How AI Is Revolutionizing The Advisor-Client Journey With Eric Clarke Don't Do That podcast

28:21

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 baby 01:30 The productivity boost of new parents and Parkinson’s Law 03:09 Penny’s background coaching advisors and her founder journey 05:31 Launching Journey East to give advisors “the best of all worlds” 06:34 Industry irony: Independent advisors rolling into big firms 08:28 Why ex-independents leading mega firms might be the answer 10:26 Journey’s mission: Lifestyle practices that scale like enterprises 12:30 The model: Back/middle office infra + coaching 13:47 Would she recommend the industry to her daughter? 15:55 Critique of women’s conferences and prepping women for real challenges 18:14 Penny’s “Don’t Do That”: Don’t listen to too many people 20:13 Her story: How seeking too many opinions crushed her confidence 22:11 Telling real feedback from noise 24:44 Be obsessed with the problem, not the solution 25:52 The reality of PE money in wealth management 26:30 Smart vs. sloppy acquisitions 27:00 Final thoughts: Trust your instincts and form your own views Connect with Penny Phillips LinkedIn: Penny Phillips LinkedIn: JourneyStrategicWealth JourneyStrategicWealth About 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/…

Don't Do That

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Don’t Pick Up Other People’s Trash with Heather Fortner, SignatureFD 37:29

8 days ago37:29

37:29

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 philosophy 03:09 Heather's approach to authentic social media and family storytelling 06:36 How showing up in the hard moments defines leadership 08:21 The importance of speaking truth with love 09:50 Why this business comes down to hiring people you relate to 10:58 Heather's philosophy on marketing patience and long-term investment 12:00 The "fail fast, pivot fast" approach to business experiments 14:52 Why marketing is always the first thing cut (and why it shouldn't be) 16:10 The importance of being accountable to growth metrics 17:31 Building true marketing funnels and infrastructure in wealth management 18:45 Learning from industries outside professional services 19:56 Heather's powerful "Don't Do That" - don't pick up other people's trash 22:25 How to distinguish between valuable feedback and head trash 24:08 The importance of being "inwardly sound" and knowing yourself 25:06 Using trusted advisors to reality-check feedback 26:32 The "moat" concept: Controlling what gets across your emotional drawbridge 30:47 How men and women handle criticism differently 32:50 The moment Heather realized she needed to model better self-talk for her daughter 35:00 Real examples of industry trash that successful leaders face 36:33 Why we're all taking off the orange vest and putting down the trash picker Connect with Kelly Waltrich: LinkedIn: Kelly Waltrich LinkedIn: Intention.ly X: Intention.ly Instagram: Intention.ly Connect with Heather Fortner LinkedIn: Heather Fortner LinkedIn: SignatureFD SignatureFD About 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, recent 📩 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/…

Don't Do That

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Don’t Compare Yourself to the Average with Jamie Hopkins, WSFS, Bryn Mawr Capital Management 38:32

22 days ago38:32

38:32

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 business Connect with Kelly Waltrich: LinkedIn: Kelly Waltrich LinkedIn: Intention.ly X: Intention.ly Instagram: Intention.ly Connect with Jamie Hopkins LinkedIn: Jamie Hopkins LinkedIn: WSFS Bank LinkedIn: FinServ Foundation About 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 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/…

Don't Do That

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Don’t Create an Echo Chamber with Marwa Zakharia, MZ Global Consulting 36:58

26 days ago36:58

36:58

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 journey Connect with Kelly Waltrich: LinkedIn: Kelly Waltrich LinkedIn: Intention.ly X: Intention.ly Instagram: Intention.ly Connect with Marwa Zakharia LinkedIn: Marwa Zakharia About 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/…

Don't Do That

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Don’t Go At It Alone with David Wood, Gateway Financial Partners 33:36

5 weeks ago33:36

33:36

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 Gateway 01:13 Why EOS is gaining traction in financial services 03:25 How culture drives Gateway’s success and M&A strategy 05:04 The thought behind Gateway’s office design and environment 07:34 Why cultural fit is key in acquisitions 11:33 How the broker-dealer and advisor landscape is shifting 13:41 What makes an advisor a fit for Gateway Financial 15:44 The financial services community’s supportive nature 16:57 David’s “Don’t Do That” – don’t go it alone today 19:09 How independence is evolving for financial advisors 23:38 David’s take on consolidation and the industry’s future 25:38 How AI will change—but not replace—advisory firms 27:24 The 4 areas advisors need most help with: marketing, ops, tech, and leadership 31:57 Why there’s more opportunity than ever amid change Connect with Kelly Waltrich: LinkedIn: Kelly Waltrich LinkedIn: Intention.ly X: Intention.ly Instagram: Intention.ly Connect with David Wood LinkedIn: David Wood LinkedIn: Gateway Financial Partners Website: Gateway Financial Partners About 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/…

Don't Do That

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Stop Hiring Experts and Micromanaging Them with Molly McClure, intelliflo 41:48

6 weeks ago41:48

41:48

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 conferences 15:15 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 member 36:35 The power of bringing solutions, not just problems, to leadership Connect with Kelly Waltrich: LinkedIn: Kelly Waltrich LinkedIn: Intention.ly X: Intention.ly Instagram: Intention.ly Connect with Molly McClure LinkedIn: Molly McClure LinkedIn: intelliflo Website: intelliflo About 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/…

Don't Do That

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Stop Waiting for Your Turn to Talk with Jack Sharry, SEI LifeYield 37:23

7 weeks ago37:23

37:23

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 LifeYield 03:25 The December 2024 acquisition of LifeYield by SEI 05:41 Jack's passion for teaching and making a difference beyond business 10:52 The power of UMH (Unified Managed Household) to improve financial outcomes by a third 13:18 Jack's personal experience with financial planning and what matters most 14:23 What made the SEI acquisition work well - a thoughtful, disciplined approach 18:26 Jack's "Don't Do That" - stop waiting for your turn to talk and start truly listening 19:21 The "Trust Triangle" concept: authenticity, empathy, and narrative 26:04 The challenge of slowing down to focus in a busy world 31:19 Jack's four-point approach to meaningful conversations: location, vocation, relation, and recreation 32:16 How Jack learned to listen better - a homework assignment that changed his approach Resources Know The Score: An Independent Validation Of SEI LifeYield By E&Y Connect with Kelly Waltrich: LinkedIn: Kelly Waltrich LinkedIn: Intention.ly X: Intention.ly Instagram: Intention.ly Connect with Jack Sharry LinkedIn: Jack Sharry Website: SEI Wealthtech On Deck About 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 Pers 📩 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/…

Don't Do That

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Don’t Do All the Decision-Making Yourself with with Adrian “AJ” Johnstone, Practifi 28:19

9 weeks ago28:19

28:19

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 shine 7:06 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 success Connect with Kelly Waltrich: LinkedIn: Kelly Waltrich LinkedIn: Intention.ly X: Intention.ly Instagram: Intention.ly Connect with Adrian Johnstone LinkedIn: Adrian Johnstone LinkedIn: Practifi Website: Practifi About 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/…

Don't Do That

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Stop Avoiding the Hard Conversations with Jason Early, RISR 22:27

10 weeks ago22:27

22:27

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-making Connect with Kelly Waltrich: LinkedIn: Kelly Waltrich LinkedIn: Intention.ly X: Intention.ly Instagram: Intention.ly Connect with Jason Early LinkedIn: Jason Early LinkedIn: RISR Website: RISR About 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/…

Don't Do That

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Don’t Wait to Start Marketing with Mark Gilbert, Zocks 22:27

11 weeks ago22:27

22:27

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: "S can, 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 Waltrich LinkedIn: Intention.ly X: Intention.ly Instagram: Intention.ly Connect with Mark Gilbert: LinkedIn: Mark Gilbert LinkedIn: Zocks Website: Zocks About 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/…

Don't Do That

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Avoid Hiring Brilliant Jerks with Ainslie Simmonds, BNY 31:41

12 weeks ago31:41

31:41

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 productivity 00:51 Introduction to the episode and Kelly's no-nonsense approach 1:42 Ainslie's journey and the challenge of building tech at BNY 3:39 Unpacking the "swivel chair" problem for advisors 4:12 The conversation that prompted Ainslie to tackle big fintech challenges 4:52 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 transformation Connect with Kelly Waltrich: LinkedIn: Kelly Waltrich LinkedIn: Intention.ly X: Intention.ly Instagram: Intention.ly Connect with Ainslie Simmonds: LinkedIn: Ainslie Simmonds LinkedIn: BNY Website: BNY About 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/…

Don't Do That

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Don’t Ignore Organic Growth in Favor of Inorganic Growth with John Wernz, Great Hill Partners 28:10

13 weeks ago28:10

28:10

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 strategies 4:09 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&A 19:22 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 advice Connect with Kelly Waltrich: LinkedIn: Kelly Waltrich LinkedIn: Intention.ly X: Intention.ly Instagram: Intention.ly Connect with John Wernz: LinkedIn: John Wernz LinkedIn: 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/…

Don't Do That

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Stop Thinking Small with Billy Hopkins, Silver Oak Securities 26:32

14 weeks ago26:32

26:32

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 fandom 1:47 Billy's journey from independent advisor to CEO of Silver Oak Securities 3:43 The "Dave Grohl moment" that changed Billy's entrepreneurial trajectory 6:25 Why holding onto unprofitable relationships limits your growth 9:12 Breaking through the ceiling: Investing in growth even when you don't feel ready 14:19 The value of being uncomfortable and having people who push you forward 17:57 Why advisors need to believe in their ability to elevate their practice 19:21 The importance of focusing on advisor experience to enhance client experience 21:43 Why partnerships and vendor relationships require patience to realize their full value 23:13 The wealth transfer opportunity and building the right infrastructure to capitalize on it 24:08 Billy's growth mindset: "Put a zero on the end of it" Connect with Kelly Waltrich: LinkedIn: Kelly Waltrich LinkedIn: Intention.ly X: Intention.ly Instagram: Intention.ly Connect 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/…

Don't Do That

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Don’t Assume the Best Ideas Always Win with Brian Portnoy, Shaping Wealth 22:43

15 weeks ago22:43

22:43

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 wins 05:48 How the "attention economy" has changed the game 09:32 Why we're living in the busiest, noisiest time ever—and what that means for ensuring your message stands out 12:40 How Shaping Wealth evolved from an idea to a business serving the global wealth industry 16:23 The importance of systems over goals in sales success 19:27 Finding the right partnerships to complement your strengths 21:20 The reality check: It takes 10-12 touchpoints to drive decisions today Connect with Kelly Waltrich: LinkedIn: Kelly Waltrich LinkedIn: Intention.ly X: Intention.ly Instagram: Intention.ly Connect with Brian Portnoy: LinkedIn: Brian Portnoy X: 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/…

Don't Do That

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Don’t Take a Top-Down Approach to New Initiatives with Randy Lambert and Jason Mirabella, Intention.ly 28:34

16 weeks ago28:34