Podcast
Modern Financial Advisor
Hosted by finservMarketing · EN
The Modern Financial Advisor Podcast shines a light on innovative strategies, solutions, and ideas shared by guests who are driving the wealth management industry forward in new and exciting ways. The show is hosted by Mike Langford and produced by finservMarketing.
13episodes
Episodes
Newest firstAll episodes
Why Your Clients Don't Need a 75-Page Report (And What to Give Them Instead)
1w ago00:27:49Tap to summarizeWhat if the most powerful thing you could hand a client after a meeting isn't a detailed report... but something their spouse could actually understand? Alison Susko, VP of Community at Asset-Map, joins Mike Langford at the Fearless Investing Summit in Denver for a conversation about why simplicity might be the most underrated competitive advantage in financial planning today. In this episode, you'll discover: Why the reports most advisors hand clients actually require the advisor to be in the room to make sense of them — and why that's a problemHow the "non-CFO spouse" is reshaping how advisors think about client communicationWhy Asset-Map's new eMoney integration became their fastest-growing integration of all timeHow JUMP AI can automatically build an Asset-Map report from a recorded client meeting in real timeThe shift from deep complexity to relationship-first simplicity that Alison sees coming across the entire industryWhy multi-generational planning is no longer optional — and how Relationship Maps are helping advisors keep track of blended families, gray divorces, and three-generation householdsThe real reason clients leave advisors (hint: it has nothing to do with returns) Alison brings nearly 20 years of industry experience — including nearly a decade at eMoney Advisor — to a refreshingly honest conversation about what clients actually want from their financial advisors and the technology that serves them. Chapters: 0:00 - The moment clients finally understand their finances 1:02 - Intro 2:05 - Welcome to Denver: Recording live at the Fearless Investing Summit 3:20 - What does a VP of Community actually do? 5:30 - Why clients don't need a 75-page report 8:00 - The non-CFO spouse problem 10:30 - When your client shouldn't need you to explain the report 12:00 - Asset-Map's eMoney integration 13:30 - The JUMP AI integration: Building an Asset-Map from a recorded meeting 15:00 - The sleep-at-night factor 17:00 - The end of walled gardens: Open architecture in wealth tech 18:30 - The future of visual financial planning 20:30 - Multi-generational planning and Relationship Maps 23:30 - Gray divorce and the complexity of modern family finances 26:10 - Outro
Transcribe →"How Much Have You Got?" — Why the AUM Model Is on Borrowed Time | Bob Veres of Inside Information
2w ago00:34:32Tap to summarizeWhat if the financial planning profession is more fragile than it looks? Recorded live at the Fearless Investing Summit by Nitrogen Wealth, Mike sits down with Bob Veres — veteran industry observer, writer, and publisher of the Inside Information newsletter — for one of the most candid conversations about the state of financial advice you'll hear this year. Bob has been watching this profession evolve for decades, and he pulls no punches. From the AUM model's structural flaws, to the inertia of established firms sleepwalking toward an extinction event, to the rise of a new generation of idealistic advisors who want nothing to do with the old way of doing business — this conversation covers it all. If you've ever felt like the profession is stuck in an awkward middle ground between what it was and what it needs to become... Bob has a name for that feeling. And more importantly, he has a vision for what comes next. Chapters: 00:00 — Teaser: "How Much Have You Got?" 00:24 — Intro & Welcome 01:41 — The Present Is Awkward: Why Financial Planning Isn't Quite a Profession Yet 07:08 — What's Wrong With the AUM Model (And What Comes Next) 10:37 — The Next Generation of Clients and Advisors Won't Accept the Status Quo 14:05 — Inertia: The Ancient Enemy of Progress in This Profession 16:38 — The Avalanche Is Coming — And You Won't See the Last Grain of Sand 19:42 — AI Is Going to Be Huge Someday (Wink) — What It Really Means for Advisors 24:30 — The Three Reactions to New Technology (And Which One Always Wins) 26:08 — Bob's Vision: A Fiduciary Referral Network Built on Specialization 31:23 — A Bright Future — For Those Who Adapt 32:27 — Bob's Neural Network: How He Stays Sharp & How to Connect
Transcribe →Why Modern Financial Advisors Must Offer Comprehensive Banking Solutions and Advice or Risk Losing Clients
Mar 1300:49:00Tap to summarizeBob Clare spent 25 years inside Bank of America and Merrill Lynch before founding Fispoke — a complete embedded banking and lending platform built specifically for independent RIAs and financial advisors. And what he saw from the inside is what drove him to build it: the big banks have a very deliberate strategy to cross-sell your clients every time they walk through their doors. Most independent advisors have no idea it’s happening. In this episode, Mike and Bob dig into why integrating banking into your practice is both an offensive and defensive strategy, what it really means to be a fiduciary when you’re only managing half of your client’s financial life, and how Fispoke is enabling advisors to offer $20.5 million in FDIC insurance and a 3.56% high-yield savings APY to their clients today. They also unpack a stat that should stop every advisor cold: 81% of heirs switch advisors after inheriting wealth. Bob explains how building a banking relationship with the next generation is one of the most powerful retention tools in an advisor’s arsenal. Chapters: 0:00 - Cold Open: Bob’s Warning to Advisors 0:30 - Episode Intro 2:00 - Welcome Bob Clare / The Journey from Terry’s Episode to Today 3:00 - Fispoke Elevator Pitch: The Turnkey Banking Platform for Advisors 6:00 - Offense & Defense: Banks Are Actively Cross-Selling Your Clients 13:30 - The Fiduciary Blind Spot: Managing One Side of the Balance Sheet Isn’t Enough 19:00 - Business Owner Clients and the Banking Opportunity 20:30 - $20.5 Million in FDIC Insurance: The Sleep-at-Night Conversation 25:30 - From Portfolio Manager to Capital Architect 28:30 - Advisor Financing: Own Your Destiny Without Selling to Private Equity 29:30 - The 81% Problem: Banking as a Next-Gen Retention Strategy 35:00 - Getting Started with Fispoke (No Platform Fees) 38:30 - Training & Getting Comfortable with Banking Conversations 43:00 - First Mover Advantage & Closing Thoughts 47:00 - Outro
Transcribe →Love Your Customer or Quit: The 4 Pillars of Client Experience That Actually Matter
Mar 700:55:42Tap to summarizeRich Walker, co-founder and CEO of Quik!, joins Mike Langford to share his four essential pillars for creating exceptional client experiences—including the provocative first principle: love your customer. Rich reveals why he and his wife shut down a profitable business after four months because they didn't love their customers, and what that taught him about building sustainable advisory relationships. This conversation explores the intersection of AI, leadership, and human connection in wealth management. Rich breaks down how to set boundaries that make clients feel more secure, why a 99% satisfaction score might indicate you're doing too much, and how to treat AI tools as collaborative colleagues rather than robotic servants. Plus, Rich unveils Quik!'s revolutionary new product, Formstream, which promises to transform the paperwork nightmare every advisor faces. The 4 Pillars Framework: Pillar #1: Love Your Customer - Why this is non-negotiable and how to know when you don'tPillar #2: Be Your First Customer - Solving problems you actually experiencePillar #3: Be On Your Customer's Team - You're the guide, not the heroPillar #4: Know and Enforce Your Boundaries - How limits create love and trust Key Topics Covered: Only 30% of firms are actually using AI (you haven't missed the boat)How to think about AI as a colleague vs. a toolThe collaborative approach to AI that produces better resultsWhy solo advisors still need leadership skillsTeaching clients how to communicate with you through boundariesThe danger of 100% customer satisfaction scoresIntroducing Formstream: The "TurboTax approach" to formsHow paperwork friction costs advisors months in onboarding time Episode Timeline: 0:00 - Cold Open: Love Your Customer 0:52 - Episode Introduction 2:00 - Welcome Rich Walker to the Show 4:41 - The 4 Pillars of Client Experience Framework 5:00 - Pillar #1: You Have to Love Your Customer 6:00 - Being Interested in Your Clients 7:48 - Shutting Down a Profitable Business (Wife's Weight Loss Company) 9:00 - Pillar #2: Be Your First Customer 11:00 - Why Rich Quit Being a Financial Advisor 12:43 - Pillar #3: Be On Your Customer's Team 13:00 - Building a StoryBrand - You're the Guide, Not the Hero 14:00 - Financial Advisors Are Relationship-Based 15:00 - Helping Your Team See the Impact of Their Work 17:40 - Pillar #4: Know and Enforce Your Boundaries 18:00 - Alamo Drafthouse: Boundaries Create Great Experiences 20:00 - Children Feel Love When They Know the Boundaries 22:23 - Teaching Clients How to Communicate With You 24:00 - The 99% Customer Satisfaction Problem 26:00 - Not Making Enough Turnovers (Basketball Analogy) 27:00 - Sarah Vogelsanger's Phone Call Feedback 28:00 - Thomas Gold Solutions: We Answer the Phone 30:43 - AI and Client Experience in Wealth Management 32:33 - Only 30% of Companies Are Actually Using AI 34:00 - SunWest Credit Union's "Sunny" AI Story 35:00 - Does AI Enhance or Replace Your Client Experience? 36:00 - Excel and Claude: Mind-Bending Capabilities 38:43 - The Two Aspects of AI: Tool Set vs. Personal Dialogue 40:00 - Think of AI Like a Human Colleague 41:00 - The M-Dash Story: Asking AI "Why?" 42:00 - Training Employees vs. Training AI 44:00 - Stop Prompting, Start Collaborating with AI 45:00 - Let AI Write Its Own Prompts 46:00 - Surfing the Trend vs. Fighting the Tide 47:00 - Video Calls Have Become Universal 48:00 - Rich's Mom Uses ChatGPT for Journaling on Walks 49:00 - What Does Quik! Actually Do? 50:00 - Introducing Formstream: Dynamically Creating Software from Forms 51:00 - The "TurboTax Approach" to Forms 52:00 - Paperwork Friction Causes 2-Month Delays 53:00 - Where to Find Rich Walker and Connect 54:00 - Episode Outro and Final Thoughts
Transcribe →The AI Paradox: How a Notetaking App Is Making Financial Advisors More Human
Feb 1700:59:14Tap to summarizeWhat if AI could actually make you MORE human with your clients? Matt Halloran, Chief Evangelist at Zocks, joins Mike Langford to share a powerful paradox that's transforming financial advisory: the technology that was supposed to replace human connection is actually deepening it. In this episode, you'll discover: How one advisor nearly missed his client's spouse mentioning a serious health issue—but his AI notetaker caught itWhy the "tyranny of minutiae" is keeping advisors from spending quality time with clients (and how to break free)The surprising stat: advisors only spend 20% of their time with clients—and how to reclaim 10+ hours per weekWhy having "no baggage" makes AI the perfect listener in client meetingsHow 2 million meetings worth of machine learning is making every advisor better at their jobThe simple follow-up email strategy that's helping advisors close more business against competitorsWhy adoption rates for AI tools are skyrocketing from 10% to 90% in just 18 monthsHow to attract young talent and drive organic growth in the AI era Matt also shares a powerful Navy story about "trusting the wind at your back"—a metaphor that shaped his entire career and led him from co-founding ProudMouth (the largest podcasting company in financial services) to his new role evangelizing AI solutions. Whether you're skeptical about AI or already experimenting with it, this conversation will shift how you think about technology's role in building deeper, more authentic client relationships. Guest: Matt Halloran, Chief Evangelist at Zocks Learn more: https://www.zocks.io/mattgpt
Transcribe →Alan Moore from XYPN Live on Entrepreneurship, Escape Velocity, and the RIA Fee-For-Service Revolution
Oct 1600:39:27Tap to summarizeThe Future of Financial Advising: Alan Moore on XYPN's Growth, Fee-For-Service Models, and More In this episode of the Modern Financial Advisor Podcast, host Mike Langford sits down with Alan Moore, CEO of XY Planning Network (XYPN) and AdvicePay, for an insightful discussion at the XYPN Live conference in Austin, Texas. They explore topics such as the challenges of organic growth in the financial advising industry, the rise of fee-for-service models, and the different phases of building a successful advisory business. Alan shares his journey from starting his own firm to managing two large companies, emphasizing the importance of finding the right business model and staying transparent with clients. Tune in to learn valuable insights from one of the industry's most inspiring leaders. Don't forget to subscribe on Apple Podcasts, Spotify, Google Play, Amazon, or your favorite podcast platform! Chapters: 00:00 Understanding Market Saturation in Financial Advisory 01:08 Introduction to the Modern Financial Advisor Podcast 02:56 Welcoming Alan Moore to the Show 05:14 The Origin Story of XYPN 08:36 Challenges and Growth in Entrepreneurship 15:13 Phases of Business Development 20:35 Reflecting on Rapid Growth and Challenges 21:43 The Shift to Fee-for-Service Models 22:33 Exploring the AUM Model and Market Saturation 29:30 The Origin and Growth of AdvicePay 31:56 Balancing Multiple Ventures as an Entrepreneur 33:32 Building Influence and Creating Gravity 37:09 Conclusion and Final Thoughts
Transcribe →Michael Kitces Explains How Financial Advisors Can Create Gravity to Attract Clients vs Fighting Time and Scale Constraints
Oct 1600:36:15Tap to summarizeUnlocking The Secrets to Scaling Your Financial Advisory Business - Michael Kitces on XYPN Live In this episode of the Modern Financial Advisor Podcast, host Mike Langford sits down with Michael Kitces during the XYPN Live conference in Austin, Texas. They discuss the importance of knowing your target market, focusing on strategic planning, and the concept of 'gravity' in marketing. Michael shares insights into creating a successful, scalable financial advisory business, moving away from time-based marketing activities, and the benefits of a clear, targeted market segment. The conversation also touches on the innovative structure and support offered by XY Planning Network to independent advisors. Michael's expertise offers transformative advice for financial advisors looking to grow and sustain their practices efficiently. Chapters: 00:00 Understanding the Importance of Target Audience 01:14 Introduction to the Modern Financial Advisor Podcast 03:09 Welcoming Michael Kitces 04:46 The Concept of Creating Gravity in Wealth Management 06:43 Challenges in Scaling a Financial Advisory Business 13:15 Strategic Planning and Marketing for Advisors 19:17 The Flaws of Time-Based Marketing 20:12 Scaling Your Business with Brand Building 20:59 Challenges in Organic Growth 21:44 Reinventing Business with XYPN 23:21 Building Your Own Firm with XYPN 24:39 Support and Compliance Services 25:23 Tech Stack and Community Support 29:05 Flexible Business Models and Membership 31:34 The Importance of Niche Marketing 34:53 Conclusion and Upcoming Episodes
Transcribe →Building the Back Office of the Future: AI Agents and Operations Tech for Financial Advisors
Oct 500:57:48Tap to summarizeIn this episode of the Modern Financial Advisor Podcast, host Mike Langford is joined by David Knoch, CEO of Docupace, to discuss the evolving landscape of financial advisory operations. David shares his insights on the industry's archaic practices, the importance of operational efficiency, and the role of AI in future-proofing financial services. With over 400,000 users on their platform, Docupace is leading the charge in transforming back-office operations for financial advisors. Tune in to learn about Docupace's vision for intelligent automation, their strategic acquisitions, and how they are addressing the $50 billion problem of inefficiency in financial advisory firms. Chapters: 00:00 The Archaic State of the Financial Industry 01:18 Introduction to the Modern Financial Advisor Podcast 02:44 Welcoming David Knoch: CEO of Docupace 03:54 The Evolution of Financial Advisory Operations 07:09 Docupace's Vision for the Future 10:41 The Role of Technology in Financial Services 14:19 The Human Element in Financial Planning 21:08 The Importance of Operational Excellence 25:56 Docupace's Growth and Acquisitions 27:03 Convergence of Leadership Perspectives 27:26 Acquisition Strategies and Integration 29:09 Docupace's Collaborative Culture 31:46 Balancing Independence and Integration 35:07 Build vs. Buy Decision-Making 42:42 The Role of AI in Financial Advisory 46:58 Future Vision and AI Implementation 56:14 Conclusion and Final Thoughts
Transcribe →Why RIAs That Take Workflow Management Seriously Are Growing 33% Faster Than Their Peers
Sep 2501:05:29Tap to summarizeHow I Built and Sold My FinTech Startup: Louis Retief of Hubly on The Modern Financial Advisor Podcast In this episode of the Modern Financial Advisor Podcast, host Mike Langford sits down with Louis Retief, co-founder of Hubly, for an in-depth conversation about his entrepreneurial journey in the wealth tech industry. Louis shares his experience of founding Hubly right out of college, the challenges and opportunities he encountered, and what it's like to have his company acquired by Docupace. They discuss the importance of efficiency and workflows for advisory firms, the role of operations managers in decision-making, and the ongoing consolidation in the wealth management tech space. Louis also provides insights into how Hubly and PreciseFP are working together post-acquisition and the long-term vision for integrated solutions in financial advisory firms. This episode is a must-watch for anyone interested in fintech, wealth management, and entrepreneurship. Don't miss it! Chapters: 00:00 Introduction to Hubly and Efficient Advisory Firms 00:52 Welcome to the Modern Financial Advisor Podcast 02:12 Louis Retief's Journey and Hubly's Origin 03:12 The Importance of Workflow Automation 17:13 Challenges and Solutions in Financial Advisory Firms 27:20 Understanding the Financial Advisory Market 33:27 Building for the Back Office 34:43 Lessons from Social Wear 36:38 Hubly's Strategic Pivot 37:43 Acquisition by Docupace 39:15 Research and Decision Making 47:00 Post-Acquisition Integration 49:17 Future Vision and Product Development 53:27 Entrepreneurial Insights and Challenges 56:12 Importance of Long-Term Thinking 58:37 Due Diligence in Tech Partnerships 01:02:12 Final Thoughts and Farewell
Transcribe →Financial Advisors Who Embrace New Business Models and Adopt AI Today Will Be The Last Ones Standing
Sep 1701:02:29Tap to summarizeIn this episode of the Modern Financial Advisor Podcast, host Mike Langford engages in a thought-provoking conversation with Steve Lockshin, founder of AdvicePeriod and Vanilla Technologies. Steve shares insights on the shortcomings of the traditional AUM model, the rise of AI in financial advising, and the potential of technology to revolutionize the industry. They discuss estate planning, the importance of serving high net worth clients, and practical applications of AI and tokenization. Steve also opens up about his personal life, including his passion for wake surfing as a morning routine. Join us for a deep dive into the future of financial advising and what advisors should do to stay ahead. Chapters: 00:00 Introduction and Personal Anecdote 01:20 Welcome to the Modern Financial Advisor Podcast 01:25 Guest Introduction: Steve Lockshin 03:00 Morning Routine: Wake Surfing 06:47 The Importance of Estate Planning 13:46 Vanilla: Revolutionizing Estate Planning 20:06 Challenges in the Financial Advisory Industry 26:58 The AUM Model: Pros and Cons 32:42 The Importance of Fee Negotiation 33:25 Client Scenarios and Advisor Conflicts 34:44 Structuring Advisory Fees 35:26 Fee Calculators and Transparency 36:46 Client Shopping Behavior 40:46 AI and Tokenization in Wealth Management 48:33 The Future of Financial Advisory 50:20 Advisors Adapting to Technological Changes 58:03 Final Thoughts and Advice for Advisors
Transcribe →