S2E8 | The Highest-ROI Hire in Wealth Management Isn't an Advisor feat. Steve Perry

S2E8 | The Highest-ROI Hire in Wealth Management Isn't an Advisor feat. Steve Perry

Most advisory firms assume growth slows because they need more leads. More marketing. More referrals. More content. More lead generation. Steve Perry argues the opposite. Growth often stalls because firms run out of organizational capacity long before they run out of demand. In this episode of Advisor's Edge, Chad Ramberg and Chuck Failla sit down with Steve Perry, Founder & CEO of The Well, to discuss why talent acquisition may be one of the most overlooked drivers of enterprise value in wealth management. The conversation goes far beyond recruiting. It explores founder leverage, succession planning, operational leadership, organizational design, human capital economics, and why firms that scale successfully think differently about talent. What You'll Learn ✅ Why talent acquisition may be the second half of organic growth ✅ The hidden growth bottlenecks inside many advisory firms ✅ Why succession problems often begin years before retirement ✅ The operational leverage created by great COO hires ✅ Why retention is often a role-design problem ✅ How remote work changes access to elite talent ✅ Why human capital may be the most undervalued investment in wealth management ABOUT THE GUEST Steve Perry is Founder & CEO of The Well. The Well helps growth-stage RIAs and independent wealth management firms recruit advisors, leadership talent, and operational staff needed to scale. 🔗 LinkedIn:  https://www.linkedin.com/in/realsteveperry/ [https://www.linkedin.com/in/realsteveperry/]  🔗 Website: https://thewell.solutions/ [https://thewell.solutions/]  ABOUT ADVISORS EDGE Advisor's Edge is hosted by Chad Ramberg and Charles "Chuck" Failla. The show helps advisors, firm owners, and operators think more clearly about the decisions that shape growth, leadership, operations, risk management, and long-term enterprise value. Chad Ramberg President, Box Professional Insurance https://www.linkedin.com/in/chad-ramberg-71278533/ [https://www.linkedin.com/in/chad-ramberg-71278533/]  Charles "Chuck" Failla, CFP Founder + CEO, Sovereign Financial Group, Inc. https://www.linkedin.com/in/charlesfailla/ [https://www.linkedin.com/in/charlesfailla/]  SPONSOR Special thanks to Box Professional Insurance for supporting The Advisor's Edge Podcast. You already know the back office is where the liability hides. The miscalculated fee. The onboarding step that got skipped. The vendor handling client data you've never actually vetted. Most RIA insurance policies weren't built with any of that in mind. BPI was. They help advisors find the exposure before it finds them. Take the FREE C³ Coverage Diagnostic and get your score in under 2 minutes. 🔗 RIA Coverage Diagnostic Assessment: https://www.boxproinsurance.com/ [https://www.boxproinsurance.com/] CHAPTERS 00:00 Introduction & Why Most Firms Treat Hiring Like a Fire Drill 01:26 The Well's Core Thesis: Talent Acquisition Is Growth 03:20 Why Advisory Firms Struggle to Build Capacity 06:08 The Hiring Mistakes Firms Keep Repeating 10:18 Hire Fast, Fire Fast? Steve's Philosophy Explained 12:27 Why Retention Problems Start in the Job Description 15:08 The Real Cost of the Wrong Hire 17:10 The Most Undervalued Investment in Wealth Management 20:03 What Enterprise Value Has to Do With Talent 23:12 The Advisor Talent Gap Nobody Talks About 28:48 The Successor You Needed Three Years Ago 30:33 Building Trust Before Handing Over Relationships 34:46 The Hire That Gives Founders Their Company Back 36:56 When Should a Firm Hire a COO? 38:11 Remote Work and Access to Better Talent 41:02 What Growth-Stage Firms Get Wrong About Hiring 43:37 Why Steve Built The Well 46:05 Final Thoughts on Growth, Talent, and Scale DISCLAIMER This episode is for informational and educational purposes only and should not be construed as investment, legal, tax, insurance, or compliance advice.

S2E7 | Basis Points Are the "Silent Killer" of RIA Profits — Here's the Fix

In this episode, they go deeper into what few in the industry are talking about—unpacking why hidden RIA platform economics may be quietly impacting advisor profitability—and what firm leaders can do about it.  Andrew J. Evans, MBA, CEO of Rossby Financial, joins Chad Ramberg and Rob Jacomen for a grounded conversation about advisor infrastructure, operational control, pricing transparency, and the future structure of advisory firms.  WHAT THIS EPISODE COVERS * basis-point opacity * operational constraints * advisor profitability * compliance friction * hyper-specialization * AI and infrastructure * capital allocation inside advisory firms * relationship-driven growth * execution discipline WHY THIS EPISODE MATTERS Many advisors understand the economics leaving the business. Far fewer can clearly explain: * what operational value scales alongside those economics * what infrastructure actually improves outcomes * what flexibility gets lost in the process This conversation reframes advisory infrastructure through the lens of operational control, execution, and long-term scalability. About The Guest Andrew J. Evans, MBA is the CEO of Rossby Financial. Rossby Financial focuses on advisor infrastructure, operational flexibility, and transparent economics designed to help advisors retain more control over how they build and operate their firms. LinkedIn: https://www.linkedin.com/in/andrewjevans/ Website: https://rossbyfinancial.com/ About The Hosts Chad Ramberg President, Box Professional Insurance https://www.linkedin.com/in/chad-ramberg-71278533/ Rob Jacomen Founder & CEO, IDA https://www.linkedin.com/in/rob-jacomen/ Sponsor Special thanks to Box Professional Insurance for supporting The Advisor's Edge Podcast. You already know the back office is where the liability hides. The miscalculated fee. The onboarding step that got skipped. The vendor handling client data you've never actually vetted. Most RIA insurance policies weren't built with any of that in mind. BPI was. They help advisors find the exposure before it finds them. Take the FREE C³ Coverage Diagnostic and get your score in under 2 minutes. RIA Coverage Diagnostic Assessment https://www.boxproinsurance.com/ CHAPTERS 00:00 — Intro and advisor infrastructure discussion 02:15 — Why platform economics frustrate advisors 04:55 — Basis-point opacity and operational transparency 08:06 — The operational double bind advisors face 12:40 — Infrastructure, compliance, and advisor autonomy 19:35 — “Pricing is ethics” 21:20 — Why advisors need fewer but better accounts 31:18 — Why large firms may struggle in the AI era 38:48 — Hyper-specialization and competitive advantage 40:00 — Execution vs. strategy 43:56 — “You still have to go out and meet them” 46:56 — Leadership philosophy and getting things right DISCLAIMER The views expressed in this episode are those of the hosts and guest and are provided for informational purposes only. This content should not be considered investment, legal, compliance, or financial advice. Advisors should consult their own legal, compliance, and business professionals regarding their specific situation.

S2E6 | Why RIAs Need Operational Infrastructure — Not Just Independence feat. Julien Mordecai

Julien Mordecai from All Back Office joins Chad and Chuck for a grounded conversation about what independence actually requires after the RIA launch decision is made. This episode is not about romanticizing independence or comparing custodians and software vendors. It is about what happens when advisors become responsible for workflow infrastructure, staffing leverage, integrations, accountability, reporting, and technology decisions inside a real advisory firm. In this episode, Chad and Chuck talk with Julien about operational drag, implementation failures, integration risk, staffing pressure, vendor dependency, and why operational durability matters more as firms scale. What You’ll Discover:  ✅ Why independence quickly becomes an operational infrastructure challenge  ✅ Why many advisors underestimate implementation and workflow complexity  ✅ How staffing and accountability gaps create technology failures  ✅ Why boutique RIAs need operational leverage to scale responsibly  ✅ The tradeoffs between best-of-breed and all-in-one technology stacks  ✅ Why integration becomes more important as advisory firms grow  ✅ How outsourcing can reduce operational strain and staffing pressure  ✅ Why advisors often realize they are excellent practitioners — but not operators  ✅ How vendor dependency can create future tech-stack risk  ✅ Why operational durability matters more than adding another tool For advisors, this matters because independence is not just about autonomy. It is about building a business that can operate consistently under pressure without creating more workflow friction, staffing overload, or technology drag. The upside is not simply more freedom. It is stronger infrastructure, cleaner operations, better delegation, and a more durable advisory firm. A grounded conversation for advisors thinking seriously about operational infrastructure, workflow design, and sustainable firm growth. ABOUT THE GUEST: Julien Mordecai is the founder of All Back Office and works with RIAs on operational infrastructure, workflow support, portfolio accounting systems, integrations, and technology implementation across advisory firms. Connect with him on LinkedIn:  https://www.linkedin.com/in/julienmordecai/ [https://www.linkedin.com/in/julienmordecai/] ABOUT THE HOSTS: Chuck Failla  Founder, Sovereign Financial Group & GoRIA  https://www.linkedin.com/in/charlesfailla/ [https://www.linkedin.com/in/charlesfailla/] https://www.goria.com [https://www.goria.com] Chad Ramberg  President, Box Professional Insurance  https://www.linkedin.com/in/chad-ramberg-71278533/ [https://www.linkedin.com/in/chad-ramberg-71278533/] SPONSOR: Special thanks to Box Professional Insurance for supporting Advisor’s Edge. Box Professional helps RIAs understand where operational and risk exposure actually shows up — before it becomes a claim. Learn more: https://www.boxproinsurance.com [https://www.boxproinsurance.com] DISCLAIMER The views shared in this episode reflect the perspectives of the hosts and guest. They are not financial advice or investment recommendations. Always consult a qualified professional regarding your specific situation.

S2E5 | Why Great Advisors Still Get Buried by Bad Tech feat. Christian Solomine, CRO, eMoney

Christian Solomine from eMoney joins Chad and Chuck for a grounded conversation about what advisory firms actually need from planning technology right now. This episode is not about shiny features or abstract AI talk.  It is about what happens when firms need technology that helps advisors think clearly, train consistently, reduce operational drag, and create a better client experience without adding more complexity. In this episode, Chad and Chuck talk with Christian about the advisor talent gap, why explainable planning matters more than black-box outputs, what firms really want from their tech stack, and how self-service planning tools may become a real growth and retention advantage. What You’ll Discover: ✅ Why newer advisors need better on-ramps, not just better recruiting ✅ How software can help train advisors while they do the work ✅ Why 'explainability' matters more than speed in financial planning ✅ The difference between AI-looking outputs and truly repeatable planning logic ✅ Why consistency across the firm matters more than saving a few minutes ✅ What advisors really mean when they say they do not want another screen ✅ How integration fatigue creates operational drag for firms and clients ✅ Why self-service planning tools may become a real growth and retention strategy For advisors, this matters because better technology is not just about efficiency. It is about producing planning work that is easier to explain, easier to repeat, and easier to scale across a real firm. The upside is not another layer of software. It is less drag, better client experience, stronger advisor development, and a more durable operating model. A grounded conversation for advisors thinking seriously about planning technology, advisor development, and what good infrastructure should actually do inside the firm. ABOUT THE GUEST Christian Solomine is with eMoney and brings a broad SaaS and technology background into the financial planning space. In this episode, he shares how he thinks about advisor workflows, repeatability, integrations, and the role planning technology should play inside a modern RIA. Connect with him on LinkedIn: https://www.linkedin.com/in/christiansolomine/ ABOUT THE HOSTS: Chuck Failla Founder, Sovereign Financial Group & GoRIA https://www.linkedin.com/in/charlesfailla/ https://www.goria.com Chad Ramberg President, Box Professional Insurance https://www.linkedin.com/in/chad-ramberg-71278533/ SPONSOR: Special thanks to Box Professional Insurance for supporting Advisor’s Edge. Box Professional helps RIAs understand where operational and risk exposure actually shows up — before it becomes a claim. Learn more: https://www.boxproinsurance.com DISCLAIMER The views shared in this episode reflect the perspectives of the hosts and guest. They are not financial advice or investment recommendations. Always consult a qualified professional regarding your specific situation.

S2E4 | Why Advisors Don’t Want Another System, and What AI Should Do Instead - feat. Mark Gilbert, CEO, Zocks

Mark Gilbert is the co-founder and CEO of Zocks, an AI platform built specifically for financial advisors. This conversation is not about AI in the abstract. It is about where AI can actually remove friction inside an advisory firm, where the risk questions begin, and what changes when client conversations become structured data. In this episode, Chad and Chuck talk with Mark about where advisor AI is useful, where firms should be cautious, and what practical adoption looks like for RIAs that already have a full tech stack. What You'll Discover: ✅ How client conversations become structured data advisors can actually use ✅ Why meeting notes are only the starting point ✅ What it means to overlay AI on top of existing systems instead of replacing them ✅ How AI can reduce time spent on prep, follow-up, forms, and email ✅ Why privacy, access, and retention matter more than a slick demo ✅ How firms should think about trust and adoption in the first weeks of use ✅ Where AI may expand advisor capacity without removing advisor judgment ✅ Why documentation and audit readiness may become one of the most practical compliance use cases For advisors, this matters because the upside is not just efficiency. It is better follow-through, cleaner documentation, more usable client context, and more time spent where judgment actually matters. The firms that approach this well will not just move faster. They will operate with more clarity and less drag. A grounded conversation for advisors thinking seriously about where AI belongs in the practice and where it does not. ABOUT THE GUEST: Mark Gilbert is the co-founder and CEO of Zocks. His background includes Microsoft, Hearsay, and Twilio, with a clear focus on enterprise platforms, communication systems, and financial services workflows. Connect with him on LinkedIn:  https://www.linkedin.com/in/markgil/ ABOUT THE HOSTS: Chuck Failla Founder, Sovereign Financial Group & GoRIA https://www.linkedin.com/in/charlesfailla/ https://www.goria.com Chad Ramberg President, Box Professional Insurance https://www.linkedin.com/in/chad-ramberg-71278533/ SPONSOR: Special thanks to Box Professional Insurance for supporting Advisor’s Edge. Box Professional helps RIAs understand where operational and risk exposure actually shows up — before it becomes a claim. Learn more: https://www.boxproinsurance.com DISCLAIMER The views shared in this episode reflect the perspectives of the hosts and guest. They are not financial advice or investment recommendations. Always consult a qualified professional regarding your specific situation.