Do Business. Do Life. — The Financial Advisor Podcast — DBDL

Eventually, growth creates a problem: there simply isn't enough of you to go around.
So you hire another advisor, give them a quick download of how you do things, start filling their calendar, and then wonder why they aren't converting the way you do.
I've watched this happen over and over during the last 20 years. And in many cases, the problem isn't the person you hired. It's what was waiting for them when they walked in the door.
In this episode, I walk through two firms facing the same growth ceiling but getting very different results from their next advisor. If your firm's growth still depends on you being the best salesperson in the room, this episode will show you what needs to change before you can actually build a sales team that scales.

3 Insights From This Week’s Episode…

#1.) Structure Comes Before Scale
A lot of advisors try to solve a capacity problem by simply adding another advisor. But if the roles inside the firm aren't clearly defined first, you can end up duplicating the same bottlenecks instead of removing them.

#2.) New Advisors Need A Training Track
Giving someone a quick download and then putting them in front of prospects is one of the fastest ways to lose confidence, waste leads, and decide the hire was a mistake. We cover why the path into the sales role matters just as much as the person you hire.

#3.) Lead Flow Shouldn't Be Random
As your sales team grows, sending every new opportunity to whoever has an opening can create expensive mismatches. We unpack why the way leads are distributed becomes a major part of protecting conversion and scaling the team.

SHOW NOTES
https://bradleyjohnson.com/186

TRIAD SALES LAB
Learn how to break through the ceiling using the framework behind some of Triad’s fastest-growing firms. Discover the sales system that scales and apply right here: https://bradleyjohnson.com/186-triad-sales-lab/

FOLLOW BRAD JOHNSON ON SOCIAL
X
Instagram
LinkedIn

FOLLOW DBDL ON SOCIAL:
YouTube
Twitter
Instagram
LinkedIn
Facebook

DISCLOSURE
DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. No statements made in the episode are offered as, and shall not constitute financial, investment, tax or legal advice. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.
The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for.
Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies. TP09265770676

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Gary Vaynerchuk didn't build a 2,200-person company by keeping his hands on everything.
Claude Silver has spent the last 12 years helping him build the culture behind that growth as Chief Heart Officer at VaynerX, the company behind VaynerMedia and Gary's broader business empire.
In this conversation, Claude shares the one sentence Gary gave her that became a North Star for how they hire, lead, develop people, and scale without making the entire company dependent on him.
We also get into what Vayner looks for in leaders, why Claude doesn't believe in "A-players only," and how they create accountability without building a culture of fear.
If you're trying to grow a firm beyond yourself without losing the culture that made it successful, there's a lot to learn here.

3 Insights From This Week’s Episode…

#1.) The One Sentence Behind Vayner’s Growth
When Claude became Chief Heart Officer, Gary gave her a single sentence that became the North Star for the company they were building. We explore how that idea shaped the culture as Vayner grew from roughly 200 people to more than 2,200.

#2.) Is "A-Players Only" Actually The Right Standard?
I told Claude that one of our beliefs at Triad is A-players only. Her response surprised me: Vayner is perfectly comfortable with B-players. The conversation that follows raises an important question about what you should actually be measuring when you're building a high-performing team.

#3.) The Leadership Problem Training Doesn't Solve
You can teach someone processes, systems, and technical skills. Leadership is harder. We explore why coaching, accountability, emotional intelligence, and the ability to navigate messy human behavior become increasingly important as a company scales.

SPONSORED BY BELAY
If you’re an advisor and you’re still scheduling your own appointments, sending your own follow-up emails, or dealing with other tasks keeping you from bringing on other clients, you’re the bottleneck. BELAY helps busy leaders find world-class Virtual Assistants who can take tasks off their plate, protect their time, and help them stay focused on the work that actually moves the business forward. Learn more about BELAY and find the right assistant for your business here: http://belaysolutions.com/dbdl

SHOW NOTES
https://bradleyjohnson.com/185

FOLLOW BRAD JOHNSON ON SOCIAL
X
Instagram
LinkedIn

FOLLOW DBDL ON SOCIAL:
YouTube
Twitter
Instagram
LinkedIn
Facebook

DISCLOSURE
DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. No statements made in the episode are offered as, and shall not constitute financial, investment, tax or legal advice. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.
The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for.
Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies. TP09265877888

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

What happens when a client has enough money to retire, but no idea what they’re retiring to?
That's the tension at the center of my conversation with Mark Hedderman, a second-generation financial advisor from Ireland who's been rethinking what great financial planning should actually look like.
Mark started noticing a gap in the traditional model. Clients could accumulate enough money for several lifetimes while quietly neglecting other parts of their lives that become much harder to fix later.
We get into why advisors can mistake a growing portfolio for a successful outcome, how retirement can expose problems the accumulation years hide, and why the rise of AI may actually make the human side of financial advice more valuable.

4 Insights From This Week’s Episode…

#1.) Money Is The Vehicle, Not The Outcome
A client can reach every financial milestone and still arrive at retirement unprepared for what comes next. Mark and I explore why the numbers only tell part of the story and what advisors risk missing when accumulation becomes the primary definition of success.

#2.) AI May Make The Human Side Of Advice More Valuable
Technology can analyze portfolios, compare fees, and produce financial information faster than ever. The bigger question is what happens to the advisor's value when those things become commodities.

#3.) Help Your Clients Retire To Something
Leaving a career can also mean losing purpose, routine, relationships, and identity. Mark explains why retirement shouldn't feel like slamming on the brakes, and how advisors can help clients gradually transition into a new season filled with meaningful experiences, relationships, and pursuits.

#4.) Being Rich And Being Wealthy Aren't The Same Thing
More money can create freedom, but it can also become a scoreboard that never stops moving. Mark challenges the assumption that a larger portfolio automatically creates a better life and explores the point where accumulating more can actually distract clients from what the money was supposed to make possible.

FREE GIVE
Download your copy of The Life Care Plan. One place for care preferences, legal and estate details, and the conversations families put off until it’s too late. Get your copy here: https://bradleyjohnson.com/184-life-care-plan-download/

SPONSORED BY BELAY
If you’re an advisor and you’re still scheduling your own appointments, sending your own follow-up emails, or dealing with other tasks keeping you from bringing on other clients, you’re the bottleneck. BELAY helps busy leaders find world-class Virtual Assistants who can take tasks off their plate, protect their time, and help them stay focused on the work that actually moves the business forward. Learn more about BELAY and find the right assistant for your business here: http://belaysolutions.com/dbdl

SHOW NOTES
https://bradleyjohnson.com/184

FOLLOW BRAD JOHNSON ON SOCIAL
X
Instagram
LinkedIn

FOLLOW DBDL ON SOCIAL:
YouTube
Twitter
Instagram
LinkedIn
Facebook

DISCLOSURE
DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. No statements made in the episode are offered as, and shall not constitute financial, investment, tax or legal advice. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.
The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for.
Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

What happens when a client has enough money to retire, but no idea what they actually want retirement to look like?
Ben Nemtin knows that problem better than most. After struggling with anxiety and depression at 19, he and three friends created a list of things they wanted to do before they died. That experiment eventually became The Buried Life and led to nearly two decades of studying purpose, regret, and what actually makes people feel alive.
This week’s conversation covers why some clients lose their sense of identity after retirement, why the habits that helped them build wealth can keep them from enjoying it, and how financial advisors can help clients get clearer on what all that money is actually for.

3 Insights From This Week’s Episode…

1.) The Retirement Problem a Financial Plan Can't Solve
Clients can reach financial independence and still feel completely unprepared for the loss of structure, identity, relationships, and purpose that can come with leaving work. We explore why this transition can be harder than the numbers suggest.

2.) Why Some Clients Never Feel “Rich Enough”
Saving can become a lifelong default. Even when the plan says they're financially secure, some clients still struggle to spend on the experiences they spent decades working toward. That tension creates an important opportunity for advisors.

3.) Trust Is Built Beyond The Spreadsheet
Clients don't only want to know whether their plan works. They want to know that their advisor understands what the money is actually for. Ben and I explore what advisors may be missing when those deeper conversations never happen.

SPONSORED BY BELAY
If you’re an advisor and you’re still scheduling your own appointments, sending your own follow-up emails, or dealing with other tasks keeping you from bringing on other clients, you’re the bottleneck. BELAY helps busy leaders find world-class Virtual Assistants who can take tasks off their plate, protect their time, and help them stay focused on the work that actually moves the business forward. Learn more about BELAY and find the right assistant for your business here: http://belaysolutions.com/dbdl

SHOW NOTES
https://bradleyjohnson.com/183

FOLLOW BRAD JOHNSON ON SOCIAL
X
Instagram
LinkedIn

FOLLOW DBDL ON SOCIAL:
YouTube
Twitter
Instagram
LinkedIn
Facebook

DISCLOSURE
DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. No statements made in the episode are offered as, and shall not constitute financial, investment, tax or legal advice. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.
The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for.
Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies. TO09265770638
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

A growing advisory firm and a valuable advisory firm aren't always the same thing.
Plenty of founders know their AUM, revenue, and production. Far fewer know how an outside buyer would judge the business if they had to put a price on it tomorrow.
SHP Financial went from less than $30 million in AUM around 2014 to roughly $2 billion AUM by the time they entered the acquisition process. But going through that process forced Derek, Keith, Matthew, and Michelle, to look at the business through a completely different lens.
We talk about the things buyers cared about that they hadn't always measured, the founder dependencies that can quietly hurt enterprise value, why impressive growth numbers don't always tell the full story, and what SHP had built behind the scenes that made the firm attractive to an acquirer.
If you're building an advisory firm you eventually want to sell, or simply want a business that can grow without depending on you, this conversation gives you a look at what the market actually values.

3 Insights From This Week's Episode

#1.) Growth Doesn't Automatically Create Enterprise Value
You can have significant AUM, strong production, and years of growth while still owning a business that's difficult for someone else to buy. We explore the questions an acquirer asks that many advisors don't start thinking about until much later.

#2.) What Happens When The Founder Is The System?
If sales, service, planning, and key client relationships still depend on you, your firm may be more fragile than it looks. SHP's acquisition experience revealed why the business behind the founder matters just as much as the founder's ability to produce.

#3.) Are You Tracking The Wrong Growth Number?
A big production year can look great on paper while hiding what's actually happening inside the business. Derek, Michelle, and Keith share how the acquisition process changed the way they look at growth—and why the scorecard buyers use may be different from yours.

WANT TO LEARN WHAT ACTUALLY DRIVES VALUE FOR YOUR FIRM?
Apply for a seat at The Table for a one-time, behind-the-scenes training with SHP Financial on the metrics, systems, and lessons that matter most when building a business that’s bigger than you. Apply now to reserve your spot: https://bradleyjohnson.com/182-the-table-with-shp/

SHOW NOTES
https://bradleyjohnson.com/182

FOLLOW BRAD JOHNSON ON SOCIAL
X
Instagram
LinkedIn

FOLLOW DBDL ON SOCIAL:
YouTube
Twitter
Instagram
LinkedIn
Facebook

DISCLOSURE
DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. No statements made in the episode are offered as, and shall not constitute financial, investment, tax or legal advice. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.
The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for.
Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies.TP08265847628

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.