Category Archives: Uncategorized

RIA Edge Podcast: SVB Private’s DeChellis on Embracing a Growth Mindset



There is a “CEO state of mind” that some leaders of advisory firms have adopted to ensure that growth is front-and-center for all of its team members every day. SVB Private is one of the best examples of this and their growth mindset can provide a blueprint and framework for hundreds of RIAs to learn from. 

In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Anthony DeChellis, CEO of SVB Private Bank, on growth within the RIA market. Anthony reveals how a client’s financial planning needs influence who they go to for financial advice, and how RIAs can expand through organic and inorganic strategies. 

Mark and Anthony discuss:

  • How does SVB approach the market given its history in the RIA space and what are some of the unique problems it solves for.
  • What drew SVB to acquire Boston Private in 2021 and how it’s transforming the company.
  • How SVB Private approaches M&A activity and evaluates acquisition opportunities
  • Best practices for creating truly strategic – and repeatable – organic growth

Connect With Mark Bruno:

Connect With Anthony DeChellis:

About Our Guest:

Anthony DeChellis is the Chief Executive Officer of SVB Private. He served as the CEO and President of Boston Private and President and a member of the Boston Private Board of Directors for 2 years prior to the close of SVB Financial Group’s acquisition of the firm in 2021.

Anthony has over 30 years of experience in the financial services industry. Before joining Boston Private, he was President of OurCrowd Venture Capital, an equity capital crowdfunding platform. From 2006 to 2013, Anthony was the CEO of Credit Suisse Private Banking, Americas, where he led dramatic growth of the Private Banking & Wealth Management businesses across North and South America.

 


RIA Edge Podcast: Sanctuary Wealth’s Jim Dickson on Balancing M&A and Organic Growth



While M&A activity gets the majority of the attention in the RIA industry, strategic and sustainable organic growth is actually the secret to success for the industry’s top firms. 

The fastest growing and most influential RIAs have a balanced approach to M&A and organic growth. They are always thinking about how the two forms of growth can complement and accelerate one another.

Sanctuary Wealth is writing the RIA playbook on how to balance organic and inorganic growth. In this episode of RIA Edge, Mark Bruno, managing director at Informa Wealth Management, speaks with Jim Dickson, Founder & Chief Executive Officer, Sanctuary Wealth, about how RIAs can strategically approach mergers, acquisition, recruiting and sustainable organic growth. .

Specifically, in this episode of RIA Edge, Mark and Jim discuss:

  • How Sanctuary Wealth is providing growth opportunities to its advisors and acquisition targets
  • Key factors that contribute to valuation and differentiation in the RIA channel
  • How does Sanctuary Wealth assess the quality of a firm’s growth and what does “good growth” look like?
  • Why “growth” and “talent” are the two most important factors to consider in M&A deals and how is it embedded into the mindset of your team.

Connect With Mark Bruno:

Connect With Jim Dickson: 

About Our Guest:

Jim Dickson is the visionary who led the founding, development, and launch of Sanctuary Wealth as an innovative, partnered independence network for elite advisors. Jim spent 20+ years in numerous senior leadership roles at Merrill Lynch. Reporting directly to the CEO, Jim spent the last six years as a divisional executive and member of the firm’s executive committee. In addition to his day-to-day responsibilities, Jim was actively involved in spearheading Bank of America’s leadership development program and helped inspire and train the next generation of the firm’s managers. Having begun his career at Ernst & Young, Jim has gained a distinctive perspective and valuable experience in developing and optimizing organizations of all sizes.

Known throughout the financial services industry for his thought leadership, Jim is an active and highly sought-after speaker, recognized for his insights on delivering growth in the wealth management space.




RIA Edge Podcast: Cresset’s Doug Regan on Strategic, Purposeful Growth



While market appreciation, traditional referrals and word-of-mouth marketing has driven growth for a number of RIAs, the industry’s largest and most successful firms are strategically leveraging M&A, digital marketing and data to drive their next wave of growth. 

Cressit, the $23 billion RIA based out of Chicago, may be one of the industry’s best examples of how to drive purposeful, scaleable – and consistently thoughtful growth. 

In this episode of RIA Edge, Mark Bruno, managing director at Informa Wealth Management, speaks with Douglas Regan, founder and co-chairman of Cresset, on growth within the RIA channel and zeroes in on mergers and acquisitions, organic growth tactics and the importance of ensuring cohesion when acquiring firms and talent.

Specifically, Mark and Douglas discuss:

  • The role Cresset plays in the RIA ecosystem, and how it is unlocking growth potential for its recently acquired firms
  • How M&A has – and will continue to transform the RIA industry
  • How Cresset looks at their talent acquisition strategy – and how it balances hiring and acquiring talent
  • How Cresset has leveraged digital marketing to drive over $1 billion in new client assets to the firm

Connect With Mark Bruno:

Connect With Douglas Regan:

About Our Guest:

Doug Regan is a founding partner & co-chairman, executive managing director of Cresset. Doug is responsible for Cresset’s Wealth Advisory Practice; Wealth Strategy and Planning; and Family Governance and Education. He works directly with Cresset Advisors, centers of influence, and most importantly, clients.

Doug spent 27 years at Northern Trust in a variety of executive positions including president of the Global Family Office business. Prior to that position, Doug was chairman and chief executive officer for the Southeast Region of Northern Trust, N.A., with responsibility for 29 offices throughout Florida, Atlanta, Georgia.




RIA Edge Podcast: Beacon Pointe’s Matt Cooper on Driving Exponential RIA Growth



From one small firm in 2011 to a national RIA with 36 offices in 2020, Beacon Pointe has experienced tremendous growth within the industry in a short period of time.

Beacon Pointe’s M&A strategy has played a large role in its growth and they have evolved into one of the leading, most active – and most strategic acquirers in the industry.

In this episode, Mark Bruno, managing director at Informa Wealth Management, speaks with Matthew Cooper, Founding Partner, President, Beacon Pointe Advisors to discuss the firm’s growth strategy, and best practices for buying and selling a business.

Mark and Matt discuss:

  • How the challenges of smaller RIAs, the competition for talent, and the evolution of technology all influenced Beacon Pointe’s M&A strategy
  • The profile of an ideal acquisition for Beacon Pointe
  • What are the primary motivators for RIAs that are looking to exit their market
  • When bringing firms together under Beacon Pointe what happens “after the close.”  More specifically, how Beacon Pointe approaches operational and cultural integration to create new growth and value

Connect With Mark Bruno:

Connect With Matt Cooper:

About Our Guest:

Matt is a founding partner of Beacon Pointe Advisors and oversees the firm’s strategic plan focused on mergers and acquisitions, creating synergistic partnerships between Beacon Pointe and other wealth managers across the country. He regularly speaks on a host of wealth management and industry-related topics across various national conferences. Matt has a passion for continuous lifetime learning with a focus on the wealth management and financial life management industries. At a time when the RIA industry is changing more rapidly than any other point in history, his focus is on building the best possible business to serve clients and to assist other wealth advisors in meeting their lifetime goals. Matt graduated from the University of Southern California Marshall School of Business with a BS in Finance and Business Economics.


Grow by Design, Not by Default: Journey’s Penny Phillips



For the last decade, strong equity markets have powered a substantial amount of growth for tens of thousands of financial advisors. A handful of firms, however, have “cracked the code” and created blueprints for driving strategic growth for their firms that will extend well beyond this prolonged bull market. 

In this episode of RIA Edge, Mark Bruno, managing director at Informa Wealth Management, speaks with Penny Phillips, co-founder and president of Journey Strategic Wealth about the keys to creating sustainable growth and the evolution of options now available to independent advisors.

Specifically, Mark & Penny discuss:

  • Why Penny transitioned from her role as a successful consultant to launch an RIA
  • How M&A is reshaping and redefining the economics of advice 
  • How successful RIAs are approaching marketing, business development and client acquisition
  • Why not all growth is “good growth”

Connect With Mark Bruno:

Connect With Penny Phillips: 

About Our Guest:

Social, demographic, and technological changes are shifting the traditional financial services business model. Penny works to support financial advisors and institutions as they embrace change and discover new ways to thrive.

 


From Practice to Platform: Strategic RIA Growth With Stan Gregor



With more investors seeking out financial advice than ever before, RIAs are in a position to capitalize on an evolving mix of investing, planning and technology developments that can create long-term business growth.  

In this episode of RIA Edge, Mark Bruno, managing director at Informa Wealth Management, speaks with Stan Gregor, CEO of Summit Financial. Stan shares details on Summit’s growth trajectory in recent years – while offering advice on how other firms can create scalable, repeatable growth strategies and transform their practices into truly unique advice platforms. 

Specifically, Mark and Stan discuss:

  • Balancing organic and inorganic growth strategies
  • How to identify the right types of acquisition, recruiting, and partnership opportunities
  • The difference between growth and “good growth”
  • The most valuable technology and communication lessons learned in the past 18 months

Connect With Mark Bruno:

Connect With Stan Gregor: 

About Stan Gregor:

As a senior executive with over 30 years of experience, I’ve operated in banking, private wealth management, investment management, fiduciary trust services, fixed income trading, investment banking, retirement services, insurance, financial planning and public finance. I’ve been involved in acquiring and integrating some of the largest and most complicated banking, wealth management, insurance, and capital markets businesses and cultures with a demonstrated track record of increasing productivity, profitability and shareholder value.

At Summit Financial, I apply these decades of financial services experience every day to ensure our firm continues to fully align client and advisor needs. Through SummitVantage, our fully integrated suite of advisor resources, we create legacy partnerships with leading advisors looking for full support–and full flexibility–to thrive in a crowded market.

 


Drivers of Strategic RIA Growth: Wealthcare’s Matt Regan



Every RIA firm is unique and has its own strategies and approaches for driving growth. But a handful of the fastest growing and most successful firms have one thing in common: They take an active approach to managing and thinking about growth on a daily basis – and ultimately how they can continue to improve the outcomes they are delivering to clients.  

That is just what Wealthcare Capital Management has done on it’s journey to becoming one of the top RIA firms in the industry. 

In this episode of RIA Edge, Mark Bruno, managing director at Informa Wealth Management, speaks with Matt Regan, president of Wealthcare Capital Management, about the growth he has experienced within his company, and how Wealthcare was able to become one of the largest and fastest growing firms in the industry. 

Mark and Matt discuss:

  • The most efficient and effective drivers of RIA growth
  • Understanding and marketing to clearly defined client segments
  • How technology can be the backbone of an RIA firm
  • Major contributions Matt has seen to both organic and inorganic growth 
  • Matt’s views on the RIA industry in the next 3 to 5 years 

Resources:

Connect With Mark Bruno:

Connect With Matt Regan: 

About Matt Regan: Matt Regan serves as Wealthcare’s President. Most recently and prior to Wealthcare, Matt served as the Chief Operating Officer of Wescott Financial, a $2 billion RIA based in Philadelphia. With more than two decades in the financial services industry, Matt has been involved in a number of transformative business models and has remained focused on building world class organizations with a focus on the client. As a founding partner of WR Hambrecht+Co, Matt launched the retail brokerage offering and helped to design and launch the auction-based OpenIPO system. As a consultant to Vanguard, Matt was involved in the technology and business transformation that created the infrastructure that underlies the firm’s Personal Advisor Services offering. Matt is a graduate of the University of Toronto and resides outside Philadelphia with his wife and three children.


Marketing with Intent: Chequers’ Megan Gorman on how RIAs can build a brand and voice



Many in RIAs understand the importance of strong marketing strategies, but knowing what types of strategies – and then consistently executing – is a major challenge for a number of advisors. 

In this episode of RIA Edge, Mark Bruno, managing director at Informa Wealth Management, speaks with Megan Gorman, founder and managing partner of Chequers Financial Management, about her approach to organic growth and how she has leveraged a range of marketing strategies to connect with clients and identify new client opportunities. Megan shares how to determine which strategies are right for you.

Specifically, Mark and Megan discuss:

  • The importance of strategic marketing to drive consist growth and relevance
  • How Morgan integrated her marketing strategies with her unique voice to connect with women investors and clients
  • The role social media can play in your marketing strategy
  • Balancing active marketing with client and management responsibilities

Resources:

Connect With Mark Bruno:

Connect With Megan Gorman:

About Our Guest:

Megan is the founding partner of Chequers Financial Management, a fee-only planning firm that specializes in high net worth and ultra-high net worth families in San Francisco, California. Megan heads the firm’s family office services practice.

As well, Megan is a Senior Contributor for Forbes in personal finance and tax. She is also quoted regularly in the press as a tax and financial planning expert including such publications as The Wall Street Journal and The Washington Post. She blogs at TheWealthIntersection.com, has appeared on numerous podcasts, and is a regular weekly commentator on The Money Tree Podcast.


After the Close: Building a Truly Integrated RIA Following a Merger or Acquisition



Mergers and acquisitions are becoming a more common way for larger RIAs to grow. But successfully managing a merger or acquisition after the deal closes is anything but a straight line — and many RIAs are looking for guidance on how to build a “culture of one.” 

In this episode, Mark Bruno, managing director at Informa Wealth Management, speaks with Greg Friedman, chief executive officer & founder of Private Ocean Wealth Management and Cynthia Greenfield, chief experience officer at Private Ocean Wealth Management about strategies for successfully navigating a company merger or acquisition. Greg and Cynthia discuss their most recent book, Integrating Culture in Successful RIA Mergers and Acquisitions, as a way to share their experience and expertise.

Mark, Cynthia and Greg discuss:

  • The importance of culture in the success of a merger or acquisition  
  • Strategies that have worked for Private Ocean in the past to build a active employee-employer relationship through mergers and acquisitions
  • How coaches and facilitators can help in developing more proactive and rewarding meetings 
  • Strategies to bring employees together after a merger  
  • What Private Ocean is doing today to enhance the culture they want to create in their workplace

Resources:

Connect With Mark Bruno:

Connect With Greg Friedman and Cynthia Greenfield:

About Greg Friedman: Greg Friedman is the CEO of Private Ocean, an innovative West Coast wealth management firm, and the founder of Junxure, a CRM platform that defined technology for financial advisors. In 2007, Charles Schwab honored him with its prestigious IMPACT Award® for “Best in Tech.” In 2008, Financial Planning Magazine included Greg in its elite list of financial “Movers and Shakers”. Greg was also recognized in InvestmentNews’ 2017 Class of Icons and Innovators for his contribution to the advancement of the financial advice profession and for conceiving new ideas and tools that have propelled the industry forward. In 2018, Greg was named CEO of the Year at the WealthManagement.com Industry Awards.

About Cynthia Greenfield: Chief Experience Officer, Leadership Coach and Author. Cynthia develops strategies that deliver on a company’s mission and enhances the employee and client experience through organization, communication and engagement. She combines over a decade of experience in the financial services and technology industries with life coaching techniques to help build people stronger relationships that lead to successful partnerships. She is a community liaison who strives to partner firms with non-profit organizations and external vendors and she spearheads the event strategy for a $2B+ RIA firm. An advocate of healthy company culture, she helps drive cultural integration efforts during times of growth and transition and is responsible for developing and training staff on how to deliver a consistent client experience. In 2021, Cynthia co-authored the book, Integrating Culture in Successful RIA Mergers and Acquisitions, aimed toward business leaders within the financial services industry.


Brilliant Growth Strategies in the RIA World with Jeff Concepcion



While a number of RIAs have experienced significant growth in recent years, many have actually grown by default – not design: Often, advisors are relying on the market, existing clients and referrals to drive growth.

But there are a number of steps and strategies that advisors can implement to drive intentional, sustainable growth. Few leaders in the wealth management industry have a command over these strategies the way Jeff Concepcion, founder and CEO of Stratos Wealth Partners, has demonstrated. In this episode of RIA Edge, Mark Bruno, managing director at Informa Wealth Management, talks with Jeff about the growth and rise of Stratos into a platform with more than $19BN in assets under management. 

Specifically, Mark and Jeff discuss:

  • Stratos Wealth Partners’ story, business model and strategies behind their tremendous growth
  • The ideal acquisition target for Stratos 
  • Stratos’ approach to creating and driving organic growth
  • Jeff’s views on how the pandemic has changed, and will continue to change, the RIA space for advisors and their clients 
  • Strategic advice on how you can improve your overall growth rates 

Resources:

Connect With Mark Bruno:

Connect With Jeff Concepcion: 

About Our Guest:

Jeffrey Concepcion is the Founder and CEO of Stratos Wealth Partners, a firm which he launched in October of 2008. Jeff is responsible for the acquisition, development and coaching of the firm’s expanding number of affiliated advisors from across the nation. This is a role he embraces, and understands due to the fact that in addition to his leadership responsibilities, he also maintains a personal planning practice.

Jeff’s entire professional career has been spent in the financial services industry. Prior to starting Stratos Wealth Partners, Jeff spent 22 years in senior management positions with Lincoln Financial Network, including being the Executive Director for the Eastern Region where he was responsible for fully one-third of the United States. He was then appointed Senior Vice President of Market Access and a member of the Executive Committee; where he was one of only a handful of executives responsible for Lincoln’s entire retail financial services business.