On the Circuit

Don’t blame the advisor, blame the tech stack. According to Tony Stitch, CRO of Entrustody, there’s no substitute for a custodian that improves an advisor’s efficiency and closes prospects. Tony hops on the podcast to discuss the qualities that advisors should be looking for in custodians — and how Entrustody is revolutionizing the industry by offering custody as a service. He also shares why digi...

A client is so much more than their AUM. Their health and overall happiness are on their mind more than their finances. Traditionally, though, financial planning forces advisors to focus on managing portfolio risk and keeping their eyes on the hard numbers. Which is important, make no mistake — but it doesn’t tell the whole story. Keena Pettijohn, CEO and founder of Lifelogixs Strategic Consultanc...

As CEO of Opto Investments, Ryan VanGorder provides advisors with the software and platform to easily navigate the private markets. A well-balanced portfolio, one that will achieve a client’s end goals, includes both public and private investments.“Advisors are set out to manage toward benchmarks, manage toward return profiles,” Ryan said. “That will come with some beta market exposure, but to out...

Communication is key in advisor-client relationships. “How do you communicate with clients effectively without understanding their behavior and personality?” Jerry Szatko, CEO of Unitifi, asks. Jerry and Unitifi, a wealth management technology, believe in behavioral finance as a tool to help advisors better communicate with clients. Jerry joins us to discuss how Unitifi identifies personality attr...

Liability planning is not one of the usual services embedded in advisory practices, but Siddhartha Oza would like to see that changed – for the good of clients and advisors alike. According to Siddhartha, this gap is an opportunity for advisors to differentiate their practice and unlock AUM with their clients. Siddhartha is co-founder and co-CEO of Sora Finance, an AI-driven debt financing and man...

Competition in business is a tricky balance. A little bit is healthy and instigates creativity. Too much can hinder growth. In the realm of financial advice, individuals can all learn from each other, and both young and experienced advisors can benefit. As the president of FPA of Nebraska for 2023 and the VP of Advisor Development at Carson Wealth, Thomas Pargett, CFP®, lives by the mantra, “Colla...

Nearly 68% of Americans don’t have an established will. That’s a cause for concern for both clients and advisors alike – but Matt Morris sees it as more of an opportunity than a problem. As CEO of EncorEstate Plans, Matt empowers advisors to create exceptional estate planning experiences for clients through technology and a human-centric approach. Matt joins us to discuss how EncorEstate Plans emp...

Any organization’s success boils down to people: you, the people you hire and the people you call clients. Stevens Capital Partners grew his business 4x in three years after coming onto the scene during the pandemic. David Stevens, President and Founder of Stevens Capital Partners says his people are responsible for that growth. In this episode of “On the Circuit” David shares the attributes he lo...

Digital and automated marketing introduce tremendous opportunities for advisors to find, reach and qualify more leads. But all the strong leads in the world mean nothing if advisors don’t get in front of these prospects and follow up. As Head of Partnerships at White Glove, Lara Galloway understands the balance between digital and traditional marketing efforts and has insight into how advisors can...

Since acquiring Oakbrook Solutions in June 2023, F2 Strategy continues to refine their capabilities and hire experts in nuanced specialties like digital, data and CRM.With his combined experience as Chief Technology Officer and in the consulting space, Doug has a pulse on what’s next for the industry, and how advisors can scale it down into their business. He dives into the power of data and the u...

All work and no play makes for a dull advisor. Industry conferences and professional organizations are fantastic ways to connect with like-minded individuals, build a network of centers of influence (i.e., attorneys, CPAs and more) and gather valuable takeaways for your business, yourself and your clients – not to mention have a little fun in the process. Nate Hudson would know as he hasn’t missed...

Curiosity and vulnerability are the keys to building an authentic, diverse firm, says Julie Johnson, President and CEO of XY Communication. When you know yourself, you can attract the right clients. And now is a crucial time as ever for advisors to embrace authenticity — the generational wealth transfer is around the corner and more females and younger adults under the age of 55 will hold assets u...

Trends come and go. Some stick around and have a lasting impact. Others are forgotten as quickly as they arrived. The Global Head of Investment Solutions at Dimensional Fund Advisors, Marlena Lee, dishes on both in this episode of “On the Circuit.” Marlena chats with host Johnny Sandquist on investment fads like AI, holistic approaches and silver bullets. They discuss which have staying power and...

Tom Fields, CEO and founder of Fynancial, joins “On The Circuit” host Johnny Sandquist in a conversation recorded live from the Fearless Investing Summit in October 2023 in Miami. Fynancial is a social financial platform that’s already making waves in the wealth management industry since its founding in 2022. During his time as an advisor, Tom saw a communication gap. Between social media, email,...

Season 2 of On The Circuit kicks off with host Johnny Sandquist talking to Tricia Rothschild at the Fearless Investing Summit October 2-4. In this episode, Tricia talks about Nitrogen’s recent rebrand, the future of Wealthtech and the growth potential for advisors and clients at the intersection of wealth and retirement. Tricia has served as a board member for Nitrogen since January 2022. Also a s...

In the season finale of On the Circuit, John O’Connell of Oasis Group joins Three Crowns CEO Johnny Sandquist to discuss the growing need for values-based investing, navigating the Great Wealth Transfer, the importance of cybersecurity education and the future of AI in fintech. With over 30 years of experience, O’Connell has an inside look at where firms are succeeding and struggling with new tech...

In this episode of the On the Circuit podcast, Johnny Sandquist sits down with Angie Herbers, Founder of Herbers & Company, to discuss the challenges faced by advisory firms in achieving sustainable organic growth. She also categorizes industry experts into three groups: specialists (who focus on a specific area like marketing or management training), coaches (who work on influencing executive...

In this episode, Philipp Hecker sheds light on Bento Engine's value proposition, emphasizing the significance of offering proactive advice to clients during life events and age-based milestones. He explains how Bento Engine, an integrated technology and content solution, uses APIs to scan an advisor's entire book of business, identifying opportunities for actionable advice. When potential moments...

As a seasoned professional in advisor WealthTech, Diana Cabrices is adept at creating powerful narratives for innovative solutions providers. In her role today as Fractional Chief Evangelist and Founder at Diana Cabrices Consulting, she lends her voice to help businesses share their unique stories in the most compelling way – but what does that look like on a day-to-day basis? Today, Cabrices join...

As GM and Head of Engagement at MarketCounsel and Hamburger Law, Ryan Marcus has a wealth of knowledge on what it takes to find success in wealth management. His previous work at United Capital, RIA in a Box, Morgan Stanley and other big-name wealth management companies have made him a subject matter expert in the industry – and now, he’s sharing those insights with our On the Circuit listeners. I...

In this episode of the On the Circuit podcast, Liang Zhao of Vansary discusses the challenges faced by Asian American women in tech and the need for greater representation. From client-focused public relations initiatives to overcoming stereotypes, Zhao covers it all. Zhao also talks about her latest venture: Tiger Collective. Tiger Collective aims to elevate Asian women in tech to help them attai...

Aaron Klein sits down with Johnny Sandquist to talk about Nitrogen’s evolution from risk-centered solution to comprehensive growth platform in the wealth management industry. Hear all about his struggles and triumphs scaling the company formerly known as Riskalyze, including how choosing team members that really reflected the company’s values ultimately lead to better results. Plus, Klein shares h...

In the latest episode of On the Circuit, Johnny Sandquist and Brodrick Lothringer sit down with Sheryl O'Connor, CEO and Founder at IncomeConductor, to discuss human-first financial planning and the role technology plays in enhancing it. O'Connor shares her journey from being a professional musician to becoming a technologist in fintech and how her curiosity during the 2008-2009 market crash led h...

In this week’s episode, Dr. Mary Bell Carlson and Jonathan Walker challenge financial advisors to embrace technology and humanity to achieve efficiency and emotional intelligence with clients. These industry experts from the Financial Behavior Keynote Group agree that by establishing a solid rapport, advisors can better understand their clients' needs, goals, and values, thus being able to provide...

Financial planning tools, tech and strategies are great – but the key to successful financial planning lies in addressing the underlying emotional and psychological factors driving your clients. That’s why Susan Bradley founded Sudden Money Institute back in the ‘90s, delving into the idea of financial transitionists. Likewise, Sarah Newcomb sees a larger need for younger generations of not just f...