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#FA Success Ep 320: Navigating Hyper-Growth To Achieve Platform Scale For Independent Advisors, With Jim Dickson

February 14, 2023 07:02 am 0 Comments CATEGORY: Financial Advisor Success Podcast

Welcome back to the 320th episode of the Financial Advisor Success Podcast!

My guest on today's podcast is Jim Dickson. Jim is the CEO and Founder of Sanctuary Wealth, an RIA platform with 80 partner firms in 29 states that collectively oversee nearly $25 billion in assets under management.

What's unique about Jim, though, is how he has built an RIA platform approaching $25B in AUM in just 5 years, and the way he’s managed everything from hiring and staffing to raising outside investor capital in order to make the investments necessary to achieve scale as a middle and back-office support platform for independent advisors.

In this episode, we talk in-depth about how Jim built Sanctuary’s “Partnered Independence” platform for advisors who want to run their own practices serving HNW clients while leveraging Sanctuary Wealth’s support system that offers technology, compliance, practice management and training groups, digital marketing, and even ultra-HNW family office support, how Jim created Sanctuary’s unique partnership structure where the advisor practices are their own LLCs but are also IARs under the corporate RIA of Sanctuary Wealth so that the practices can maintain their independence for ownership and tax efficiency but rely on Sanctuary for their compliance needs, and how, because many wirehouse advisors were used to having access to all their data and systems from 1 centralized workstation, Jim and Sanctuary built their own centralized data warehouse called Haven and then layered a third-party business intelligence tool called Domo on top so each advisor could get their own level of business intelligence and benchmark how their practices are doing.

We also talk about why, after 25 years, Jim left the wirehouse world and, due to a non-compete and non-solicit agreement, took a yearlong trip around the world and along the way had the realization of the Sanctuary opportunity to launch his own advisor platform to offer the independence and partnership he thought wirehouse advisors really wanted and needed, why Sanctuary owns a stake in some of the firms they partner with as Jim found there were some advisors who wanted to take at least a few chips off the table or were interested in an “equity swap” so they could grow with a small piece of a much-larger pie instead of being solely dependent on growing their own, and how, now that Sanctuary Wealth has transformed into a nationwide partnership, Jim is working through the challenges of rapid growth when an advisor platform has to hire dozens of people every year and needs to ensure the teams are not only diverse with experience but have the right people to move the company forward at its current stage of growth and evolution.

And be certain to listen to the end, where Jim shares how, despite working in the wirehouse world for over 2 decades, he was surprised by how large the demand for independence is from advisors as more and more are seeking the autonomy to control their client, investment, and platform experience, and most importantly, their own destinies, why Jim credits his highly structured daily schedule as the way he stays disciplined in conducting daily calls with partners, staying in touch with what is happening within the platform, and reaching out to advisors who potentially could join Sanctuary’s network… while still making the time to be present in his kids’ lives and never missing one of their events, and why Jim feels the key to success is the relationships he has built on the Sanctuary platform as it is one thing to build a large firm, but it is another to build it with people you like and trust who all enjoy what they do and truly care about the people the business was built to serve.

So, whether you’re interested in learning about how Sanctuary differs from other advisor platforms and creates ‘partnered independence’ for its advisors, how Jim has handled rapid growth and scaling in the past 5 years, or how Sanctuary structures platform fees and advisor compensation, then we hope you enjoy this episode of the Financial Advisor Success podcast, with Jim Dickson.

Creating Client Service Calendars That Demonstrate Ongoing Advisor Value

February 13, 2023 07:04 am 0 Comments CATEGORY: Practice Management

While it can be easy for financial advisors to recognize the wide range of ways they add value for clients throughout the year, clients themselves might not be aware of what their advisors do for them behind the scenes outside of their annual meetings (e.g., rebalancing their investment accounts or reviewing their insurance policies). Without knowledge of this ‘shadow work’, clients might not recognize the full breadth of responsibilities their advisor (and the firm’s back-office staff) are handling on their behalf to justify their fee.

One of the ways advisory firms can help solve this dilemma is to implement a client service calendar, which outlines key services being provided to clients during each month of the year. This not only gives clients a better idea of the actual work involved in financial planning that goes on outside of meetings but also helps them understand when the work happens during the year. Additionally, client service calendars can help manage client expectations while allowing advisors to adhere to their preferred service cadence (recognizing that some client issues will likely need to be handled on an ad hoc basis). Furthermore, by outlining the actual scope of work the advisor performs for clients, client service calendars can be helpful when it comes to dealing with regulators, who may need to assess the specific services provided by advisors to ensure that these services justify client fees.

When creating a client service calendar, advisory firms have many styles to choose from to meet their specific needs. For example, firms can opt for a monthly, bi-monthly, or even daily calendar, depending on what they want to display for their clients. And client service calendars can be implemented in a variety of ways, from a single-page calendar that serves as a useful handout during prospect and client meetings to a daily calendar with important dates that clients actually want to hang on their refrigerators and reminds them of the value their advisor is providing!

Once an advisory firm identifies what they want its service calendar to do (e.g., demonstrate ongoing value and serve as a client engagement tool) and chooses an appropriate style that supports its calendar’s function, it can then consider how to actually create its client service calendar by deciding what to include in the calendar and which tools they want to use to produce the calendar. These decisions will depend on several factors, from the type of calendar and the amount of detail included, to whether the calendar is meant to be used as an in-meeting resource or to be kept by the client for their regular reference. And with a variety of technology tools and outsourced solutions available to help them create and implement their client service calendar, advisory firms can easily select the option that best meets their needs.

Ultimately, the key point is that client service calendars not only can allow firms to better organize and display their service offerings but can also show clients (and regulators) the full range of services being provided throughout the year. And by clarifying when planning services will be offered and when events relevant to clients will take place, advisory firm owners make the financial planning experience more tangible and create structure in their processes, all while giving advisors time to go deeper in serving their clients!

Weekend Reading For Financial Planners (Feb 11-12)

February 10, 2023 01:13 pm 0 Comments CATEGORY: Weekend Reading

Enjoy the current installment of “Weekend Reading For Financial Planners” - this week’s edition kicks off with the news that according to CFP Board leaders, “everything is on the table” when it comes to the organization’s announced competency standards review. Among others, one notable item that could be reviewed is the current certification requirement that a candidate must have attained at least a bachelor’s degree, which some observers have suggested limits the pool of potential CFP professionals at a time of high demand for advisor talent.

Also in industry news this week:

The SEC this week released its 2023 examination priorities, which include its new marketing rule, Reg BI, and complicated investments
The House of Representatives is considering legislation that would broaden the definition of who qualifies as an accredited investor and is potentially eyeing a role for financial advisors to help guide clients interested in private investments

From there, we have several articles on practice management:

A structured approach firms can use to design a forward-looking org chart
Why outsourcing certain operational tasks still requires ongoing work from firm employees
How firms can get employee buy-in when making major business changes

We also have a number of articles on retirement planning:

A study has found that retirement can lead to cognitive impairment, possibly as the result of reduced social engagement
Why professionals might consider taking several mini-retirements throughout their careers
A simple rule that can help individuals choose the best place to live

We wrap up with three final articles, all about meetings:

Why internal meetings can be bad for both productivity and employee wellbeing, and how firms can make them better
How one company benefited from canceling all meetings for an entire week
Tactics firms can use to reduce the burden of meetings, from sending asynchronous videos to implementing ‘No-meeting Wednesdays’

Enjoy the ‘light’ reading!

Kitces & Carl Ep 105: When A Prospect Doesn’t Meet Your Minimum: Navigating The Awkwardness Gracefully

February 9, 2023 07:05 am 0 Comments CATEGORY: Kitces & Carl Podcast

For many financial advisors, setting asset minimums helps ensure that their firm can generate enough revenue to maintain business costs and compensate the advisor appropriately. While finding prospective clients who are a good fit for the firm can be challenging, what can be even more challenging is letting a prospect who doesn’t meet the firm’s asset minimum requirements know that they wouldn’t be a good fit for the firm. The topic of assets and net worth can be a very sensitive topic; some prospects may take it very personally when they’re told they don’t have enough to be taken on as a client, and at the same time, many advisors feel awkward when they have to turn prospective clients away.

In our 105th episode of Kitces & Carl, Michael Kitces and financial advisor communication expert Carl Richards discuss some of the reasons that conversations about asset minimums with prospective clients can be so difficult, and offer a few ways to gracefully inform a prospect they do not meet the firm’s asset minimum while still providing value for them even if the relationship isn’t going to continue.

As a starting point, it’s important to recognize that many prospective clients may not know what an asset minimum is, why some advisors have them, and whether they would qualify to work with a particular advisor because of their minimum requirements. A simple way for advisors to educate prospects about asset minimums is to include the information on their firm’s website. This would help prospects searching for an advisor online to self-select themselves out from firms whose asset minimums may not apply to them. This could also help prevent them from scheduling unnecessary meetings in the first place, saving both the advisor and the prospect time and potential awkwardness.

Additionally, advisors can spend time in the initial discovery meeting explaining who the firm’s clients generally are when meeting with new prospects, reviewing typical asset management ranges and any particular niches served. This can help prospective clients who don’t see (or comprehend) the information on the firm’s website understand why working with the advisor might not make the most sense for them, which can help to avoid any hard feelings and make it easier for the prospect to accept why the advisor may decline the engagement. Importantly, even though a working relationship may not make sense, advisors can still offer to help the prospect move forward with their financial planning needs. For example, the advisor can offer a list of vetted advisors with lower (or no) asset minimums who would potentially be a better fit for the prospect , and they can even compile a brief list of some simple action items for the prospect to tackle on their own, so that they can begin addressing some of their most immediate financial planning needs.

Ultimately, the key point is that even though asset minimum conversations can be awkward, being honest and upfront can keep advisors from feeling pressured to engage with a client who can’t generate enough revenue to justify the relationship. And by communicating with honesty, clarity, and empathy, advisors can help mitigate any of the prospect’s disheartened feelings of rejection while still providing valuable guidance on what they can do on their own and who can help them, letting the prospect go with their dignity intact.

Navigating The Thrift Savings Plan: Planning Opportunities To Support Federal Employees, Military Servicemembers, And Veterans

February 8, 2023 07:02 am 0 Comments CATEGORY: Retirement Planning

Seasoned financial advisors have likely worked with clients with a wide variety of workplace retirement accounts, which can vary in terms of their investment offerings, fees, and other characteristics. But given that the U.S. government is the largest employer in the country, it can be especially helpful for advisors to be familiar with the ins and outs of (and recent changes to) the Federal government’s own defined contribution plan: the Thrift Savings Plan (TSP).

The TSP is available to both civilian Federal government employees as well as military servicemembers, and those who have left service can choose to maintain their TSP accounts (though they can no longer make contributions). While many features of the TSP (e.g., Roth contribution options and employer matches) are common to other workplace-defined contribution plans, the TSP has certain unique attributes, including lower fees than many private-sector plans and a fixed-income investment option exclusive to the plan.

In 2022, the TSP underwent a series of changes impacting its many account holders. These include the opening of a “Mutual Fund Window” to supplement the limited offering of investment funds previously available to plan participants (though the associated expenses make it prohibitively expensive for many participants). In addition, the TSP updated its website and introduced a smartphone app, which required participants to create new credentials and verify their personal information. Notably, advisors can support clients in navigating these new changes by helping them decide if investing through the Mutual Fund Window makes sense, walking them through the registration process for the new site (if they have not already), and ensuring that their information (including beneficiary information) transferred over correctly.

Advisors can also add value for clients who are TSP participants by understanding how the TSP fits within the Federal employee and military retirement systems, which combine the defined contribution TSP feature with a defined benefit pension (though because the value of this pension has been reduced, TSP management has increased in importance). Further, advisors can support these clients by helping them manage the retirement savings choices that come with career transitions; for example, because many military members have ‘encore’ careers (as they are often eligible to retire well before ‘traditional’ retirement age), balancing their cash flow and retirement savings needs is crucial during their transition period.

Advisors working with clients who have been deployed to combat zones can also add value by being aware of the related TSP considerations. For instance, because income earned while deployed in a combat zone is tax-free, any pre-tax TSP contributions can result in a commingling of tax-free combat pay and taxable earnings (though this can be prevented by making Roth contributions during periods where income is untaxed). In addition, the annual deferral limit increases significantly during the year of a combat deployment, providing an opportunity to contribute even more money to the TSP (if doing so fits within the client’s cash flow plan).

Ultimately, the key point is that while the TSP is similar to many other workplace retirement plans, advisors who understand its unique attributes and stay up to date with its ongoing changes can better serve the Federal employees and military servicemembers who participate in the plan. And given that there are about 6.2 million TSP account holders, these individuals represent a large potential pool of clients!

#FA Success Ep 319: Competing For Big Clients As A Small Boutique With A Focus On Task Management, With Jim Niedzinski

February 7, 2023 07:03 am 0 Comments CATEGORY: Financial Advisor Success Podcast

Welcome back to the 319th episode of the Financial Advisor Success Podcast!

My guest on today's podcast is Jim Niedzinski. Jim is a Co-Founder of Motive Wealth Advisors, an independent RIA based in the suburbs of Detroit, Michigan, that oversees $250 million in assets under management for nearly 50 families.

What's unique about Jim, though, is how he and his partner have successfully built a 'small’ boutique firm that effectively competes with big wirehouses to attract and retain ultra-high-net-worth families and have differentiated themselves by developing and implementing a client task management system that goes beyond traditional CRM to really ensure that the advice they are giving actually gets implemented by their clients.

In this episode, we talk in-depth about how Jim and his partner felt they could differentiate themselves from bigger firms by trying to maximize how many of their financial planning recommendations actually get implemented by clients, and decided to build their firm around Asana – a task and project management tool – instead of a traditional CRM system, to ensure that the advice they give is set in motion, how Jim leverages relationships he built with accountants, attorneys, and other professionals through cold calls early on in his career to now be able to gain a steady flow of referrals of very HNW clients, and how, through referrals only, Jim and his partner have grown their firm from $0 in AUM to $250 million in less than 3 years since breaking out on their own.

We also talk about how Jim and his partner leverage back-end support from Tru Independence so that they can have more time and capacity to help their clients with their complex financial issues, how Jim has found in his move ‘upmarket’ to more affluent clients that there is actually less fee sensitivity that’s led him to increase his fee schedule after the first few years, and why Jim and his partner are intentional about serving no more than 25 clients each as they want to have enough capacity to serve their clients well and continue to do so for the foreseeable future.

And be certain to listen to the end, where Jim shares why, even though he didn’t initially set out to own his own firm when he started his career, he is happy that he pursued entrepreneurship as he felt validated with the amount of support he received when he launched (and the amount of clients that followed him), why Jim believes that younger, newer advisors making decisions about where to work should focus on finding a firm based on the character and quality of people they could work with (rather than a fancy website) and where they could gain a mentor that would allow them to absorb as much information as possible, and how Jim’s perspective on building a client base was impacted by Greg McKeown’s “Essentialism” that you can be more present and effective in client relationships by being more focused… which has only reinforced his focus on keeping a small and focused client base with whom he can be maximally effective as a financial advisor.

So, whether you’re interested in learning about how Jim utilizes Asana instead of a CRM to track and manage client tasks, how leveraging back-office support helps Jim and his partner gain more time to provide even more value for their clients, or why Jim places importance on truly, deeply caring for clients and their needs, then we hope you enjoy this episode of the Financial Advisor Success podcast, with Jim Niedzinski.

The Latest In Financial #AdvisorTech (February 2023)

February 6, 2023 07:01 am 0 Comments CATEGORY: Technology & Advisor FinTech

Welcome to the February 2023 issue of the Latest News in Financial #AdvisorTech – where we look at the big news, announcements, and underlying trends and developments that are emerging in the world of technology solutions for financial advisors!

This month's edition kicks off with the news that the “financial monitoring software” platform Elements has raised $5 million in a seed-extension funding round as it seeks to establish a foothold in the rapidly growing AdvisorTech category of “advice engagement” tools designed to draw clients further into the ongoing (not just upfront) financial planning process. Because as the focus of financial advice shifts from “The Plan” that is created initially and then only periodically updated every few years, to a year-round process of ongoing “planning”, the demand has grown for more tools that help advisors connect and engage with their clients more frequently (while also giving them actionable information to actually engage about). For which Elements has positioned itself as an early leader that is now gaining momentum.

From there, the latest highlights also feature a number of other interesting advisor technology announcements, including:

TradingFront, the white-label “robo advisor for advisors” is shutting down amid broader struggles among B2B robo advisor platforms to convince advisors to pay for better digital onboarding that they expect their custodians to provide (and improve upon) for ‘free’
Zoe Financial launches a new TAMP for advisors in its lead-generation network to make it easier to onboard and serve the smaller (below-traditional-minimums) clients that Zoe is bringing to them
Advisor360° buys onboarding software platform Agreement Express to deepen its own middle- and back-office automation capabilities and expand its opportunities with enterprise (insurance broker-dealer) clients

Read the analysis about these announcements in this month's column, and a discussion of more trends in advisor technology, including:

BridgeFT launches a new custodial data warehousing and integration solution called WealthTech API, to give larger advisory firms (and even other AdvisorTech providers) more ability to build their own custom software without having to download, reconcile, and store the data themselves
Kwanti unveils a new fund Screener feature to its investment analytics platform, making it easier for advisors to find the next new addition or improvement to their existing model portfolios.

And be certain to read to the end, where we have provided an update to our popular “Financial AdvisorTech Solutions Map” (and also added the changes to our AdvisorTech Directory) as well!

*And for #AdvisorTech companies who want to submit their tech announcements for consideration in future issues, please submit to [email protected]!

Weekend Reading For Financial Planners (Feb 4-5)

February 3, 2023 02:00 pm 0 Comments CATEGORY: Weekend Reading

Enjoy the current installment of “Weekend Reading For Financial Planners” - this week’s edition kicks off with the news that the SEC has issued a risk alert outlining Reg BI-related deficiencies discovered during recent examinations of broker-dealers, from dual-registered advisors not clearly communicating whether they were acting as a commission-based broker or a fee-based investment adviser to firms failing to update their training and compliance systems to meet the requirements of Reg BI.

Also in industry news this week:

Annuity sales hit record levels in 2022, possibly spurred on by volatile markets and rising interest rates
A recent survey suggests that an overwhelming percentage of both employers sponsoring retirement plans and their employees are interested in receiving advice from financial advisors

From there, we have several articles on advisor marketing:

How advisors can get more clients by devoting just two hours per month to marketing
5 research-backed tactics advisors can use to improve their marketing ROI
How finding a ‘patient zero’ can help new firms market to their chosen niche

We also have a number of articles on investing:

Why falling interest rates were not necessarily the key driver of investment returns during the past 25 years
Why there might not be a rush among investors to fixed income investments, even as yields reach levels not seen in years
While Indexed Universal Life policies have been insurance companies’ hottest products in recent years, economic headwinds and concerns about their utility could slow their growth

We wrap up with three final articles, all about Artificial Intelligence (AI):

How AI could revolutionize a wide range of professions, from education to medicine
How ChatGPT and other large language models can be used by investment professionals now and in the future
How AI systems could both create greater efficiencies for human financial advisors and challenge current advisory business models in the years ahead

Enjoy the ‘light’ reading!

Paid Solicitation Under The SEC Marketing Rule: Using Third-Parties For Lead Generation And Prospecting

February 1, 2023 07:04 am 0 Comments CATEGORY: Regulation & Compliance

Financial advisors who pay third parties to solicit or refer prospective clients to generate new business have historically been subject to the SEC’s Cash Solicitation Rule. However, that rule was drafted in an era where most paid referral relationships were between individuals, such as a financial advisor who paid a third-party accountant to refer clients their way. In recent years, though, the growing use of lead-generation services, advisor networks, and ‘advisor-matching’ tools, referred to as “operators” in the Marketing Rule’s Adopting Release, has given rise to third-party solicitation activity that often looks more like advertising directly to prospective clients. Which, in fact, often meets the definition of an ‘endorsement’, subjecting many third-party relationships to the Marketing Rule’s compliance regulations.

In response to this shifting landscape, the SEC has scrapped its old Cash Solicitation Rule and folded the regulations for third-party solicitation into its new Marketing Rule, which had a mandatory compliance deadline for SEC-registered advisers of November 4, 2022. In the new rule and subsequent Adopting Release, solicitors have been redesignated as “promoters”, referring to anyone who provides a testimonial or endorsement for an investment adviser, whether or not any compensation was paid. And when an advisor provides compensation for a testimonial or endorsement, the testimonial or endorsement is considered an advertisement under the SEC Marketing Rule. Which means that third-party solicitors providing such advertisements will require a greater investment into due diligence and oversight going forward than under the previous rule.

The upshot is that any paid solicitation agreements between advisers and third parties are now required to comply with the SEC Marketing Rule’s advertising regulations for testimonials and endorsements. These requirements include ensuring that promoters are eligible to receive compensation for testimonials or endorsements (i.e., they are not disqualified by the SEC from acting in any capacity under Federal securities law), entering a written agreement between the adviser and promoter (unless a de minimis compensation threshold, generally $1,000 during the preceding 12 months, is not met), making specific disclosures to prospective clients about the terms of the solicitation agreement and any material conflicts of interest, and, for the adviser, taking reasonable steps to ensure that promoters themselves are complying with the Marketing Rule’s requirements. Additionally, investment advisers should ensure they disclose the promoter relationship in their Form ADV Part 1 and Form ADV Part 2A.

The key point is that all paid solicitation agreements – including both existing and new relationships between advisers and promoters – are generally considered to involve advertisements and will be subject to the Marketing Rule, so for all SEC-registered advisers who are in (or are considering) such relationships, it’s crucial to review all aspects of the relationship in order to ensure compliance. And given the fact that advisers are ultimately responsible for ensuring the compliance of the promoters they utilize – including advisor networks and advisor-matching services that have gained popularity in recent years – using third-party solicitors might require a greater investment into due diligence and oversight going forward than under the previous rule, which could have long-term implications for the cost versus benefits of using such arrangements in the future!

#FA Success Ep 318: From So Many Clients To So Few: Transitioning From Retail Brokerage To The Multi-Family Office, With Ali Swart

January 31, 2023 07:06 am 0 Comments CATEGORY: Financial Advisor Success Podcast

Welcome back to the 318th episode of the Financial Advisor Success Podcast!

My guest on today's podcast is Ali Swart. Ali is a Partner and the Managing Director for Waldron Private Wealth, a multi-family office based in Bridgeville, Pennsylvania that oversees nearly $3 billion in assets under management for 280 ultra-high-net-worth family households.

What's unique about Ali, though, is how she transitioned from a retail brokerage firm where she served nearly 400 clients (and was still responsible for business development to get more of them), to a multi-family office serving clients through specialized client relationship teams that keep advisor capacity to no more than 10 clients per advisor at any given time.

In this episode, we talk in-depth about how Ali and her firm serve their ultra-high-net-worth families with client relationship teams of wealth planning, investing, and client service, to delve into the full depth of their financial complexities while delivering a ‘white glove’ service, how Waldron instituted an in-depth upfront financial plan offering for prospects that can take 3 weeks to 6 months to develop and deliver (with the intention of building their relationship so well during that time that when it's time to decide whether the firm will be hired to implement the recommendations, a prospective client would feel like they are already so involved that they would be firing Waldron if they were to say no), and how Waldron implements four potential career tracks internally for their advisor team that focuses separately on people development, client relationships, business development, and technical expertise, so that employees can choose the path that is right for them, allowing them to hone their natural skills and grow their income doing what they do best.

We also talk about how Ali didn’t fully realize until after leaving her position at Fidelity the great opportunity she was afforded there to learn from and be surrounded by strong female leaders who were supportive of her, how, while Ali was pregnant with her first child, she started to contemplate her career path and the future of her family, and even though she was happy working for her previous firm, she realized she did not enjoy business development, and decided to take a chance with a recruiter who ultimately connected her with Waldron Private Wealth, and how, before accepting an offer to work with Waldron, Ali made them aware that she intended to continue to grow her family and negotiated that they implement a formal maternity leave policy as a contingency for her to accept their offer.

And be certain to listen to the end, where Ali shares how she struggled with the uncertainty that laid ahead after she decided to leave her former firm to work for Waldron (as she recognized that by taking a non-business-development role she would have to accept an initial reduction in salary), but ultimately decided to view it as an opportunity to take one step back in order to take two steps forward and gave herself a goal to become partner by the age of 40 (which she ended up achieving 4 years ahead of goal!), why Ali feels that it is important for newer, younger advisors to define their personal ‘mission’ to advance within the financial services industry (with the recognition that it will evolve over time just as people and professionals do) and keep that mission as a center of motivation and decision-making with confidence that success will follow, and why Ali believes the key to success for her is keeping her three core values of family, finance, and fitness in alignment… where she is present with her family at every opportunity, continues to advance in her career and support her firm in its growth, and maintains a healthy lifestyle to remain to be able to stay present for her family and her firm.

So, whether you’re interested in learning about how Ali handled transitioning from so many clients to so few, how Ali provides white glove service to her ultra-high-net-worth clients, or how Ali negotiated a maternity leave policy be implemented before she was officially hired at Waldron, then we hope you enjoy this episode of the Financial Advisor Success podcast, with Ali Swart.