Model FA Podcast

Hosted by David DeCelle

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100

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Sep 2026

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Thoughts and interviews from the financial advice industry!

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September 1, 2026Episode 21242 min

Why Financial Advisor Marketing Fails, and What Actually Works with Zeke Silvani

Financial advisors are surrounded by marketing advice. Post more videos. Build a personal brand. Pick a niche. Send more emails. Improve your website. Start a podcast. But which of those things actually moves the needle? In this episode of The Model FA Podcast, David DeCelle sits down with Zeke Silvani, CEO of Tango, for a candid conversation about what effective marketing really looks like for financial advisors. Zeke pushes back on the idea that advisors need to become influencers or produce an endless stream of content to grow. Instead, he believes successful marketing starts with a defined audience, compelling messaging, consistent outreach, and a system for following up with the people you want to serve. David and Zeke also discuss why marketing tactics rarely work in isolation. A prospect may receive a cold email, but before responding, they are likely to Google the advisor, visit the website, check LinkedIn, watch a video, or read reviews. Every one of those touchpoints helps build, or erode, the trust necessary to turn outreach into a conversation. The conversation also explores one of the biggest mistakes advisors make: constantly starting and stopping marketing strategies. Rather than searching for the next shortcut, David and Zeke argue that advisors should choose an approach that fits their strengths, build a repeatable system around it, and give it enough time to work. In This Episode, You'll Learn: Why great marketing is an ecosystem, not one magic tactic Why advisors don't need to become social media celebrities to grow How targeted prospecting can create a predictable stream of opportunities Why Zeke defines trust as a combination of warmth and competence How your website, reviews, videos, LinkedIn presence, and brand support outbound marketing Why follow-up is one of the most important, and overlooked, parts of lead generation The danger of jumping from one marketing strategy to another too quickly Why advisors often feel burned by marketing agencies and consultants The value of working with marketers who understand the financial services industry Why AI-generated content can hurt your brand when it feels impersonal or low-effort How Zeke's experience at Google, Capital One, private equity, and a legal marketing agency ultimately led him to launch Tango Zeke also shares his journey from hedge fund analyst to Google, Capital One, private equity, and eventually entrepreneurship. After experiencing what it was like to work inside massive organizations, he discovered that entrepreneurship gave him something different: the ability to do work where the connection between effort, value, and results was much more immediate. If you're a financial advisor who feels overwhelmed by conflicting marketing advice—or you're wondering why the tactics you've tried haven't produced the results you expected—this conversation offers a more practical way to think about growth. Connect with Zeke Silvani Connect on LinkedIn: https://www.linkedin.com/in/silvani/ About the Model FA Podcast: The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no "gotchas" or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams. Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you'd love to see covered. Our Team: President of Model FA, David DeCelle If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

July 7, 2026Episode 21140 min

Matthew Halloran on Growth, Client Events, AI, and Building a Better Advisory Practice

In this episode of the Model FA Podcast, David DeCelle sits down with Matthew Halloran, Chief Evangelist at Zocks, for a conversation that goes way beyond financial advisor technology. Matthew shares his journey from therapist, to life coach at Carson, to building Proudmouth, to helping advisors reclaim their time and use it more intentionally. The conversation covers persistence, personal growth, client experience, organic growth, niche marketing, and why the best advisory firms are not just focused on more AUM, but on helping more people. David and Matthew also dig into how advisors can use freed-up time from technology and AI to create better client events, deepen relationships, uncover opportunities inside their existing book of business, and build a practice that supports a better life. If you are a financial advisor looking to grow with more intention, create stronger client relationships, and rethink how you spend your time, this episode is for you. In this episode, David and Matthew discuss: • Matthew's path from therapy to financial services coaching • Why advisors need support beyond practice management • The role of persistence, resilience, and asking for help • How client events can become a powerful organic growth strategy • Why advisors should create "return on moments" for clients • The importance of choosing a hyper-focused niche • Why marketing often takes 18–24 months before momentum compounds • How AI and integrated technology can uncover opportunities inside your existing client base • Why growth should be framed around helping more people, not just adding more assets • How better listening can improve client relationships and personal relationships When advisors get time back, the goal should not be to simply fill that time with more busywork. The opportunity is to reinvest that time into deeper client relationships, better experiences, more focused growth, and a better life outside the business. #ModelFAPodcast #FinancialAdvisorMarketing #AdvisorGrowth #ClientExperience #OrganicGrowth #FinancialAdvisors #PracticeManagement #AIForAdvisors #DavidDeCelle #MatthewHalloran Connect with Matthew Halloran: LinkedIn: Search Matthew Halloran Book: Shut the F Up and Listen TEDx Talk: Search "Matt Halloran TEDx" Zox: Zocks.io About the Model FA Podcast The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no "gotchas" or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams. Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you'd love to see covered. Our Team: President of Model FA, David DeCelle If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

June 16, 202647 min

Why Organic Growth Is So Hard for Financial Advisors w/ Daniel Gourvitch of Mercer Advisors Pt 2.

In this Part 2 conversation, David DeCelle, CEO of ModelFA, sits back down with Daniel Gourvitch of Mercer Advisors to dig into the brass tacks of organic growth for financial advisors and RIAs. Building on Part 1's focus on mindset and firm design, this episode is all about execution. Daniel shares stories from Mercer's experience serving family office clients, creative professionals, and other specialized segments, while David brings data and examples from his work helping advisory firms build intentional growth systems. Key Topics Covered ✅ Why growth is an outcome, not a single tactic ✅ The hierarchy: Know yourself → Know who you serve → Build around that ✅ The 2 "must-have" and 1 "nice-to-have" boxes for choosing a niche ✅ How Mercer helps advisors find what lights them up and build around it ✅ The role of process in organic growth ✅ The referral gap ✅ David's three simple referral processes ✅ Daniel's three mindset & behavior shifts for referrals: ✅ Why sharing your real life (family, milestones, etc.) deepens loyalty and forgiveness when mistakes happen ✅ Marketing & branding for advisors: ✅ Education-first marketing: ✅ Authenticity & community impact: If you're tired of "accidental growth" and want a more predictable, values-aligned way to grow your firm, this episode is for you. #FinancialAdvisor #OrganicGrowth #RIAGrowth #WealthManagement #AdvisorMarketing #ModelFAPodcast #MercerAdvisors Connect with Daniel: Email: dgourvitch@merceradvisors.com Website: https://www.merceradvisors.com/ LinkedIn: https://www.linkedin.com/in/daniel-gourvitch-59562b5/ About the Model FA Podcast The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no "gotchas" or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams. Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you'd love to see covered. Our Team: President of Model FA, David DeCelle If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

June 2, 202645 min

Why Organic Growth Is So Hard for Financial Advisors w/ Daniel Gourvitch of Mercer Advisors Pt 1.

Most financial advisory firms say they want organic growth. But very few are honest about what it actually takes to create it. In this episode of the Model FA Podcast, David DeCelle is joined by Daniel Gourvitch, President of Mercer Advisors, for a deep conversation on why organic growth in the RIA and wealth management space is so difficult, what firms often misunderstand about growth, and why client impact has to come before business metrics. Daniel shares his journey from McKinsey, Goldman Sachs, and BlackRock to Mercer Advisors, and explains how Mercer built a growth engine rooted in fiduciary advice, integrated planning, client experience, and long-term consistency. The conversation explores why AUM can be a misleading growth metric, why many firms mistake market appreciation for actual growth, and why organic growth is not a single activity. It is the outcome of many connected systems working together over time. David and Daniel also discuss referrals, client trust, advisor specialization, the difference between serving clients and finding new families, and why firms need to think structurally about growth instead of chasing disconnected marketing tactics. In This Episode ✅ Why organic growth is an outcome, not an activity ✅ How Mercer Advisors thinks about serving families, not just growing AUM ✅ Why many advisory firms believe they are growing when they may only be benefiting from market growth ✅ The difference between AUM growth and true revenue growth ✅ Why firms struggle to build repeatable organic growth systems ✅ How client experience drives referrals and long-term firm health ✅ Why growth requires patience, consistency, and connected execution ✅ How Mercer separates client service and client development roles ✅ Why advisor personality matters when building a growth model ✅ How Model FA's Advisor DNA framework fits into the organic growth conversation If you are a financial advisor, RIA founder, or wealth management leader trying to grow beyond market performance, referrals by accident, or M&A alone, this episode will challenge how you think about organic growth. #FinancialAdvisor #OrganicGrowth #RIAGrowth #WealthManagement #AdvisorMarketing #ModelFAPodcast #MercerAdvisors Connect with Daniel: Email: dgourvitch@merceradvisors.com Website: https://www.merceradvisors.com/ LinkedIn: https://www.linkedin.com/in/daniel-gourvitch-59562b5/ About the Model FA Podcast The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no "gotchas" or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams. Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you'd love to see covered. Our Team: President of Model FA, David DeCelle If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

May 20, 202640 min

The Power of Video in Financial Marketing with Taylor Schulte

In this episode of the Model FA podcast, host David DeCelle sits down with Taylor Schulte, CFP and founder of Define Financial, to explore the journey from unplanned entry into financial advising to building a thriving, $300M AUM retirement planning firm. Taylor shares how sales experience shaped his early career, the lessons learned navigating marketing challenges, and the strategic decisions behind his podcast and YouTube content. The discussion emphasizes consistent content creation, understanding audience dynamics, and leveraging community to grow both client relationships and business impact. In this episode: • Organic Beginnings, Structured Growth: Taylor candidly shares how he "stumbled into" financial advising and turned early challenges into a disciplined approach to client acquisition and marketing. • Sales Experience as Foundation: Early exposure to sales, whether at Morgan Stanley or other firms, provides skills that underpin successful client relationships and advisory growth. • Building a Marketing Funnel: Defining the ideal client, simplifying the funnel, and aligning podcast, email, and video strategies are key to generating meaningful leads. • Podcasting as a Middle-of-Funnel Tool: Stay Wealthy Retirement Show functions as a trust-building platform for an engaged, warm audience, converting listeners into clients through clarity and explicit calls to action. • YouTube for a Cold Audience: Long-form video enables reach beyond the warm podcast audience, but success depends on algorithmic understanding, consistency, and patience; each platform demands a different approach. • Consistency and Metrics Matter: Regular content, short- and long-form video, and monitoring engagement help translate effort into measurable business outcomes over time. • Audience Clarity Is Critical: Growth requires understanding who listens, who converts, and which content moves prospects through the funnel efficiently. • Strategic Restructuring Pays Off: Pausing growth to optimize internal processes, systems, and team alignment ensures scalable revenue growth from $2M to $10M and beyond. • Community Amplifies Impact: Engagement with peers via AGC (now part of WealthTender) reinforces accountability, collaboration, and professional development. • Books and Balance: Taylor draws insights and inspiration from fiction (Dark Matter) and non-fiction (Golf Architecture for Normal People), underscoring the importance of personal enrichment alongside professional growth. Taylor's story is a strong reminder that advisor growth is not about doing every marketing tactic at once, but about understanding your audience, building the right funnel, and staying consistent long enough for trust to compound. If you're a financial advisor looking to sharpen your marketing, improve client engagement, and create content that actually supports business growth, this episode is well worth your time. #FinancialAdvisor #MarketingStrategy #Podcasting #YouTubeMarketing #ClientEngagement #RetirementPlanning #FinancialAdvisorJourney #ContentCreation #AudienceBuilding #DefineFinancial #ModelFA #AdvisorGrowth #SalesExperience #WealthManagement Connect with Taylor Schulte: Website: definefinancial.com LinkedIn: linkedin.com/in/taylorschulte --- About the Model FA Podcast The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no "gotchas" or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams. Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you'd love to see covered. Our Team President of Model FA, David DeCelle If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

April 7, 2026Episode 20751 min

Leadership and Life with Brad Johnson of Triad Partners

In this episode of the Model FA podcast, host David DeCelle talks with Brad Johnson, co-founder of Triad Partners, about his non-linear entry into financial services and the profound internal work required to shift from top producer to effective CEO. Brad explains why financial advisory remains fundamentally a relationship business, how Triad redefines "success" as simultaneous business growth and life fulfillment ("Do Business. Do Life."), and why emotional stability and self-management are strategic leadership assets. The episode explores both operational and psyche-focused dimensions of entrepreneurial leadership for advisors committed to building firms that matter. In this episode: • Accidental Beginnings, Intentional Leadership: Brad candidly breaks down how a chance entry into finance evolved into a purpose-driven career and why hard work and reflection matter more than luck. • The Industry Is Evolving, but Relationships Still Win: Despite tech and platform shifts, trust and human connection remain the core currency of financial advice. • CEO Mindset vs. Advisor Mindset: Many advisors struggle because their training geared them toward production… not strategic leadership. Taking ownership of vision and operations is non-negotiable to scale. • Hiring for Complementarity, Not Cloning: Teams built by copying the founder seldom break through growth ceilings; complementary talent unlocks meaningfully different outcomes. • Culture as Talent Magnet: At Triad, culture is both a strategic asset and a retention tool. Talent stays where purpose and community thrive. • "Do Business. Do Life." Isn't a Slogan, It's a Strategy: Integrating business ambitions with personal life reduces burnout and enhances clarity about what success truly means. • Time Can't Be Bought Back: Wealth accumulation loses value without intentional life design; success tastes hollow when advisors trade years for dollars. • Emotional Mastery as Competitive Edge: Leadership requires calmness under pressure. Brad doesn't shy away from tough truths: therapy, self-work, and emotional regulation are leadership tools, not vulnerabilities. • Wealth Doesn't Guarantee Happiness: High revenue doesn't equal fulfillment. Many successful advisors quietly struggle. Awareness and growth practices make the difference. • Community and Growth Go Hand in Hand: Triad's experiences and shared member network create accountability and collective momentum for advisors scaling with purpose. • Practical Advice for Aspiring Founders: Build vision early, define personal and business priorities, and evaluate success on both professional and personal axes. #FinancialAdvisor #Entrepreneurship #Leadership #WealthManagement #BusinessCulture #RIA #PersonalGrowth #AdvisorLeadership #CEO #TriadPartners #DBDL #PracticeManagement #LifeIntegration #EmotionalStability Connect with Brad Johnson: Website: bradleyjohnson.com LinkedIn: https://www.linkedin.com/in/bradjohnsondbdl --- About the Model FA Podcast The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no "gotchas" or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams. Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you'd love to see covered. Our Team President of Model FA, David DeCelle If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

March 17, 2026Episode 20641 min

The Advisor Growth Bottleneck: Time, Team, and the Coming Wealth Transfer featuring Jeremy Houser

In this episode of the Model FA Podcast, David DeCelle sits down with Jeremy Houser, VP & Senior Advisor Development Consultant at Simplicity Group and host of the Advisor Mentorship Podcast. They break down what actually holds advisors back from scaling—why delegation is the real unlock, how a simple time audit exposes hidden leaks, and what to do right now to stay relevant to the next generation as trillions change hands. You'll also hear practical guidance on building a digital footprint (without sounding like AI), why LinkedIn is still a blue-ocean channel for advisors, and how to keep heirs engaged without turning your calendar into chaos. ✅ What you'll learn: 🎯 The #1 scaling problem advisors refuse to face (and how to fix it) ⏱️ How to run a time audit that reveals what to delegate first 🩺 The "doctor's office" analogy for protecting your time (screening + process) 🧬 How to stay relevant to heirs before the wealth transfer happens 🌊 Why authenticity wins in a "sea of sameness" content world 🤝 Connect with Jeremy: 🎙️ Podcast: https://open.spotify.com/show/4ZqShr9Q246sEh9KH22q3M ✉️ Email: jeremy.houser@simplicitygroup.com 🌐 Website: https://www.simplicitygroup.com/ 🔗 LinkedIn: https://www.linkedin.com/in/jeremyhouser/ 👍 If you want more conversations like this—strategy, systems, growth, and what's actually working—subscribe and drop a question in the comments. About the Model FA Podcast The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no "gotchas" or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams. Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you'd love to see covered. Our Team: President of Model FA, David DeCelle If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

March 3, 2026Episode 20548 min

Navigating the Rapidly Evolving M&A Landscape with Allen Darby

In this episode of the Model FA podcast, host David DeCelle spoke with Allen Darby, CEO and founder of Allaris Acquisitions, to discuss the evolution of the wealth management M&A landscape. Allen, an industry veteran who completed nine acquisitions as an RIA owner, provided insights on the surge in buyers and the changing mindset of sellers over the last four to five years. He detailed Allaris Acquisitions' shift from a traditional auction model to a compatibility-focused approach designed to save time and ensure a cultural fit for sellers. The conversation also covered the impact of rising interest rates on deal focus, the dynamics of "Franken-firms" created by aggressive aggregators, and a deep-dive on the potential disruptive power of AI on advisory businesses and valuations. In this episode: • Wealth Management M&A has fundamentally changed, with a surge of credible buyers and "through the roof" capital availability over the last four years. • RIA Sellers are more sophisticated, realizing that independence after a sale exists on a "spectrum of autonomy" instead of a binary loss of control. • Rising rates are forcing M&A Buyers to intensely focus on Organic Growth, with many now filtering out firms below a 5–7% net new asset growth rate. • The traditional "financial auction" model is being replaced by a compatibility-focused approach that ranks partners by objective factors like fee model and tech stack to ensure a better cultural fit. • Sellers must weigh "business lift" against autonomy, as highly acquisitive "Franken-firms" often lead to a "bumpier ride" with operational chaos due to less integration. • AI's Impact on Valuations: AI is predicted to automate many RIA roles—potentially eliminating staff within 6–12 months—which will increase profitability and may make highly scalable, high-margin practices more valuable. • The Biggest Disruptor is the threat AI poses to the Advisor Moat of "guidance," as the value of "knowledge" approaches zero and LLMs become more empathetic. • This looming AI disruption and the potential for "uberization" of the industry may encourage RIA owners to accelerate their sale timeline within the next three to five years. #RIAMergers #FinancialAdvisor #WealthManagement #AllarisAcquisitions #ModelFA #RIAAcquisitions #FinancialPlanning #OrganicGrowth #FinancialServices #AITrends #FinancialTechnology #PrivateEquity #BusinessStrategy #M&A #SuccessionPlanning Connect with Allen Darby and Allaris Acquisitions: Website: AllarisAcquisitions.com Email: Allen.Darby@AllarisAcquisitions.com --- About the Model FA Podcast The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no "gotchas" or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams. Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you'd love to see covered. Our Team President of Model FA, David DeCelle If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

February 17, 2026Episode 20433 min

Unreasonable Hospitality and the Future of the RIA with Jennifer des Groseilliers

In this episode of the Model FA podcast, host David DeCelle spoke with Jennifer des Groseilliers, CEO of The Mather Group, to discuss her career journey, the firm's growth strategy, and its distinct business philosophy. Jennifer detailed her transition from practicing law to becoming a financial advisor, moving through the broker-dealer world to ultimately embrace the Registered Investment Advisor (RIA) structure. The conversation explored The Mather Group's holistic service platform, which includes in-house tax and investment construction, its two-part M&A integration approach, and how their core value of "Unreasonable Hospitality" drives success metrics like high client retention and referrals.In this episode: • The RIA Model is a Growth Area: Jennifer des Groseilliers' move from the broker-dealer world highlights the perceived stability and future of the Registered Investment Advisor (RIA) model. • Embrace Holistic Wealth Management: The Mather Group's success with $15B in AUM/A is built on a comprehensive platform that integrates financial planning, in-house tax services, investment management, and a family office approach. This "all-in-one" model offers greater efficiency and coordination for clients. • M&A Success Hinges on Culture: For firms pursuing growth via mergers and acquisitions, the primary focus ("heavy lifting") should be on ensuring cultural alignment, not just operational synergy. • Define Success by "Unreasonable Hospitality": High client retention and referral rates can be achieved by moving beyond basic service to align a client's financial goals with their personal values, creating a truly exceptional experience. • Strategic Growth is Dual-Track: The firm demonstrates that expansion can be effectively achieved through both organic client acquisition and strategic M&A. • Team Structure and Governance Matter: Utilizing a team-based service model and having an advisory council composed of equity owners are effective mechanisms for ensuring service consistency and internal goal alignment. • Advice for Women in Finance: Aspiring women professionals should seek out firms that demonstrably align with their personal values and provide a genuinely supportive working environment. #RIAMergers #FinancialAdvisor #WealthManagement #TheMatherGroup #ModelFA #RIAAcquisitions #FinancialPlanning #UnreasonableHospitality #BusinessStrategy #WomenInFinance #SuccessionPlanning #OrganicGrowth #TaxServices Connect with Jennifer des Groseilliers and The Mather Group: Website: TheMatherGroup.com Email: info@TheMatherGroup.com --- About the Model FA Podcast The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no "gotchas" or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams. Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you'd love to see covered. Our Team President of Model FA, David DeCelle If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.

February 3, 2026Episode 20319 min

FinTech OGs: Streamlining Financial Advisor Operations and Eliminating NIGO Joel Friedman

Learn how Forms Logic, a cloud-based fintech platform built exclusively for financial services firms, is revolutionizing client onboarding, account opening, and advisor transitions. In this episode of the Model FA podcast, CEO David DeCelle interviews Joel Friedman, the Chief Operating Officer of Forms Logic, who shares his 25 years of experience in wealth tech. Discover how the Navigator product eliminates paper-oriented, manual processes and single-handedly ensures single data entry and the use of the most updated, correct forms, dramatically reducing Not In Good Order (NIGO) rates from up to 50% down to the low single digits. Joel also details how the Migrator product streamlines advisor transitions, turning a typically 60- to 90-day process into a three-to-four-week preparation period, which is critical because "time kills deals" and means assets are deployed faster to generate income. Forms Logic is focused on streamlining front and back office operations for broker-dealers, RIAs, and wealth managers to free up capacity for organic growth. In this episode: • Meet the Expert: Joel Friedman, a long-time expert (25 years!) in the technology used by financial companies, especially known for his 20+ years at Docupace. • The Solution: A tool called "Forms Logic Navigator" that solves the huge problem of too much paperwork in wealth management. • The Problem: Opening new client accounts is slow and full of mistakes because people have to manually fill out and check forms, often typing the same information (like a name) over and over. • The "Magic" of Single Entry: Forms Logic's Navigator lets you enter a client's information just once, and it automatically fills out all the necessary forms. • Fewer Mistakes: The system drastically cuts down on forms that are "Not In Good Order" (NIGO)—meaning they're incomplete or incorrect—from a very high 30-50% down to almost none. • Easy Advisor Moves (Migrator): Forms Logic's Migrator makes it much faster and simpler for financial advisors to switch firms and bring all their clients with them, cutting a 60-90 day process down to just a few weeks. • Why Quickness Pays Off: Moving assets faster means they start earning money sooner, which boosts income and keeps clients happier. • Complete Workflow Automation: The platform handles everything from the forms the advisor fills out (front office) to the processing and checking done by the company (back office), creating a seamless, streamlined process. • The Main Advantage: By automating and simplifying operations, the firm and its advisors have more time and energy to focus on finding new clients and growing the business. #FinancialServicesTechnology #WealthManagementSolutions #AdviserTechnology #FormsAutomation #FintechInnovation #BusinessEfficiency #ClientOnboardingSolutions #AdvisorTransitions #FintechForAdvisors #FormsLogic #WealthTech #NIGOSolutions Connect with Joel Friedman / Forms Logic: Website: formslogic.com --- About the Model FA Podcast The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no "gotchas" or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams. Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you'd love to see covered. Our Team President of Model FA, David DeCelle If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.