Scaling a solo advisory firm into a thriving team-based business takes more than strong systems—it takes a shared sense of purpose and values that guide every decision. This episode explores how one advisor used a living “Blueprint” to align her team, empower her staff, and create a consistent, values-driven client experience.

Hilary Hendershott is the founder of Hendershott Wealth Management, an RIA based in San Jose, California, overseeing $260 million in AUM for 150 client households. Listen in as she shares how her firm’s "Blueprint" (anchored by individual callings, an ultimate intent, and a firm-wide promise to create safety and openness) shapes internal culture and client communication alike. You'll learn how this document differs from a traditional mission statement, how it evolves with team input, and how it supports key business decisions.

For show notes and more visit: https://www.kitces.com/456

Executive pay packages are complicated—which often leads to these individuals leaving money on the table. From equity negotiations to non-compete clauses, the right financial advisor can help clients fight for what they’re worth. In this episode, we dig into how advisors can create real value for their clients during career transitions.

Emily Shacklett is a Managing Director at Fairport Wealth, a practice within Hightower Advisors that manages $4.8 billion in AUM for 2,000 households. Listen in as Emily shares how she guides executives through every aspect of their compensation package, from salary and bonuses to stock options and workplace flexibility. We also talk about how she also offers value by determining when these clients would benefit from coordinating with an attorney (and having a list of vetted partners ready when they do), how she conducts educational events targeted at individuals who fit her ideal client profile, and her own path to leadership in her practice.

For show notes and more visit: https://www.kitces.com/455

Behavioral finance is often viewed as abstract but it can be a powerful, practical tool for helping clients make better decisions and build lives that align with what matters most. This episode explores how applying behavioral insights and positive psychology can deepen client relationships and drive more meaningful planning conversations.

Dr. Daniel Crosby is the Chief Behavioral Officer at Orion, a technology platform serving financial advisors.

Listen in as Daniel shares how he’s turned complex behavioral concepts into usable advisor tools, including a “money personality” framework and a flourishing goals assessment. We talk about why understanding where clients fall on five key money dimensions - like communication style or spending vs. saving - can help reduce judgment and improve client outcomes, and how identifying gaps between what clients value and how they feel they’re doing in life can spark more relevant financial goals. Daniel also reflects on why advisors must examine their own money beliefs and blind spots, and how practicing nonjudgmental listening may be the most powerful behavioral tool of all.

For show notes and more visit: https://www.kitces.com/454

Delivering financial planning efficiently doesn’t have to mean compromising on depth or personalization. This episode explores how a “working session” model can streamline the client experience, reduce prep and follow-up time, and still create space for thoughtful, relationship-driven planning.

Becky Walsh is the founder of Oak Maple Finance, an RIA based in Burlington, Vermont, that oversees approximately $80 million in AUM for 75 client households.

Listen in as Becky shares how she structures her onboarding into a six-month planning sprint with four real-time working sessions, drastically reducing the hours spent outside of client meetings. We discuss how this approach helps her serve Earners Wanting Advice Now (EWAN) clients with a flat complexity-based fee while maintaining a personalized experience. Becky also explains how she uses software tools like Elements and Money Quotient to assess a client’s financial picture and mindset, how she tailors service tiers after the initial planning "sprint" to match ongoing client needs, and why the support of a trusted peer study group has been a powerful driver in her own professional growth.

For show notes and more visit: https://www.kitces.com/453

Scaling an advisory firm quickly requires more than just marketing - it demands intentional infrastructure, rapid lead conversion systems, and a team built for volume. This episode explores how investing heavily in digital marketing, building internal efficiencies, and empowering advisors can drive explosive growth without sacrificing client service.

Gabriel Shahin is the CEO of Falcon Wealth Planning, an RIA based in Ontario, California, that oversees $1.4 billion in AUM for 1,500 households.

Listen in as Gabriel shares how his firm grew from $200 million to $1.4 billion in just five years by generating 2,500 leads per month and onboarding nearly 500 clients annually. We dive into how his team maximizes paid ads on Google with targeted landing pages and lead magnets, why content creation for SEO and “answer engine” optimization is central to their strategy, and how they ensure fast follow-up by assigning staff to manage inbound leads. Gabriel also discusses his firm's revenue-based compensation model for its advisors, why he views his advisors as his top clients, and how stepping out of day-to-day operations has allowed him to focus on leading the firm into its next phase of expansion.

For show notes and more visit: https://www.kitces.com/452

Running a successful advisory firm takes more than great client service - it also means learning how to lead a team and build infrastructure to support growth. This episode explores how developing leadership skills, hiring intentionally, and leaning into personal values can lay the foundation for a thriving, mission-driven business.

Maggie Kulyk is the founder of Chicory Wealth, an RIA based in Decatur, Georgia, that operates virtually and oversees $760 million in AUM for 480 households.

Listen in as Maggie shares how she grew from a self-described “terrible” manager into a visionary leader by making key hires with complementary strengths to her own, delegating wisely, and developing a strong leadership team. We discuss how her firm finds and trains homegrown advisors aligned with its values, how Maggie structured an internal ownership track for future successors, and why breaking away from a broker-dealer and going fee-only was the right move for her long-term vision.

For show notes and more visit: https://www.kitces.com/451

High-net-worth retirees are hungry for clear, actionable retirement education - but often don’t know where to find it. This episode explores how hosting local educational seminars can create a consistent pipeline of engaged prospects and drive meaningful business growth for financial advisors.

Ryan Morrissey is the founder of Morrissey Wealth Management, an RIA in North Haven, Connecticut, overseeing $140 million in AUM for 150 households. Listen in as Ryan shares how he organizes his retirement planning seminars through local adult education programs to attract his target audience, how he's found that charging a small nominal fee for the classes boosts participant engagement, and how offering a free consultation as a “bonus class” consistently converts attendees into new clients. We also discuss his transition from wirehouse to RIA ownership, how he navigates compliance as a growing firm, and why he’s focused on keeping his service model simple and impactful as he continues to scale.

For show notes and more visit: https://www.kitces.com/450

Financial planning clients expect responsive, detail-oriented service—and the firms that deliver consistently are the ones that keep them for decades. Michelle Perry Higgins has seen that firsthand, and she joins us today to share how setting and maintaining high client service standards, alongside thoughtful listening and planning, can drive both long-term retention and organic growth.

Michelle is a principal of California Financial Advisors, an RIA based in San Ramon, California, that oversees $2 billion in AUM for approximately 1,500 households. Listen in as she talks about how her firm has grown entirely organically, fueled by her "non-negotiable" service practices (such as ensuring no client waits more than 5 minutes for a meeting) and maintaining a greater than 99% client retention rate. She also explains how she uses tools like an “Everything Binder” to help clients organize their financial lives, why she builds time into her schedule after every meeting to record personalized notes, and how going deeper in client conversations uncovers what really matters.

For show notes and more visit: https://www.kitces.com/449