Many advisors rely on instinct to run their business. But what happens when you replace guesswork with real numbers?

Understanding what drives growth, where prospects fall out of the funnel, and how marketing actually performs can change how a firm operates.

In this episode, Jeremy Houser interviews Molly Pierce, CEO of Track That Advisor, about how financial advisors can use data to improve marketing, hiring, and client conversion. She explains the benchmarks advisors should track, including stick rate, close rate, and cost per client. Molly also shares insights from annual industry studies covering billions in assets and tens of thousands of appointments.

The conversation highlights when to hire staff, how seminars continue producing strong results, and why understanding KPIs can transform advisors from practitioners into business leaders.

Key takeaways:

Why advisors often misunderstand their real close rate and how a 30% industry benchmark provides clarity
What are the benchmarks for advisors based on metrics from 150 different advisory businesses
How annual studies analyzing billions in assets reveal patterns in marketing funnels and advisor growth
The importance of tracking stick rate, close rate, case size, and cost per client to guide decisions
The best ROI marketing for an advisor based on 2025 data
Why workshops and dinner seminars continue delivering strong ROI despite common industry skepticism
How pending leads and delayed appointments signal the need to hire staff and improve capacity
And more!

Connect with Molly Pierce:

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About Our Guest:

Molly Pierce is the CEO of Track That Advisor (TTA), a data and analytics company dedicated to helping financial advisors understand, measure, and scale their businesses with clarity. Through TTA’s Resource Center, benchmarking studies, and Data Storytelling Course, Molly equips advisors and IMOs with the tools to move beyond vanity metrics and lead with real performance data.

Known for translating complex numbers into actionable strategy, Molly helps advisory firms understand key drivers like cost per client, close rate, stick rate, and marketing ROI, empowering them to become their own data coach instead of relying on guesswork.

She is also the host of The Advisor Summit Podcast, where she interviews industry leaders on growth, leadership, and operational excellence in the advisory space.

When she’s not diving into dashboards, Molly is raising her two mullet headed boys with her husband in Arizona. They enjoy anything outdoors, hunting, boating, & going to the dunes.

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