The Advisor Summit Podcast

Dinner Seminars Are NOT Dead — We Have the Data to Prove It

The Advisor Summit Podcast: Dinner Seminars Are NOT Dead. We Have The Data To Prove It with Erica PaulyWelcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.In this episode, we speak with Erica Pauly about all things dinner seminars. Dinner seminars are one of the most debated marketing funnels in the financial advisor industry right now.Some advisors swear they’re outdated. Others claim they don’t work anymore. But according to the latest data from Track That Advisor, dinner seminars are still generating some of the highest-net-worth prospects in the industry — and still account for roughly 13–15% of total new business year after year.Key Takeaways:Dinner seminars still workThey continue to generate 13–15% of advisor business and remain a powerful marketing channel in 2026.Higher-net-worth prospects require longer sales cyclesAs average case sizes increase, close rates naturally decline because affluent prospects take more time and trust-building.Long-term ROI matters more than first-year ROIMany seminar prospects convert months later, so advisors need to evaluate pipeline growth and year-to-date ROI — not immediate results alone.The best advisors track the right metricsMetrics like stick rates, second appointments, cost-per-set, and follow-up consistency matter more than attendance numbers alone.Personal relationships still outperform automationAI and automation can improve efficiency, but personalized follow-up remains critical for conversions and long-term client trust.Timestamps:01:58 Why dinner seminars still work03:42 Rising average case sizes06:52 Why close rates are declining08:55 Understanding cost per client10:50 First-year ROI vs year-to-date ROI14:05 The importance of pending opportunities15:20 Why tax seminars perform best16:20 The rise of customized seminar topics18:34 AI, automation & declining stick rates22:35 Educational workshops vs dinner seminars27:00 Key benchmark metrics advisors should track30:30 Final advice for advisors in 2026View all our Track That Advisor Resources here:https://trackthatadvisor.com/resources/client-resources/⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports.⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive.⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.Contact us at: hello@trackthatadvisor.comConnect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/

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Youtube Expert Shares Secrets for Financial Advisors

3w ago00:47:36Tap to summarize

The Advisor Summit Podcast: Youtube Expert Shares Secrets for Financial Advisors with Andrew MurdochWelcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.In this episode, we sit down with Andrew Murdoch, Founder of YT Era, to unpack why YouTube may be one of the most underutilized growth channels for financial advisors.Key Takeaways:YouTube is a search engine, not just social media. Andrew explains why advisors should think of YouTube as a long-term authority and discovery platform, not just another social channel.Topic selection matters most. A strong title and thumbnail can help, but the video topic is what ultimately determines whether the right audience clicks and watches.Start with a “Start Here” playlist. Advisors can use client questions, prospect conversations, and AI note-taker transcripts to create a short playlist that builds trust before a first meeting.YouTube strengthens other funnels. Dinner seminars, webinars, referrals, email campaigns, and discovery calls can all become more effective when supported by strategic YouTube content.Views don’t pay the bills, clients do. Advisors need clear calls to action, whether that’s a webinar registration, lead magnet, or discovery call, to move viewers into a real relationship.Show Notes & Citations:3% of advisors getting clients from YouTube — Broadridge Financial Solutions survey, 2021SEO: $674/client | Radio: $7,855/client | Social media: $11,937/client — Kitces Research, 201960% of clients over 60 require a referral | 17% of clients under 44 require a referral — Ficomm Partners 2024 Consumer Insights Study, as reported by Wealth Solutions Report (July 2024)James Conole / Root Financial ($20K production cost, $120K ad revenue, $120M new AUM, $1.3B AUM) — Kitces Financial Advisor Success Podcast, Episode 445, October 2024OneDigital acquisition of PWL Capital (January 2025, $108B AUM firm) — OneDigital official announcement, January 23, 2025Show Notes Correction: During the episode, Andrew referenced SEO cost per client as “around $300.” The correct figure from Kitces Research is $674 per client for SEO. The $338 figure refers to client referrals. The broader point remains: SEO is still significantly lower than social media’s reported $11,937 cost per client.Connect with Andrew: https://www.linkedin.com/in/andrewmurdochyt/YT Era's website: https://ytera.com/As mentioned in the episode, Andrew is offering listeners access to his Viewer Avatar Template — a resource designed to help financial advisors identify exactly what video topics their audience actually wants and needs. It’s one of the core frameworks his team uses to build effective YouTube strategies for advisors. Access the Viewer Avatar Template here: https://freetemplate.ytera.com/⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports.⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive.⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.Contact us at: hello@trackthatadvisor.comConnect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/

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Use AI Data to Close—Not Just Converse | A Smarter Approach for Financial Advisors

Apr 2800:40:45Tap to summarize

The Advisor Summit Podcast: Use AI Data to Close—Not Just Converse | A Smarter Approach for Financial Advisors with Liam HanlonWelcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.In this episode, we sit down with Liam Hanlon from Jump to talk about one of the biggest topics in wealth management right now: AI. But this conversation goes far beyond the buzzword.Key TakeawaysAI should make advisors more human, not less. Liam explains that the best use of AI is removing admin work so advisors can be more present, more attentive, and more relational in client meetings.Client sentiment matters more than most advisors realize. Jump’s research shows that a client’s emotional state at the start of a meeting can directly impact how open they are to recommendations, planning conversations, and action.The right conversation structure can improve close rates. AI is helping uncover specific behaviors that lead to better prospect outcomes, including what to say, what to avoid, and when certain topics should come up.Most advisors are underusing the AI tools they already have. It is not just about having a note taker. Advisors get the most value when they connect AI across their full tech stack and use it as an operating system, not just a recorder.The future of AI in wealth management is workflow automation. Liam shares that the next frontier is solving operational bottlenecks — including complex processes like end-to-end account opening — in ways that were previously impossible.Key Timestamps and Resources Mentioned: 01:01 – Liam explains what Jump is and the advisor workflow problem it was built to solve01:32 – Michael Kitces study (2018–2019): Advisors spend only 17% of their day with clients and 9–10 hours/week on admin work03:02 – Why AI can actually create a more human advisor-client experience04:03 – Jump internal research: ~60% of advisors save 1–3 hours per day, and most reinvest that time into revenue-generating activities06:27 – What Jump is learning from advisor conversation data07:56 – Jump research: Client sentiment is driven more by market volatility and macro uncertainty than just market performance09:18 – One thing advisors can do to improve client sentiment (shift to long-term planning conversations)11:40 – How Jump creates AI-driven scorecards and conversation coaching15:48 – Jump study (10,000 conversations): Identifying behaviors that directly impact prospect conversion rates17:40 – How advisors should think about AI recommendations and conversation guidance21:40 – Why human review still matters, even with advanced AI24:09 – What advisors are getting wrong about implementing AI25:48 – Jump’s broader AI tools beyond note taking29:42 – 2026 T3 Survey: Jump leads in market share and advisor satisfaction among AI meeting assistants37:55 – Liam shares what excites him most about the future of AI in wealth managementConnect with Liam:https://www.linkedin.com/in/liam-hanlon-52aa60119/Visit Jump's website:https://jump.ai/⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports.⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive.⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.Contact us at: hello@trackthatadvisor.comConnect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/

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From Stuck to Scaling: The Real Role of an IMO in Advisor Growth

Apr 1400:46:15Tap to summarize

The Advisor Summit Podcast: From Stuck to Scaling: The Real Role of an IMO in Advisor Growth with Mark BiglerWelcome back to another episode of the Advisor Summit Podcast, where industry leaders and innovators share the strategies, systems, and mindset shifts helping advisors grow stronger businesses.In this episode, we sit down with Mark Bigler of Advisors Excel to unpack a big question in the advisory world: what should IMOs and FMOs actually be doing for advisors?If you’ve ever wondered whether your IMO is truly helping you build the business you want, this episode is for you.5 Key Takeaways:Not all IMOs serve advisors the same way.Mark breaks the IMO landscape into three levels: vendor, platform, and true partner. The strongest firms do more than provide product access — they help advisors build toward a long-term business vision.Most advisors grow by brute force until they hit a ceiling.A common pattern Mark sees is advisors becoming great salespeople without ever learning how to run a scalable business. That gap shows up in leadership, delegation, systems, and team development.Better data leads to better business decisions.From seminar tracking to appointment stick rates and average case size, Mark emphasizes that growth should not be based on gut instinct alone. Advisors need real metrics to know what is working.Growth requires delegation and leadership development.If advisors want to move from production to scale, they have to let go of doing everything themselves. That means documenting processes, training staff, and investing in becoming a stronger leader.Community can accelerate growth.One of the biggest differentiators Mark highlights is being surrounded by other successful advisors. When advisors are plugged into a strong community, they gain ideas, accountability, and momentum they would not get alone.Timestamps:01:06 – Mark shares how a cold call about life insurance unexpectedly opened the door to Advisors Excel04:27 – What a great IMO should actually do for advisors07:08 – Why Mark believes most FMOs are underserving their advisors10:33 – What Advisors Excel does differently: business plans, data, and real consulting14:02 – Why monthly coaching calls matter and how support evolves as firms grow15:21 – The biggest gap Mark sees in advisor businesses today18:30 – The three growth levers advisors should focus on21:07 – Why delegation is one of the hardest but most necessary parts of scale24:28 – Why advisor community is such a powerful growth catalyst29:11 – The KPIs Mark watches most closely in advisor marketing31:21 – Where advisors should begin when building a team36:55 – Why younger advisors can absolutely succeed in this industry37:48 – Common mistakes advisors make when trying to grow41:11 – Where Mark sees the IMO and FMO landscape heading over the next 5–10 years43:25 – Mark’s personal focus this year: becoming a better leaderVisit Advisor's Excel website:https://www.advisorsexcel.com/⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports.⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive.⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.Contact us at: hello@trackthatadvisor.comConnect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/

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Becoming An Efficient Advisor with Libby Greiwe

Mar 3100:40:53Tap to summarize

The Advisor Summit Podcast: Becoming An Efficient Advisor with Libby GreiweWelcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.In this episode, we sit down with Libby Greiwe of The Efficient Advisor. Libby shares how advisors can move from burnout and “busy-ness” to scalable, enjoyable businesses by building intentional systems and processes. Drawing from her own experience as an advisor, she explains how efficiency alone isn’t enough—it must be paired with effectiveness and a strong client experience to truly transform a practice.Key Takeaways:Many advisors don’t actually have a business—they have a “really busy version of themselves.” Without systems, nothing works without you.A highly efficient business still fails if the advisor is burned out or not enjoying their work.There’s no “perfect template.” Advisors should build schedules around their natural energy, then refine continuously.Client onboarding is the biggest predictor of retention, referrals, and lifetime value—yet it’s the most overlooked process.Top advisors move out of “inbox mode” and into CEO mode by creating systems that anticipate needs instead of reacting to problems.Key Moments:00:50 – Episode intro and overview of Libby’s focus on systems, efficiency, and lifestyle design02:33 – “I didn’t have a business—I had a really busy Libby” realization05:13 – The “I should be doing this” overwhelm advisors experience06:28 – Common mistakes when building a model week08:23 – Why structure actually creates freedom for advisors10:43 – Designing your business around your natural life and client rhythms16:13 – Why the first 100 days of onboarding matter most18:28 – Client psychology shift: excitement to stress after saying yes21:33 – Removing friction with simple systems (the “break up with Dave” example)23:53 – Uber vs. taxi analogy for client experience and efficiency27:38 – Reactive vs. proactive advisors (“inbox mode”)30:18 – The Ritz-Carlton mindset: anticipating client needs31:33 – Shifting from annual reviews to strategic planning meetings34:03 – Systems aren’t fun—but they create freedom and scale36:03 – Automate, delegate, delete to reduce burnout38:48 – “Do it messy” approach to building processes41:03 – Libby’s goal: refinement over chasing new ideasConnect with Libby: https://www.linkedin.com/in/libby-greiwe/Visit The Efficient Advisor website: https://www.theefficientadvisor.com/Listen to The Efficient Advisor Podcast here: https://www.theefficientadvisor.com/podcast-main-page⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports.⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive.⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.Contact us at: hello@trackthatadvisor.comConnect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/

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Building an RIA Without Guesswork

Mar 1700:42:10Tap to summarize

The Advisor Summit Podcast: Building an RIA Without Guesswork | Shelby NichollWelcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.In this episode, we sit down with Shelby Nicholl of Muriel Consulting to talk about what really goes into making a successful advisor transition, whether that means moving firms, launching an RIA, or building the right structure for long-term growth. Shelby shares practical insight on ownership, operations, client communication, and how advisors can make the right move for both their practice and their clients.Key TakeawaysNot every advisor needs their own RIA. The right move depends on your goals, your team, and which responsibilities you actually want to own.Advisors need to know their real numbers first. Before making a move, you need clarity on your true top-line revenue, costs, and what your current platform is actually charging.The client story matters as much as the business structure. A transition only works well if advisors can clearly explain why the move is better for clients and staff.Strong transitions require strong partners. Compliance, operations, custodians, and consultants all play a major role in making an RIA launch or BD move successful.Building an RIA is a growth decision, not just a freedom decision. It creates more ownership and flexibility, but only if the advisor is ready for the added responsibility and structure.Key Moments02:36 — The three ways Shelby helps advisors today03:51 — Why advisors want to move firms or build an RIA06:02 — The mindset shift advisors need before making a move09:11 — Why “pushing the buttons” matters in ownership13:05 — The numbers advisors must know before transitioning15:16 — Important questions to ask before choosing a new BD19:07 — Biggest deal breakers and what to watch for21:09 — The first 90 days of launching an RIA26:42 — Why compliance fear holds so many advisors back28:53 — Common myths about RIAs and product flexibility32:57 — The one action step advisors should take this week35:07 — Where to connect with Shelby and Muriel Consulting36:00 — Shelby’s 2026 goal: launching 15 RIAsConnect with Shelby: https://www.linkedin.com/in/shelbynicholl/Muriel Consulting: https://www.murielconsulting.com/⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports.⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive.⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.Contact us at: hello@trackthatadvisor.comConnect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/

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Your CRM Is a Key Teammate In Your Financial Firm

Mar 300:38:17Tap to summarize

The Advisor Summit Podcast: Your CRM Is a Key Teammate In Your Financial Firm | Thomas ClawsonWelcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.In this episode of The Advisor Summit, we sit down with Thomas Clawson, co-founder of SLANT, to explore how the next generation of CRM technology is transforming the way financial advisors build and maintain client relationships.From the evolution of legacy CRMs to the rise of AI-native platforms, Thomas shares how modern technology can simplify workflows, reduce administrative burden, and help advisors focus on what matters most: deepening relationships with clients. If you’ve ever felt frustrated by clunky systems, disconnected tech stacks, or tools that create more work instead of less, this episode will reshape how you think about CRM and advisor technology.Key Takeaways:CRM should strengthen relationships, not just track compliance.Many legacy CRMs evolved into record-keeping systems rather than true relationship tools. Modern platforms are shifting the focus back to helping advisors deepen client relationships.Legacy systems weren’t designed for today’s technology.Older CRMs were built on outdated infrastructure that makes it harder to integrate modern tools like AI. Rebuilding from the ground up allows platforms to better support today’s advisor workflows.AI works best when it’s built into the platform.Instead of bolting AI onto existing systems, AI-native CRMs embed it directly into everyday tasks like note-taking, meeting prep, and client insights.Meeting preparation and follow-up deliver the biggest AI value.AI can help advisors instantly recall important details about clients and past conversations, making meetings more personalized and productive.Choosing a CRM is about partnership, not just features.Because firms rarely switch CRMs, advisors should evaluate vendors based on long-term support, responsiveness, and commitment to improving the platform.Key Moments:00:13 — Introduction to Thomas Clawson and the origin story behind SLANT01:10 — Why advisors are overwhelmed by fragmented tech stacks02:48 — Understanding the real job of financial advisors: relationships and trust04:13 — Why traditional CRMs became compliance tools instead of relationship tools06:30 — The major flaws in legacy CRM systems10:44 — Why SLANT focuses on households instead of individuals14:19 — What “AI-native CRM” actually means for advisors18:05 — How AI can improve meeting preparation and follow-ups21:25 — Real example: using AI to deepen client relationships24:39 — Building CRM features advisors actually need27:34 — Why firms struggle to change CRMs and how to approach switching30:06 — Treating technology vendors as true partners33:05 — What makes SLANT different in the CRM landscape35:10 — Learn more or book a demo with SLANT🔗 https://slant.app35:48 — Thomas’s personal goals: leadership, family, and hiking the Grand CanyonConnect with Thomas: https://www.linkedin.com/in/thomasclawson/Check out SLANT: https://www.slant.app/Contact us at: hello@trackthatadvisor.comConnect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/

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Industry Benchmarks & Data Insights for Financial Advisors

Feb 1700:43:57Tap to summarize

Industry Benchmarks & Data Insights for Financial Advisors: Recap of the 2025 State of the Nation Study by Track That Advisor with Erica Pauly and Molly PierceWelcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.In this episode of The Advisor Summit, we sit down with our very own Erica Pauly to break down the 2025 State of the Nation Study, the most in-depth dataset Track That Advisor has ever released. With over $9 billion in issued and pending new business across 100+ advisory offices, this report goes far beyond opinions and gut-feel. It shows what is actually happening inside real marketing funnels, sales cycles, and close rates nationwide.Key TakeawaysReferrals are back on top for a reason. Referrals dipped in 2024 as advisors focused on client replacements, but rebounded in 2025 as behavior normalized. Funnel shifts often reflect where advisors spend attention, not whether a strategy still works.Workshops are gaining traction fast. More firms are running workshops to reach education-first prospects who avoid dinner seminars. They don’t outperform dinners, but they expand reach to a different audience.Dinner seminars still deliver value, just on a longer timeline. Close rates are down and costs are up, but dinner seminars continue to produce the highest average case sizes. When viewed holistically, ROI often remains positive.Gap changes how performance should be measured. A higher gap doesn’t mean lost revenue. It means business is closing later. Advisors with longer sales cycles should focus on year-to-date ROI instead of first-year ROI.Most advisors track the wrong benchmark. Close rate gets the attention, but the real leak often happens between the first and second meeting. Improving that single conversion point can significantly boost overall results.Links:Our 2026 Benchmarking Guide: https://pdflink.to/trackthatadvisor/Check out our Resource Center here: https://trackthatadvisor.com/the-resource-center/Contact us at: hello@trackthatadvisor.comConnect with Molly Pierce: https://www.linkedin.com/in/molly-pierce-9a9270108/Connect with Erica Pauly: https://www.linkedin.com/in/erica-pauly-56330219/

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The “Nerd” Advantage: Processes That Work (Without Over-Engineering Everything)

Feb 300:32:59Tap to summarize

The “Nerd” Advantage: Processes That Work (Without Over-Engineering Everything) with Kitces’ Sydney Squires | Ep 25Welcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.In this episode of The Advisor Summit, we sit down with Sydney Squires, writer, editor, and “Nerd” at Kitces.com, to talk about what it really takes to create content that’s worth an advisor’s time and how strong teams are built long before the org chart looks “perfect.”From producing The Kitces and Carl Podcast to speaking at NAPFA and XY Planning Network, Sydney shares what she’s learned about depth over fluff, people over process, and why the first few hires can make or break an advisory firm’s growth trajectory.If you’re scaling a team, refining your role as a leader, or trying to build a practice with intention instead of just momentum, this episode is for you.Key TakeawaysGreat content solves the problem behind the problem. Sydney explains that the best articles don’t stop at identifying an issue, like succession planning. They dig into what’s actually causing it and provide insight that isn’t just obvious or surface-level.Processes fail when they swing to extremes. Small firms often live in one of two worlds: no process at all, the “6 p.m. on Friday process,” or a process so airtight it becomes impossible to execute. The goal is the 80% solution, enough structure to move fast without freezing progress.Your first hires don’t require a “perfect” operation. One of the biggest mistakes founders make is waiting to “get organized” before hiring. Sydney’s advice is to hire the operations or process-minded person first and let them help create the guardrails. You don’t need to fix everything before they arrive.Delegation is the real (hard) part of growth. Hiring help is easy compared to actually letting go of control. Sydney shares a practical mindset shift: focus on the outcome you want for clients, then let your team find their way to get there, even if it’s different than how you’d do it.Use data as a tool, not a culture-killer. Metrics should guide decisions, not turn your firm into a cold machine. Sydney recommends balancing metrics with counterweights, like downloads and engagement, and being intentional about what you optimize for. Sometimes depth and relevance matter more than reach.Connect with SydneyKitces Website⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports.⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive.⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.Contact us at: hello@trackthatadvisor.comConnect with Molly PierceConnect with Erica Pauly

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Average Case Size Matters

Dec 1500:31:57Tap to summarize

Average Case Size Matters | Ep. 24 Erica PaulyWelcome back to another episode of the Advisor Summit Podcast, where industry innovators and thought leaders come together to elevate the way we serve, scale, and succeed.In this episode of The Advisor Summit, we’re joined by Erica Pauly to unpack one of the most overlooked — and most powerful — metrics in advisor growth: average case size.Erica breaks down exactly how to define average case size (and what not to include), why it deserves a seat at the table alongside leads and close rates, and how it can radically change the way you plan your marketing and capacity for next year.Key Takeaways: Average case size reveals more than lead volume or close rate. It shows who you’re truly attracting and converting, reflecting your positioning, sales process, and the depth of client relationships — not just how busy your funnel looks.Different marketing funnels drive different case sizes. Dinner seminars and TV often produce higher average case sizes, while referrals tend to be smaller but highly profitable. Radio can be inconsistent, occasionally delivering very large “whale” cases that skew results.Higher case sizes require different expectations. Advisors serving higher-net-worth clients should expect longer sales cycles and lower close rates. Planning, coaching, and lead goals should adjust accordingly rather than applying the same benchmarks across the board.Use average case size for planning, not quick decisions. Because it’s a lagging indicator, average case size is most useful at mid-year and year-end. It plays a critical role in reverse-engineering marketing goals, staffing needs, and growth plans.Account for outliers to understand reality. Large one-off cases can distort the numbers. Reviewing averages with and without outliers gives a clearer picture of what “typical” growth actually looks like.Resources Mentioned:Reversed Engineered Marketing ToolThe Resource Center⛰️At Track That Advisor, we believe that independent financial advisors shouldn’t have to struggle with overwhelming spreadsheets and confusing reports.⛰️Our mission is to simplify data analysis, providing clear, actionable insights that help advisory firms grow and thrive.⛰️With years of experience in financial analytics, our team understands the challenges advisors face. We don’t just provide numbers—we provide a roadmap to success.Contact us at: hello@trackthatadvisor.comConnect with Molly PierceConnect with Erica Pauly

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All episodes

Dinner Seminars Are NOT Dead — We Have the Data to Prove It

Youtube Expert Shares Secrets for Financial Advisors

Use AI Data to Close—Not Just Converse | A Smarter Approach for Financial Advisors

From Stuck to Scaling: The Real Role of an IMO in Advisor Growth

Becoming An Efficient Advisor with Libby Greiwe

Building an RIA Without Guesswork

Your CRM Is a Key Teammate In Your Financial Firm

Industry Benchmarks & Data Insights for Financial Advisors

The “Nerd” Advantage: Processes That Work (Without Over-Engineering Everything)

Average Case Size Matters