14:28 Building genuine open-door policies and feedback culture 15:14 The importance of client appreciation 16:56 Leadership’s role in protecting teams 17:55 Spot bonuses and employee recognition 19:21 Recognition's impact on culture 21:25 Marwa’s venture “Forked Up” helping small restaurants 25:57 Marwa’s “Don’t Do That” – don’t be the smartest in your echo chamber 27:55 Creating safe spaces for honest feedback 29:07 Bringing solutions, not just problems 31:21 Assuming positive intent in tough conversations 33:07 Advice for leaders lacking feedback-friendly cultures 34:33 Marwa’s love for her bold career journeyConnect with Kelly Waltrich: LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.lyConnect with Marwa ZakhariaLinkedIn: Marwa ZakhariaAbout Our Guest:As a seasoned Turnaround and Growth CEO, Marwa leads organizations through pivotal stages of their development across various industries, with a specialization in financial services and technology. Whether revitalizing underperforming operations or driving scalable, sustainable growth, she has a proven track record of navigating challenges and identifying key opportunities for expansion. Marwa’s approach combines deep operational insight with innovative strategies, empowering teams to execute on a clear vision while tackling complex market dynamics, particularly in the fast-evolving fintech space.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Are you trying to build your advisory business without the right support systems?In this episode of Don't Do That, David Wood, Chief Visionary Officer at Gateway Financial, joins Kelly Waltrich to discuss why advisors shouldn't go it alone in today's changing financial services landscape, particularly as scale becomes increasingly important for success.During the episode, David highlights the impact of implementing the Entrepreneurial Operating System (EOS) at his firm, shares his perspective on firm culture amid industry consolidation, and explains why advisors need partners to thrive in a rapidly evolving environment with unprecedented opportunity.Kelly and David cover:00:23 David’s role as Chief Visionary Officer and implementing EOS at Gateway01:13 Why EOS is gaining traction in financial services03:25 How culture drives Gateway’s success and M&A strategy05:04 The thought behind Gateway’s office design and environment07:34 Why cultural fit is key in acquisitions11:33 How the broker-dealer and advisor landscape is shifting13:41 What makes an advisor a fit for Gateway Financial15:44 The financial services community’s supportive nature16:57 David’s “Don’t Do That” – don’t go it alone today19:09 How independence is evolving for financial advisors23:38 David’s take on consolidation and the industry’s future25:38 How AI will change—but not replace—advisory firms27:24 The 4 areas advisors need most help with: marketing, ops, tech, and leadership31:57 Why there’s more opportunity than ever amid changeConnect with Kelly Waltrich: LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.lyConnect with David WoodLinkedIn: David WoodLinkedIn: Gateway Financial PartnersWebsite: Gateway Financial PartnersAbout Our Guest:David Wood, a pioneer in the financial services industry, established Gateway Financial Partners in 1994, which he continues to steer as the Chief Visionary Officer. Wood’s experience spans across several decades, marking him as a leader, an accomplished entrepreneur, and an influential figure in the financial landscape. He possesses an innate ability to identify growth opportunities and is committed to delivering innovative strategies that elevate the success of independent practices.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Do you trust the experts you hired?In this episode of Don't Do That, Kelly Waltrich is joined by Molly McClure, Head of North America Marketing at intelliflo. Molly shares her experience building intelliflo's U.S. marketing presence from the ground up, the importance of balancing creativity with data-driven results, and why events like Future Proof Festival are game-changers for financial services branding. Molly's "Don't Do That" message: Stop hiring experts and then not trusting them to do what they do best.Kelly and Molly discuss:00:56 Molly's background and nearly 20 years in marketing 02:38 An overview of intelliflo and its expansion from the UK to the US market 07:12 The importance of marketing creativity alongside metrics and data 09:00 Molly's experience launching the intelliflo brand at Future Proof Festival 13:46 The unique branding opportunities at outdoor industry events vs. traditional conferences15:15 intelliflo's creative surfboard simulator booth experience 17:17 The critical balance between brand building and lead generation 21:25 Molly's "Don't Do That": Don't hire experts and then micromanage them 23:00 The organizational imbalances that lead to micromanagement 25:07 How marketing often loses its creative spark when overly managed 27:54 Why marketing is often a thankless position despite driving success 30:30 How job candidates can assess a company's management style before joining 34:10 The importance of earning trust and autonomy as a new team member36:35 The power of bringing solutions, not just problems, to leadershipConnect with Kelly Waltrich: LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.lyConnect with Molly McClureLinkedIn: Molly McClureLinkedIn: intellifloWebsite: intellifloAbout Our Guest:Molly McClure, Head of US Marketing for intelliflo, Invesco's financial advice software division, brings nearly two decades of marketing leadership experience in financial services and technology to her role. With an MBA from Michigan State University and a bachelor's from Wake Forest University, McClure has leveraged her education and expertise to drive remarkable growth.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Are you listening to understand, or just listening to respond?In this episode of Don't Do That, Kelly Waltrich is joined by Jack Sharry, who shares his journey from LifeYield to Managing Director at SEI following their December acquisition. Jack discusses his excitement about building the industry's first full Unified Managed Household (UMH) platform, reveals the philosophy behind his book on authentic and ethical persuasion, and explains why truly listening is one of the most powerful skills anyone can develop.Kelly and Jack discuss:01:20 Jack's journey from corporate life to entrepreneurship with LifeYield03:25 The December 2024 acquisition of LifeYield by SEI05:41 Jack's passion for teaching and making a difference beyond business10:52 The power of UMH (Unified Managed Household) to improve financial outcomes by a third13:18 Jack's personal experience with financial planning and what matters most14:23 What made the SEI acquisition work well - a thoughtful, disciplined approach18:26 Jack's "Don't Do That" - stop waiting for your turn to talk and start truly listening19:21 The "Trust Triangle" concept: authenticity, empathy, and narrative26:04 The challenge of slowing down to focus in a busy world31:19 Jack's four-point approach to meaningful conversations: location, vocation, relation, and recreation32:16 How Jack learned to listen better - a homework assignment that changed his approachResourcesKnow The Score: An Independent Validation Of SEI LifeYield By E&YConnect with Kelly Waltrich: LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.lyConnect with Jack SharryLinkedIn: Jack SharryWebsite: SEIWealthtech On DeckAbout Our Guest:In Jack’s distinguished financial services career, he has been a fierce advocate for innovations in product development, technology, marketing and financial advice to lift clients' interests and retirement security and enable advisors and firms to maximize organic growth.Jack hosts a highly popular B2B podcast, WealthTech on Deck, where he explores the confluence of digital and human advice with industry leaders. He writes frequently for Financial Advisor magazine on industry trends. And his book, “Authentic and Ethical Persua📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Are you carrying the weight of every business decision on your shoulders?In this episode of Don't Do That, Kelly Waltrich chats with Adrian “AJ” Johnstone, CEO and co-founder of Practifi, about the delicate balance of leadership decision-making. AJ shares his journey of leading Practifi back to its roots serving RIAs and why growth should be purposeful rather than pursued at all costs. With refreshing candor, AJ discusses the privilege of supporting financial advisors who help clients achieve their personal outcomes while offering practical advice about building strong teams and making confident decisions in the face of conflict.Kelly and AJ cover:2:07 AJ's background and a brief overview of Practifi as a "kick-ass CRM for advisors" 3:11 Practifi's transformation and return to focusing on RIAs 4:43 Evolution of Practifi's brand story and authentic positioning 6:50 Practifi’s role in helping the advisor shine7:06 The importance of integrity in growth strategies versus "grow at all costs" mentalities 9:06 The freedom of growth and entrepreneurship without PE pressure 10:35 AJ's “double-edged” Don't Do That: Don’t assume you have to make all the business decisions – but don’t hesitate to swim against the tide.13:07 Building a strong leadership team and trusting their expertise 14:37 Finding outside sounding boards and maintaining vulnerability as a leader 18:26 Advice for financial advisors on defining growth on their own terms 21:41 The challenges of CRM implementation and viewing technology as an investment 23:12 Discussion about business planning gaps in the industry 24:51 Caution against making decisions based on fear messaging and industry pressure 26:16 The importance of learning from mistakes on the path to successConnect with Kelly Waltrich: LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.lyConnect with Adrian JohnstoneLinkedIn: Adrian JohnstoneLinkedIn: PractifiWebsite: PractifiAbout Our Guest:Adrian has over 20 years experience helping advice businesses of all sizes leverage technology for growth. A regular presenter at industry events in Australia and United States, Adrian offers deep insight into the technology needs of advisors. Adrian owns Practifi’s go-to-market strategy and direction globally.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Are you tiptoeing around what really needs to be said?In this episode of Don’t Do That, Jason Early, CEO and founder of RISR, joins Kelly Waltrich to talk about why tough conversations are so important. “Bad news doesn’t get better with time,” Jason points out, and saying the thing that needs to be said often leads to breakthrough moments.During the episode, Jason highlights the growing industry challenge that led him to found RISR, shares his approach to recruiting and hiring, and explains the importance of assuming positive intent during difficult discussions.Kelly and Jason cover: 01:25 Why advisors need better tools for serving business owners 05:20 The demographic tidal wave of business owners retiring 07:10 The increasing popularity of private company ownership 07:50 Why advisors are rapidly adopting the RISR platform 09:30 Jason's "Don't Do That" – stop avoiding tough conversations 10:33 The value of saying what you think you can’t say 12:02 How Jason and his team cultivate a culture of transparent communication at RISR 12:24 The value of assuming positive intent during uncomfortable conversations 15:39 Jason's approach to recruiting and hiring 16:44 The importance of relationship-building in talent acquisition 19:58 Implementing frameworks to balance gut instincts with strategic decision-makingConnect with Kelly Waltrich: LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.lyConnect with Jason EarlyLinkedIn: Jason EarlyLinkedIn: RISRWebsite: RISRAbout Our Guest:Jason is the Founder & CEO of RISR and has spent his entire career in financial services solving problems for financial advisors. RISR has been named by Investment News “Best new technology” and Jason as one of their “40 under 40”. He started his career with an advisory firm in Philadelphia where he spent seven years as a Managing Director. From there he joined an e-learning & consulting firm and prior to founding RISR, he was the President of a leading wealth tech firm that pioneered private company valuation services. He is a former alumni advisory board member of the American College of Financial Services, and board chair of the Brian H. Early Foundation. He and his wife Molly are most proud of their daughter, Isla. 📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

What if AI could give you back nine hours a week—would you take it?Mark Gilbert, CEO and founder of Zocks, joins host Kelly Waltrich for a conversation about the transformative potential of AI, a platform that actually delivers on its promise of saving advisors time, and the costly mistake of waiting too long to build marketing momentum. During the discussion, Mark explains how Zocks is helping advisors reclaim up to nine hours per week by eliminating the tedious administrative tasks they hate: meeting prep, documentation, follow-up, and data entry. Mark and Kelly also explore the nuanced art of properly timing a go-to-market motion, knowing where to start with your marketing, and more.Tune in to discover:01:29 – Mark’s journey from Microsoft and Hearsay Social to Twilio, leading to the founding of Zocks. 02:28 – The pivotal "aha moment" when advisors instantly embraced Zocks 05:00 – Zocks’ three game-changing differentiators: no-recording technology, structured data for powerful cross-client queries, and deep platform integrations. 06:50 – Real-world time savings: 7–9 hours weekly from meeting workflows, 1–2 hours daily from email management, and client response times reduced from hours to minutes. 08:53 – Carson Group’s 5-week deployment with a 90%+ weekly activity rate 09:35 – Mark’s vision for the future: "Scan, click, and things just happen.” 10:50 – Mark’s personal “don’t do that”: never delay marketing just because your product is great. 17:05 – Why marketing growth is like compound interest: “It grows slow… and then it just hits.”Connect with Kelly Waltrich: LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.lyConnect with Mark Gilbert: LinkedIn: Mark GilbertLinkedIn: ZocksWebsite: ZocksAbout Our Guest:Mark Gilbert is the CEO and Co-Founder of Zocks, a privacy-first AI platform for financial services that revolutionizes data capture from conversations. In this role, Mark leverages years of enterprise, AI, and fintech experience, as well as deep go-to-market strategy skills.Prior to founding Zocks, Mark held executive product and technology roles at Twilio, Hearsay Social, and Microsoft. He graduated with a Bachelor of Applied Science (B.A.Sc.) focused in Electrical Engineering from the University of Waterloo.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Are you compromising your company's culture by hiring brilliant jerks? In this episode of Don't Do That, host Kelly Waltrich is joined by Ainslie Simmonds from BNY to discuss the importance of hiring for culture, avoiding toxic influences, and the power of loving the problem rather than the answer. Ainslie shares her journey from the fintech world to starting a fintech within BNY Mellon, outlining her insights on innovation, advisor productivity, and cultural transformation. She emphasizes the key to success is surrounding yourself with the right people and avoiding those who may be talented yet damaging to team dynamics.Kelly and Ainslie discuss:00:01 Ainslie Simmonds' passion for advisor productivity00:51 Introduction to the episode and Kelly's no-nonsense approach1:42 Ainslie's journey and the challenge of building tech at BNY3:39 Unpacking the "swivel chair" problem for advisors4:12 The conversation that prompted Ainslie to tackle big fintech challenges4:52 The birth of Wove, an innovative wealth platform 7:11 The culture shift within BNY and its impact on wealth management 11:12 Facing industry giants in fintech 12:26 The philosophy of "love the problem, not the answer" 17:17 Ainslie's personal 'Don't Do That'—Avoid brilliant jerks 18:48 Techniques for identifying toxic hires 20:28 Kelly and Ainslie's tips for aligning team dynamics and culture 29:02 The significance of culture in startups and transformationConnect with Kelly Waltrich: LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.lyConnect with Ainslie Simmonds: LinkedIn: Ainslie Simmonds LinkedIn: BNYWebsite: BNYAbout Our Guest:Ainslie Simmonds is a Managing Director and member of the Executive Committee for BNY Pershing. As Head of Global Strategy, Ainslie is responsible for strategy formulation and articulation, market and competitive analysis, business intelligence, corporate development and strategic partnerships. She is also President of BNY Pershing X, a business unit that designs and builds innovative digital solutions for BNY Pershing’s Wealth Solutions clients, including broker dealers, registered investment advisors (RIAs) and trust companies.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Is your firm too focused on acquisitions while neglecting the power of organic growth? Kelly Waltrich welcomes John Wernz, a "reformed CMO" who now works with private equity firm Great Hill Partners as an Entrepreneur in Residence. Together, they explore a common pitfall in the financial advisory industry: prioritizing acquisitions and inorganic growth at the expense of developing strong organic growth capabilities. John shares insights from his experience working with firms looking to grow organically and sitting on several industry boards, offering a valuable perspective on balancing growth strategies.Kelly and John discuss:0:32 John's current role at Great Hill Partners 1:56 The problem of firms skipping foundational marketing and jumping straight to advanced strategies4:09 Indicators that show a firm is ready for organic growth investment 5:02 The most common successful marketing channels for advisory firms 6:13 Realistic marketing budgets for firms 8:16 The often-overlooked "soft costs" of implementing marketing strategies 9:20 The importance of having firm leadership involved in marketing efforts 10:03 Why both John and Kelly appreciate working with empowered marketing roles 13:21 John’s "Don't Do That": Getting caught up in inorganic growth at the expense of organic growth 15:26 Why some firms rush to acquisitions before establishing their core marketing 16:38 How to determine if your firm is ready for M&A19:22 The need to have a defined marketing playbook before pursuing acquisitions 20:18 Why an acquisition integration plan must include organic growth targets 22:06 The benefits of applying recruitment marketing principles to M&A 26:25 John's Final adviceConnect with Kelly Waltrich: LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.lyConnect with John Wernz: LinkedIn: John WernzLinkedIn: Great Hill Partners Website: Great Hill Partners About Our Guest: With over 25 years of experience in leading and transforming marketing and growth strategies for various businesses, John is currently an Executive in Residence at Great Hill Partners, a private equity firm that invests in high-growth companies in the financial services, technology, consumer, and healthcare sectors. 📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Are you limiting your growth potential by thinking too small? In this episode of Don't Do That, host Kelly Waltrich sits down with Billy Hopkins, CEO of Silver Oak Securities, to discuss the importance of thinking big, taking uncomfortable steps, and adopting an enterprise mindset to accelerate business growth.With 25 years of experience building Silver Oak Securities from a small Tennessee firm to a thriving enterprise, Billy shares his "Dave Grohl moment" that changed everything and the pivotal decisions that transformed his business.Kelly and Billy discuss:0:44 Introduction to Billy Hopkins and his Eagles fandom1:47 Billy's journey from independent advisor to CEO of Silver Oak Securities3:43 The "Dave Grohl moment" that changed Billy's entrepreneurial trajectory6:25 Why holding onto unprofitable relationships limits your growth9:12 Breaking through the ceiling: Investing in growth even when you don't feel ready14:19 The value of being uncomfortable and having people who push you forward17:57 Why advisors need to believe in their ability to elevate their practice19:21 The importance of focusing on advisor experience to enhance client experience21:43 Why partnerships and vendor relationships require patience to realize their full value23:13 The wealth transfer opportunity and building the right infrastructure to capitalize on it24:08 Billy's growth mindset: "Put a zero on the end of it"Connect with Kelly Waltrich: LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.lyConnect with Billy Hopkins: LinkedIn: Billy Hopkins Website: Silver Oak Securities About Our Guest: Billy Hopkins is the CEO & Founder of Silver Oak Securities, Inc, an independent, full-service Broker Dealer and SEC Registered Investment Advisor championing the spirit of independent wealth advisors by empowering them to foster meaningful, long-lasting relationships with their clients.Billy has devoted the past 23 years to cultivating a unique structure at Silver Oak Securities that offers the strength, scale and resources of a large financial institution with the flexibility and freedom offered by smaller boutique organizations. Billy holds a degree in Business from Lambuth University, and holds his Series 6, 7, 4, 53 and 66. An avid trail runner, he lives in Tennessee with his wife, Rachel, and their sons, Sam and Jude.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Think having the best idea guarantees success? Think again. On this episode of the Don’t Do That podcast, Kelly Waltrich and Brian Portnoy, CEO of Shaping Wealth, explore why great ideas alone aren't enough and how to ensure your message actually lands with your audience. Brian shares hard-earned insights from his 30-year journey from academia to entrepreneurship, revealing why everything—whether you like it or not—is ultimately sales.Kelly and Brian discuss:02:56 The myth that the best idea or catchiest phrase always wins05:48 How the "attention economy" has changed the game09:32 Why we're living in the busiest, noisiest time ever—and what that means for ensuring your message stands out12:40 How Shaping Wealth evolved from an idea to a business serving the global wealth industry16:23 The importance of systems over goals in sales success19:27 Finding the right partnerships to complement your strengths21:20 The reality check: It takes 10-12 touchpoints to drive decisions todayConnect with Kelly Waltrich: LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.lyConnect with Brian Portnoy:LinkedIn: Brian PortnoyX: Shaping Wealth About Our Guest: Brian is one of the world’s leading experts on the psychology of money.  He has written multiple bestselling books, including The Geometry of Wealth, and has 20+ years of experience as an investor and educator in the hedge fund and mutual fund industries.  He is a CFA Charterholder and earned a PhD at the University of Chicago. 📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Are you making the biggest mistake in your business by failing to scale strategically?Kelly Waltrich sits down with Randy Lambert and Jason Mirabella, the visionaries behind Intention.ly’s recently launched Deliver Advice operating system, to discuss how RIAs and fintech firms can overcome growth challenges, optimize operations, and build thriving businesses.With decades of leadership experience—Randy as former President of Orion and Jason as a strategic operations expert—the duo shares how to implement the Deliver Advice framework to scale human capital, improve customer experience, and avoid common leadership pitfalls.Kelly, Randy, and Jason discuss:03:29 - What is Deliver Advice? The framework for scaling RIAs and fintech firms05:08 - The three core pillars of a thriving firm: methodology, roadmaps, and human capital08:17 - How RIAs can maximize their tech stack and operational efficiency09:01 - The biggest pain points RIAs face when scaling10:29 - Why what got you to $1B AUM won't get you to $10B12:12 - The #1 mistake leaders make when rolling out new initiatives15:33 - How to get buy-in from your team and avoid top-down failures16:45 - The right way to lead up, down, and across your organization21:55 - Why Deliver Advice is EOS for financial services—with a tactical twist25:08 - Super Bowl prediction: Will the Eagles fly?Connect with Kelly Waltrich: LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.lyConnect with Randy Lambert: LinkedIn: Randy Lambert Connect with Jason Mirabella: LinkedIn: Jason Mirabella About Our Guest: Randy Lambert is EVP of RIA Solutions at Intention.ly, bringing over three decades of experience building and scaling RIA and WealthTech platforms. As a former executive at Orion, he played a pivotal role in growing the firm's AUM from $85 million to $70 billion and scaling their WealthTech platform to $4 trillion in AUA. Randy specializes in optimizing support models, enhancing client experience, reducing operational friction, and building high-performing teams. Jason Mirabella is the Platform Architect at Intention.ly, bringing over 24 years of experience in financial services with a deep focus on operational leadership, platform design, and wealth management. As the former COO of WealthSource Partners, he led strategic operations for a firm managing over $2 billion in AUM. 📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Are you making the biggest mistake in your business by trying to do everything yourself?In this episode of Don't Do That, host Kelly Waltrich sits down with fintech legend Joel Bruckenstein to discuss the evolution of technology in wealth management, the role of AI, and the critical mistakes advisors make when building their tech stacks.With over 21 years at the helm of the T3 Technology Conference and decades advising firms on technology adoption, Joel shares his insider perspective on the rapid advancements in AI, cybersecurity, and operational efficiency.Kelly and Joel discuss:03:54 The transformation of wealth tech: Then vs. Now05:09 The essential tech stack every advisory firm needs06:22 The biggest mistake advisors make in running their firms09:08 Why failing fast is key to tech success12:04 How AI is reshaping the advisor’s role13:08 The future of AI-powered investment management16:31 The opportunities (and risks) of AI adoption18:12 How advisors can stay ahead by networking and learning20:45 The must-attend event for fintech professionals: T3 Conference 2025Connect with Kelly Waltrich: LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.lyConnect with Joel Bruckenstein: LinkedIn: Joel Bruckenstein X: Joel Bruckenstein Register: T3 Technology Conference 2025 Website: T3 Technology Tools for Today About Our Guest: Joel Bruckenstein is a leading authority on fintech and practice management for financial advisors. As the founder of T3 Technology Hub and producer of the T3 Technology Conference, Joel has spent over two decades shaping the conversation around technology adoption in wealth management.A respected consultant, author, and speaker, Joel has advised firms on optimizing their technology stacks, cybersecurity, and operational efficiencies. His annual T3 Advisor Software Survey serves as a key industry benchmark, helping advisors navigate the rapidly evolving fintech landscape.Through his work, Joel has been instrumental in driving innovation and helping firms harness technology to enhance client experiences and scale their businesses.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Are you scrambling to keep pace with the AI revolution?Kelly Waltrich sits down with Eric Clarke, a renowned influence in the financial services arena, to explore how AI is poised to transform the advisor-client journey. Eric shares insights from his adventures, from sitting on multiple boards to advising companies on leveraging technology for growth. With AI still in its first inning, its potential to personalize client communication and scale advisory services is immense.Kelly and Eric discuss: 04:08 The untapped potential of AI in the advisor-client journey05:40 How Eric is staying on the AI cutting edge10:31 Creative ways firms are starting to use AI 12:04 Why AI is shifting from back-office to front-office applications 12:58 What firms should look for in an AI analyst 18:50 How advisors can start leveraging AI today20:19 Final advice: Don't let AI pass you byAnd moreConnect with Kelly Waltrich: LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.lyConnect with Eric Clarke: LinkedIn: Eric ClarkeAbout Our Guest: Eric Clarke is the founding CEO of Orion Advisor Tech, launching the firm in 1999 to provide portfolio accounting software to help independent financial advisors scale their businesses. Eric retired as Orion’s CEO in 2023 and continues to serve as an active member of the Board of Directors. Over Eric’s nearly 25 years of leadership, the firm grew and evolved into Orion Advisor Solutions - a premier provider of wealthtech solutions for fiduciary advisors. Today, Orion supports over five million technology accounts and thousands of independent advisory firms with an integrated suite of fully connected, disruptive technology and investment solutions on an open architecture platform.📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Do you really know what your clients are looking for? Kelly Waltrich and H. Adam Holt, CEO and Founder of Asset-Map Holdings, explore the often overlooked gaps between what clients want and what advisors deliver. Adam offers candid insights from his transformation as a “recovering advisor,” emphasizing the critical need to address real client pain …  Read More Read More📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/

Welcome to the Don’t Do That podcast, where we flip the script on financial and business advice. Instead of another playbook on what works, we’re diving into the don’ts—the missteps, pitfalls, and hard lessons that every professional wishes they could’ve avoided. If you’ve ever wondered about the challenges behind polished success stories, this is your backstage pass. Let’s learn from what went wrong, so we can get it right.Join host Kelly Waltrich, CEO and Co-founder of Intention.ly as she uncovers the secrets behind impactful growth strategies, explores building top-tier marketing teams, and challenges outdated agency practices for fintech companies eyeing transformative progress.Top takeaways: What inspired Kelly’s diverse career path and thse creation of Intention.lyHow do unique team dynamics and culture play a role in Intention.ly’s successWhat is Intention.ly’s innovative approach to combining consulting with strategic executionHow does marketing translate into revenue, and why is it important to turn strategy into actionable resultsHow are technology and innovation shaping Intention.ly’s services, particularly with the Advisor Brand Builder toolAnd moreConnect with Kelly Waltrich: LinkedIn: Kelly WaltrichLinkedIn: Intention.lyX: Intention.lyInstagram: Intention.ly📩 Stay Informed – Join Our Newsletter!Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/💬 Let’s Talk!Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/