Tag Archives: Organic Growth

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: Pathstone’s Matthew Fleissig on the Journey to $35BN



Few firms have experienced the growth that Pathstone – one of the largest RIAs in the business — has enjoyed in recent years. 

Through a strategic approach to M&A, technology, and socially responsible investing, Pathstone has emerged as one of the most successful advisory firms to ultra-high-net-worth individuals. 

In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Matthew Fleissig, President, Pathstone about the secrets behind their success, and specifically focuses on:

  • How does Pathstone think about growth – and more specifically, how does Pathstone embed it into the mindset of the overall team?
  • Current opportunities in the RIA M&A landscape
  • While Pathstone has grown through M&A and recruiting in recent years, they have also experienced some significant organic growth, excluding markets. Matthew shares some details on their organic growth rate and the focus on ESG and SRI in the contribution to that growth.
  • What new strategies does Pathstone have in place to power its growth engine and specifically use technology to acquire new clients. 

Connect With Mark Bruno:

Connect With Matthew Fleissig:

About Our Guest:

Prior to his role as President, Matthew served as a Managing Director at Pathstone Family Office.  Prior experiences include the role of Principal for Harris myCFO Investment Advisory Services and a Financial Planner at The Ayco Company, A Goldman Sachs Company.  Matt was a member of Harris Bank’s Outside Advisor Review Committee, a select group of 12 senior investment professionals, which directed manager due-diligence, search and selection for the bank’s $60 billion platform. He was also a member of Harris Bank’s Investment Management Committee, where policies for asset allocation, alternative investments, equity and fixed income managers and compliance are decided at the firm level.  At Ayco, Matt provided comprehensive financial counseling to Fortune 500 executives and high net worth individuals. 

 


Merit’s Kay Lynn Mayhue: Building a National Wealth Management Firm



A small, but growing, number of influential independent advisory firms are on the fast track to becoming truly national wealth managers. M&A has been a tool that has allowed regional firms to expand their footprints, and Merit Financial Advisors is perhaps one of the industry’s best examples of how strategic M&A can be transformational – and ultimately lead to accelerated growth. 

In this episode of RIA Edge, Mark Bruno, managing director at Informa Wealth Management, speaks with Kay Lynn Mayhue, CFP®, AEP®, RFC®, president of Merit Financial Advisors, about her firm’s rapid growth in recent years. 

Kay Lynn offers a look under the hood at some of Merit’s recent acquisitions, while also providing more detail on the strategic partnership the firm formed with Wealth Partners Capital Group and a group of private investors led by HGGC. 

Specifically, Mark and Kay Lynn discuss:

  • Merit’s growth trajectory and plan to reach $10B in AUM
  • How Merit evaluates acquisition targets and opportunities
  • How Merit’s organizational structure is evolving to facilitate future growth
  • Insights into Merit’s 2022 pipeline and future M&A strategy

Connect With Mark Bruno:

Connect With Kay Lynn:

About Our Guest:

Kay Lynn Mayhue, CFP®, AEP®, RFC® serves as President of Merit, which oversees $4 billion* in RIA and brokerage assets under management. A seasoned veteran of the financial services industry with more than 20 years of service under her belt, Kay Lynn now shares her wealth of experience and refined leadership skills with the partners and team at Merit. She primarily focuses on the implementation of company objectives to advance Merit’s mission and to promote growth and profitability as an organization. She also oversees operations to ensure production efficiency, top quality, exceptional service, and cost-effective management of resources. Driven by results, Kay Lynn works tirelessly to implement, direct, and evaluate the organization’s operational and fiscal function and performance. Her critical expertise in succession planning has paved the way for countless advisors to achieve the future of their dreams, and secured Merit’s legacy as a firm that will continue to serve others for generations to come.


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.


Updating Growth Strategies for RIAs With Claire O’Keefe



Finding business strategies that work, and promote continuous growth can be one of the biggest challenges when running a business, especially coming out of the pandemic. 

But one firm, Cerity Partners has been able to maintain and continue their growth in tremendous ways.

In this episode, Mark Bruno sits down with Claire O’Keefe, partner and head of corporate development at Cerity Partners. Claire reveals how Cerity Partners was able to become one of the top RIAs for individuals, businesses and nonprofits, and how they have fostered long-term, sustainable growth for their business. 

Mark and Claire discuss:

  • Primary drivers Cerity has had for effective organic growth
  • Five key areas Cerity focuses on when looking at potential “good-fit” clients
  • Ways to continue meaningful engagement between advisors and clients during and after the pandemic 
  • The strategies that Cerity uses to determine if their growth is high quality and will contribute to future growth

Resources:

Connect With Claire O’Keeffe:

Connect With Mark Bruno:

About Our Guest:

Claire is a Partner in the Chicago office and the Head of Corporate Development. She is also a member of Cerity Partners’ Executive Committee. She received her Bachelor of Arts degree from Trinity College and her Master of Business Administration from Stony Brook University. She is a member of Vistage International.

Prior to joining Cerity Partners, Claire served as an Executive Committee member and client advisor for two wealth management firms. In these roles, Claire’s responsibilities included strategic planning, client development, and client advisory. Throughout her career, she has focused her leadership on providing wealth management services to affluent individuals, business owners, executives, and nonprofit organizations.