Advisors Off Script

Hosted by Shelby Nicholl

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Jun 2026

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About the show

Advisors Off Script is the podcast where financial advisors step away from the polished talking points and get real about what it takes to build, break away, and boldly grow. These are stories from the independent front lines. Every advisor has a choice: follow the script laid out by the industry—or write your own. Formerly known as Kick It Open , the show is hosted by Shelby Nicholl, founder of Muriel Consulting and known as the “RIA Whisperer.” She brings candid conversations, insider insights, and practical strategies that help advisors move from uncertainty to clarity and from frustration to freedom. Because this isn’t just a podcast—it’s your playbook for building boldly and living off script. Get ready for amazing guests, including advisors who have tread the journey before, leaders from the firms serving independent advisors and partners who help advisors create thriving practices. Here at Muriel Consulting, we're helping advisors kick the door open on their personal success by living a life off script. About the Host Shelby Nicholl is the founder and lead consultant at Muriel Consulting, where she helps financial advisors break free from limits, align their businesses with their ambitions, and build thriving practices. With 25 years in leadership roles at firms like LPL Financial and Edward Jones, she combines deep industry experience with her passion for empowering advisors to take bold steps toward independence and success. She is also the founder of Muriel Network, a digital community for women in wealth management seeking connection, inspiration, and growth.

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48 recent

June 11, 2026Episode 1748 min

The Problem Solver Mindset: How James Bogart Grew Bogart Wealth to Nearly $4B AUM

James Bogart launched Bogart Wealth from his basement — folding tables, a garage postage station, and clients signing paperwork at the dining room table. Six years later, the firm is approaching $4 billion in AUM with 63 team members, 100+ inbound leads every month, and a next-gen advisor training program that drew 119 applicants for four open slots.None of it was perfect. And James will be the first to tell you exactly what broke along the way.In this episode, Shelby sits down with James for an honest, framework-rich conversation about what it actually takes to go from solo advisor to CEO of a scaling enterprise. He covers the mindset shift that transformed his prospecting — from "financial advisor" to "problem solver" — and the jungle hunter, zoo hunter, and zookeeper framework he uses to build an advisor team that can actually sustain growth without friction.James talks about the dinner seminar model that powered his early growth, the COVID pivot that put 397 people on his first Zoom call, the data infrastructure that made scaling possible, and the leadership mistakes he made that he wishes he'd caught sooner.If you're building something real and asking bigger questions about what it takes to get to the next level — this one is for you.Topics covered:The "problem solver" introduction that outperformed every cold pitch on a ski slopeJungle hunters, zoo hunters, and zookeepers: building the right advisor corps12 to 63 employees, flat to nearly $4B — what the growth journey actually looked likeDinner seminar math: 35% new prospects, 65% consultations, 87% close rateThe COVID pivot: 397 people on the first Zoom, digital content that changed everythingWhat broke when growth exploded — and why data was the thing that saved themAdvisor Growth Track: a next-gen talent pipeline that drew 119 applicantsEOS, visionaries, integrators, and the leadership hires James wishes he'd made soonerConcentration risk, mom-and-pop volume, and why no single client exceeds 60 bps of revenueThe shiny object trap — and why staying in your lane compounds faster than chasing opportunityLightning round: what to hire first, the metric that matters more than AUM, and living off-scriptHosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.

May 28, 2026Episode 1645 min

AI, Risk Surface, and the Fragmented Advisory Firm — A WealthTech Reality Check with Adrian Johnstone

Most advisors are thinking about what a new AI tool can do for them. Fewer are thinking about what it does to them.In this episode, Shelby sits down with Adrian Johnstone, co-founder and CEO of PractiFi, for a direct and practical conversation about technology risk in wealth management. Adrian has spent 15 years helping firms simplify their tech stacks. Now, as AI floods the market with point solutions and plug-and-play integrations, he's watching a new version of an old problem play out in real time — only faster, and with higher stakes.He breaks down the concept of "risk surface," explains why the most dangerous integrations are often the ones advisors think are harmless, and shares what he believes is coming for firms that are moving fast without a real foundation.But this episode isn't just about risk. It's about clarity. About knowing what questions to ask your vendors, how to think about your data before AI touches it, and what it actually means for a CRM to become a system of action rather than just a system of record.If you're an advisor feeling overwhelmed by technology — or a firm leader wondering whether your stack is built on a solid foundation — this one is worth your full attention.Topics covered:Risk surface: what it is and why every new vendor expands itRecent industry breaches — and what actually caused themDIY integrations, MCP connectors, and "vibe-coded" AI tools: the real risksWhat breakaway advisors get wrong about tech from day oneThe taker vs. giver theory — why advisors are rushing to AI right nowWealthTech fragmentation: 100 solutions in 2018, 550+ in 2026CRMs evolving from record-keeping to agentic actionWhy "AI native" is mostly a marketing claimLightning round: what to do this week, what to stop duct-taping, and where AI's biggest compliance opportunity liesHosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.

May 14, 2026Episode 1542 min

The Power of Niching: How to Build a Resonant Financial Advisor Brand with Natalie Hales

In this conversation, Shelby Nicholl and Natalie Hales explore the intricacies of branding within the financial services sector. Natalie shares her personal journey into the industry, emphasizing the importance of niching for advisors to create a clear and resonant brand. They discuss the layers of a niche, the distinction between industry voice and client voice, and the risks of brand dilution. The conversation also highlights the necessity of playbooks for maintaining brand consistency and the challenges of staying committed to brand messaging. In this conversation, Natalie Hales and Shelby Nicholl discuss the significance of playbooks in branding for financial advisors, emphasizing the need for continuous evaluation and adaptation of strategies. They explore the concept of 'heat moves' as a way to experiment and listen to client needs, and highlight the importance of authenticity in communication. The discussion also touches on the necessity of finding one's purpose in the advisory role and the impact of effective branding on client relationships.Hosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.

April 30, 2026Episode 1446 min

What Your RIA Contract Is Actually Saying — And How to Protect Yourself with Attorney Andrew Shedlock

Feeling trapped by your employment agreement? Attorney Andrew Shedlock joins Shelby to unpack the legal clauses that are reshaping advisor transitions — and what you can do about them before it's too late.In this episode, you'll learn:The difference between non-solicit, non-service, non-accept, and liquidated damages clauses — and which pose the biggest riskHow state law can make or break your transition depending on where you practiceWhat red flags to watch for when private equity acquires your firmHow to respond to a cease and desist without derailing your moveWhy you have more negotiating leverage before signing than most advisors realizeThe emerging trend of firm-vs.-firm recruiting lawsuits and what it means for youAndrew Shedlock is a Minnesota-based attorney who specializes in financial advisor employment agreements and transitions. He works with advisors across the country navigating some of the most complex contract situations in the industry.Hosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.

April 16, 2026Episode 1343 min

Tripled to $2 MM Top-Line in 5 Years – Growing in a Rural Market | Matt Bragg & Kellie Schleicher

Matt Bragg has been a financial advisor for over 30 years. He grew up watching farm families lose everything because no one talked about money. That experience never left him — and it shaped every decision he has made about how to run his practice.In this episode, Shelby sits down with Matt and his associate Kellie Schleicher, a two-person team based in rural Missouri that has tripled in size over the past five years at Smith Moore — a 100+ year old, advisor-owned independent firm. Their approach is deliberately simple: no proprietary products, no sales quotas, no 60-page spreadsheet plans. Just principled guidance, kitchen table conversations, and a commitment to meeting clients exactly where they are.Matt and Kellie talk through the move to Smith Moore, what advisor ownership actually means in practice, how they manage explosive growth with a lean team, and why they have turned away clients from opening investment accounts when it wasn't the right call. This is a conversation about what financial advising looks like when relationships come first — and what it can produce when you stay true to that.Topics covered:Matt's origin story and the farm crisis that shaped his "why"What they were running from — and running towardSmith Moore's ownership model and what "independent but not alone" means day to day3x growth in 5 years as a two-person officeWhy they use a legal pad and calculator instead of a planning portalTelling clients to pay down debt before they investBuilding a rural market through walk-in trustThe lightning round: client gifts, small market lessons, and what takes too long to learnHosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.

April 3, 2026Episode 1244 min

The Value Stack Framework Top RIAs Won't Stop Using | Steve Lockshin

Steve Lockshin has been doing things differently since before "going independent" was a trend. He founded his first RIA in the 1990s, co-founded Advice Period, and is now chairman of Vanilla — an AI-powered estate planning platform built specifically for advisors.In this conversation with Shelby, Steve gets direct about the things most advisors won't say out loud: that AUM fees create a structural conflict of interest, that asset management is largely commoditized, and that the biggest gap in most advisory practices isn't investments — it's estate planning.They also get into how AI is reshaping what advisors can deliver, where the real differentiators will be in five to ten years, and why Steve keeps building new things even when he tells himself he's going to stop.Whether you're running a growing practice or just getting started, this episode will challenge how you think about your value and your model.Hosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.

March 20, 2026Episode 1138 min

Give It Away to Grow: How to Build a $4B Practice on Abundance | Nathan Bennett

What if the fastest path to a $3M or $5M practice was giving business away instead of hoarding it? Most advisors are wired for scarcity — protecting every client, every lead, every dollar. But Nathan Bennett, Managing Partner at Summit Financial Group, has built a nearly $30M revenue firm approaching $4B in assets on the exact opposite philosophy.In this episode, Shelby sits down with Nathan to unpack the abundance mindset that has powered Summit's 20-year run — and why the advisors who give the most seem to grow the fastest.This one is packed with frameworks you can take directly back to your practice.We cover topics like:Why giving away clients to other advisors actually accelerates your own production and fills your book with higher-value relationshipsThe Summit model — the middle path between full independence and the wirehouse ceiling — and why it's produced multi-million dollar practices in under a decadeHow Summit structures equity, profit-sharing, and compensation so that abundance is financially rewarded, not just philosophically encouragedThe three non-negotiables Nathan looks for in every advisor: hungry, care about people, do it rightWhy breakaway advisors at sub-$500K revenue may be setting themselves up to fail — and what to consider insteadHow the Summit Symposium and client experience infrastructure creates stickiness that solo advisors simply can't replicateThe scarcity vs. abundance mindset — and how your relationship with time is the real bottleneck in your growthIf you're debating a breakaway, building a team, or just trying to unlock the next level of growth, this conversation will reframe how you think about what it takes to get there.Hosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.

March 6, 2026Episode 1049 min

Women, Wealth & Organic Growth: A Blueprint for Advisors Who Want to Win the Next Decade | Shannon Spotswood

By 2030, women will control over $30 trillion in investable assets — and yet 70% of women change their financial advisor in their moment of greatest need. That stat hasn't moved in 20 years. So what does it cost your practice to keep ignoring it?In this episode, Shelby sits down with Shannon Spotswood, CEO of RFG Advisory and the force behind "Strong-her Money" — RFG's practice management framework built to help advisors intentionally serve women clients and unlock double-digit organic growth.Shannon's career spans investment banking, hedge fund management, entrepreneurship, and wealth management. She brings a rare, multi-chapter perspective on what it really takes to build something that lasts — and why now is the moment for advisors to act.We cover topics like:Why 70% of women change their advisor at the moment they need one most — and exactly how to stop it from happening in your practiceHow the Stronger Money framework is generating $20–$25M in new wallet share annually per advisorThe real difference between mentorship and sponsorship — and why women are over-mentored and under-sponsoredWhat "unreasonable hospitality" looks like in a financial advisory practice and why it drives referrals at a 5-to-1 rateHow to recruit, retain, and truly empower women advisors on your teamWhy the future belongs to the "financial life advisor" — and how to position yourself to capture the next generation of clientsWhether you're a male or female advisor, this episode is a blueprint for growing your practice by serving the clients your industry has long underserved.Hosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.

February 20, 2026Episode 928 min

Are You a “Boring” Advisor? How Jesse Hurst Uses Pop Culture to Make Finance Memorable

Do your clients ever glaze over when you explain markets, risk, or retirement?In this episode of Advisors Off Script, Shelby Nicholl sits down with Jesse Hurst, CFP®, CEO of Impel Wealth Management, to unpack a simple (and surprisingly effective) way to make your message land: use pop culture to make complex financial ideas memorable.Jesse shares how his writing cadence ramped up during COVID, why an Animal House reference helped explain the CARES Act, and how a Led Zeppelin lyric made an “international vs. U.S. stocks” update stick with a 73-year-old client. The bigger lesson: credibility isn’t the problem in this industry, memorability is.You’ll learn:How to use humor and pop culture without losing credibilityWhy adding a simple YouTube link can pull in the “non-finance spouse”How consistency builds trust (and can reduce panicky client calls)Why your clients want your perspective, not generic marketing commentaryJesse’s content system for finding hooks and turning ideas into postsIf you want clients to remember what you said and feel more connected to your voice, this is the playbook.Hosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.

February 6, 2026Episode 839 min

Overcoming Fear and Leading with Purpose with Derrick Kinney

Are you wondering if you have what it takes to be an entrepreneur? To leave your firm and forge your own path?In this episode, Shelby talks with Derrick Kinney—America's Financial Educator, author of Good Money Revolution, and former advisor who built and sold one of the nation's top firms.Derrick shares how a $50 gift card changed his business, why "you care about what we care about" became his philosophy, and how connecting a generosity purpose to your work is the ultimate antidote to burnout.You'll also hear about the "moat principle" that keeps clients loyal, why reinventing yourself when changing firms is so powerful, and how fear and anxiety are simply part of the entrepreneurial process.Key Themes:Overcoming entrepreneurial fearBuilding client relationships through shared valuesThe generosity purpose frameworkReinventing yourself as a specialistLeading with purpose, not just profitConnect with Derrick: https://www.successforadvisors.com/ Learn more about Muriel Consulting: https://www.murielconsulting.com/Hosted by Shelby Nicholl. Produced and edited by Aaron Sherman. Operations and Guest Coordination by Shelly Hadel.