Advisor Talk

Integrating Insurance Into a Wealth Practice

In today’s episode – “Integrating Insurance Into a Wealth Practice” we unpack why so many wealth advisors struggle to bring insurance meaningfully into their planning—and why this challenge also creates real partnership opportunities for insurance-focused advisors looking to grow revenue. For a lot of advisors, the challenge isn’t belief in the value of insurance—it’s bandwidth. Insurance feels like a different world: slower processes, more conversations, more ambiguity. And many advisors who once led with protection planning years ago now find themselves out of practice, unsure how to reintroduce these conversations with clients who’ve since accumulated significant wealth. The result? Missed estate-planning opportunities, delayed conversations, and clients who only seek insurance once health issues have already changed the landscape. The questions we’re answering today are: 1. Why is integrating insurance into a wealth practice so difficult for advisors? 2. How should an advisor decide whether to become the expert, build internal expertise, or partner externally? 3. And what does effective, trustworthy partnership actually look like in practice? Joining us to break this down is Jaclyn Nemethy, Senior Director of Strategic Relationships at PPI. Jaclyn is part of a specialist team working exclusively with wealth-focused advisors as they build—or rebuild—their insurance capability. She brings deep insight into advisor capacity, partnership models, and the real-world habits that separate good intentions from actual implementation. In this episode, you’ll learn how to choose your lane, structure partnerships with confidence, and make simple process tweaks that finally bring insurance into the client conversation. So, let’s get into it. Here’s “Integrating Insurance into a Wealth Practice” with Jaclyn Nemethy.

Networking with Intent

In today’s episode – “Networking with Intent” – we dig into why so many advisors feel stuck, uncomfortable, or simply ineffective when it comes to networking, and how a more intentional, strategic approach can completely change the experience. Advisors often walk into events hoping to “meet the right people,” but without a clear objective or plan. Others rely on outdated tactics—collecting business cards, rushing conversations, or defaulting to sales-focused follow‑ups. And for introverted advisors, the pressure to perform in a crowded room can make networking feel draining or inauthentic. The questions we’re answering today include: * What does a thoughtful, strategic networking plan actually look like? * How can advisors start more natural conversations—both in person and online? * What does meaningful, memorable follow‑up really require? Joining us to break this down is Kendall Harris, Director of Strategic Growth at PPI. Kendall has spent years in both inside and outside sales across the insurance industry, where networking isn’t just part of the job—it’s part of her everyday life. She not only excels at building relationships; she genuinely loves creating new connections, which makes her the perfect person to guide this conversation. In this episode, you’ll learn how to approach networking with a clear plan, engage people in authentic conversations, and build deeper, more meaningful relationships that continue long after the event ends. So, let’s get into it. Here’s “Networking with Intent” with Kendall Harris.

Buying a Book of Business

In today's episode, “Buying a Book of Business”, we’re shifting the spotlight to a side of succession planning we haven’t fully unpacked yet: what it takes to become the buyer. Over the past few episodes, we’ve spent time examining the sell-side—preparing for unexpected health events, ensuring continuity, and finding ways to strengthen the long-term value of a practice. But acquiring a book comes with its own set of challenges, opportunities, and blind spots. And for many advisors, knowing how to approach a purchase can be just as important as knowing how to eventually transition out of one. Today we’re tackling key questions like: Where do you uncover real opportunities to purchase a book of business? What groundwork should you lay before making an oƯer? How do you determine a fair price? And what exactly should you be assessing before you commit? Providing us with real-world insights is someone who’s lived the buying process more than most advisors will in an entire career. Before turning 40, Kelsie Lenton, a successful advisor based in Saskatoon, purchased three separate books of business—each dramatically accelerating the growth of her practice. She even chose to walk away from a fourth opportunity after recognizing warning signs around fit and values. Through these experiences, Kelsie has gained deep insight into what makes an acquisition worthwhile, what makes it risky, and what makes it transformative. So, let’s get into it. Here’s “Buying a Book of Business” with Kelsie Lenton.

Maximizing the Value of Your Practice

In today’s episode – “Maximizing the Value of Your Practice” we explore the ins and outs of selling your book of business. If you’re a financial advisor, sooner or later you’ll reach the point where you need—or choose—to sell your practice. Even if you plan to run your business well into retirement, life happens. Changes in your health, your family’s priorities, or the evolving needs of your clients can all bring you to a moment where selling becomes the right decision. The questions we’re answering today are: How far in advance should you start preparing for the sale? And what strategies can help you maximize the value of your business? Joining us to break this down is Tim McWhinney, PPI’s Regional Vice President in Ontario, where he partners with leading advisory firms to optimize their business performance and drive growth. With years of experience as both a financial advisor and a business coach, Tim has been deeply involved in brokering buy–sell deals - coaching advisors through every step of the process. He understands what advisors look for in a book of business, what they should avoid, and what can be done to enhance the value of a practice before it goes to market. In this episode, you’ll learn what makes a practice more attractive to buyers — and the practical steps you can take long before you’re ready to sell. So, let’s get into it. Here’s “Maximizing the Value of Your Practice” with Tim McWhinney.

Unlocking Your Team's Talent

In today’s episode – “Unlocking Your Team’s Talent” - we uncover the most common mistakes leaders make, and explore practical coaching methodologies designed to bypass emotional triggers and cultivate real change. For many financial advisors and firm leaders, developing talent is one of the greatest and most frustrating challenges. Whether you’re building your existing team’s skills or developing the capabilities of your future successor, when it comes to coaching or delivering performance feedback, it often feels like you’re navigating a minefield. You try to be direct—you point out what went wrong—but instead of getting the desired fix, you're met with resistance, defensiveness, or a breakdown in motivation.  The question we’re going to explore today is: How do I give feedback that actually works. Today, we’re incredibly fortunate to be joined by a leadership expert who has spent over 15 years directly supporting financial advisors in both the carrier and independent channels. Not only does she understand your business and your challenges, she understand the path to building deep, productive relationships. Our guest is Amal Masri, the CEO of Fix the Broken Rung, a leadership accelerator that helps companies rapidly develop high-potential talent. Amal is a specialist in organizational development and performance focused on helping leaders bridge generational, cultural, and gender differences to maximize team impact. In this episode, Amal will transform your approach to coaching. So, let’s get into it. Here’s “Unlocking Your Team’s Talent” with Amal Masri.