This week, Jack Sharry talks with Steve Gresham, Founder and Managing Principal at NextChapter. With more than 40 years in asset and wealth management, Steve has spent his career working on growth issues as an executive and as an advisor to executives. He has also played a key role in developing major industry innovations, including managed accounts, target-date funds, wealth strategies, and practice management.

Steve talks with Jack about why advisor capacity is becoming the defining driver of enterprise value. He discusses how firms can build their enterprise value through four key levers—headquarters-led capabilities, hybrid tech and human delivery, retention, and client acquisition. Steve further explores why advisory capacity is the new growth currency in wealth management and how AI accelerates this shift.

In this episode:

(00:00) - Intro
(01:54) - Defining organic growth, enterprise value, and advisor capacity
(05:03) - The next chapter of organic growth
(08:53) - How advisor capacity is a driver of enterprise value
(11:28)- How AI is linked to enterprise value
(14:57) - The four levers to build enterprise value
(20:45) - Applying the four levers framework to real firms
(25:42) - Steve's key takeaways
(27:46) - Steve's interests outside of work

Quotes

"You have to be able to tie AI into what is already an ongoing digital and information revolution. AI is riding on those same rails. It is accelerating the speed of the train, but it's still primarily leading to a human-led advice industry." ~ Steve Gresham

"Newer, younger advisors have a much more open mind about the role of technology. It makes them more efficient. And if it's used correctly, it makes them more successful." ~ Steve Gresham

"End treating organic growth as a hero metric and start managing for enterprise value. And that means defining the advisor or the organization's capacity to engage as a KPI." ~ Steve Gresham

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