Advisor Talk with Frank LaRosa

Show Highlights Include: 

00:00 – Introduction & Why These Topics Matter
Frank and Stacey explain why this episode focuses on the six themes that got the most traction from advisors in 2025.

03:28 – Data as an Asset and Its Impact on Valuation
Why CRM, data quality, and accessibility now play a major role in how buyers evaluate advisory firms.

08:10 – Industry Consolidation and the LPL - Commonwealth Ripple Effect
How major M&A deals are reshaping recruiting packages, advisor leverage, and firm competition.

13:56 – Staying in the Driver’s Seat During Acquisitions
Why advisors should evaluate whether they would still choose their firm if given a clean slate.

17:04 – W-2 Models, Independence, and the “Swimming Upstream” Trend
The rise of independent W-2 structures and why some advisors are moving back toward them.

21:51 – Deal Evolution, Multiples, and Private Equity Reality Checks
What advisors need to understand about headline multiples, deal structures, and long-term control.

31:16 – From Practitioner to Entrepreneur
The mindset shift required to build scalable, enterprise-level advisory businesses.

36:37 – Marketing, Video, and the Cost of Inaction
Why visibility, authenticity, and decisive action are no longer optional for growth-focused advisors.

This episode is a practical, candid look at where the industry is today - and what advisors should be thinking about as they plan their next move.

Learn more about our companies and resources:

-Elite Consulting Partners | Financial Advisor Transitions:

https://eliteconsultingpartners.com

-Elite Marketing Concepts | Marketing Services for Financial Advisors:

https://elitemarketingconcepts.com

-Elite Advisor Successions | Advisor Mergers and Acquisitions:

https://eliteadvisorsuccessions.com

-JEDI Database Solutions | Technology Solutions for Advisors:

https://jedidatabasesolutions.com

Listen to more Advisor Talk episodes:

https://eliteconsultingpartners.com/podcasts/

Show highlights include:

-Why client experience and technology will be the primary differentiators for advisors in 2026.

-What a true CRM “health check” looks like and why clean data is the foundation of everything.

-How workflow automation and AI note-takers are reducing friction and reclaiming advisor time.

-The tradeoffs between all-in-one platforms and best-of-breed technology stacks.

-Why personalization at scale is becoming essential for modern advisory firms.

-How firms should think about cybersecurity, compliance, and regulatory readiness.

-The metrics and insights advisors should be tracking to better understand growth, profitability, and client value.

Brian and Sue make one thing clear: firms that treat technology as a strategic asset - not just a collection of tools - will be best positioned to grow, compete, and serve clients more effectively in 2026 and beyond.

Download our whitepaper here:

https://jedidatabasesolutions.com/resources/

Articles discussed today include:

https://www.deloitte.com/us/en/insights/industry/financial-services/financial-services-industry-outlooks/investment-management-industry-outlook.html

https://finance.yahoo.com/news/customer-satisfaction-individual-annuities-strained-120000029.html

https://www.investmentnews.com/fintech/summit-financial-massmutual-boost-advisor-appeal-with-growth-focused-tech/261873

Learn more about our companies and resources:

-Elite Consulting Partners | Financial Advisor Transitions:

https://eliteconsultingpartners.com

-Elite Marketing Concepts | Marketing Services for Financial Advisors:

https://elitemarketingconcepts.com

-Elite Advisor Successions | Advisor Mergers and Acquisitions:

https://eliteadvisorsuccessions.com

-JEDI Database Solutions | Technology Solutions for Advisors:

https://jedidatabasesolutions.com

Listen to more Advisor Talk episodes:

https://eliteconsultingpartners.com/podcasts/

Together, they explore practical decision points advisors should consider:

• The real implications of the $100M AUM threshold and the trade-offs between state and SEC registration

• When it may make sense to stay with an independent broker-dealer - especially if more than 20% of your revenue is still commission-based

• Why some RIAs are now “breaking away again” and rolling into larger platforms or supported-independence models

• The emotional and operational realities of dropping a Series 7, and how that can change your flexibility with media, branding, and marketing

Chuck also opens up about Sovereign’s “three doors” approach - including “Sovereign as a Service” - and how advisors can use incubation-style models to learn the RIA world before fully standing up their own firm. Frank underscores a central theme: there’s no universally “right” answer, only informed vs. uninformed decisions.

Resources:

Chuck’s LinkedIn: www.linkedin.com/in/charlesfailla  

Chuck’s Websites: www.sovereignadvisorsolutions.com | www.goria.com  

Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com

Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com

Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com

JEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.com

Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/

Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners

Show highlights include:

-AI note-takers and why 2025 is shaping up to be “the year of the note taker”.

-How advisors are using automation to reclaim time and improve meeting quality.

-Why organic growth is becoming a top priority for billion-dollar RIAs.

-The true indicators that it’s time to outgrow an entry-level CRM.

-How disconnected systems create hidden cost drains inside every firm.

-Why Salesforce is becoming the long-term “holy grail” for growth-minded advisors.

-The KPIs most advisors aren’t tracking - but should.

Brian and Sue make one thing clear: the firms winning today are the ones treating CRM as the engine of the entire business - the system where data, insights, efficiency, and client experience all come together.

Download our whitepaper here: https://jedidatabasesolutions.com/resources/ 

Articles discussed today include:  

https://www.deloitte.com/us/en/insights/industry/financial-services/financial-services-industry-outlooks/investment-management-industry-outlook.html

https://finance.yahoo.com/news/customer-satisfaction-individual-annuities-strained-120000029.html?

https://www.investmentnews.com/fintech/summit-financial-massmutual-boost-advisor-appeal-with-growth-focused-tech/261873?

Learn more about our companies and resources:

-Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com

-Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com

-Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com

-JEDI Database Solutions | Technology Solutions for Advisors: https://jedidatabasesolutions.com  

Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/

Frank and Jon unpack:

• Why today's competitive landscape means growth-motivated buyers must approach deals differently.

• The three core reasons advisors pursue acquisitions - and which ones actually lead to long-term success.

• How leverage, bank financing, and EBITDA-based lending really work in practice.

• Why “fixer-upper” books may offer the strongest ROI.

• How elite buyers win deals by understanding the emotional side of selling a practice.

• The art of creating a safe landing place for sellers, their teams, and their clients.

• Why phased buyouts and seller glide paths often create better retention and better economics for everyone.

Jon also shares numbers, structures, and stories that demystify the math behind buying a practice - and the mindset required to scale from practitioner to true enterprise builder.

If you're a buyer, seller, or advisor considering M&A in any form, this episode is a blueprint you can’t afford to miss.

Resources:

Jon Kuttin’s LinkedIn: www.linkedin.com/in/jonathankuttin  

Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com

Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com

Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com

JEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.com

Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/

Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners

Key Highlights from the Episode:

0:00 – Introduction

0:44 – Future-proofing your CRM and architecting for scalability

2:23 – Why most CRMs fail when firms grow

5:08 – AI in CRMs: more than just dashboards

10:34 – Inside “Elite Genie” and how it supports advisors

11:48 – Why your CRM is really a data warehouse

14:05 – Integration-first architecture for efficiency and scale

25:19 – Data hygiene: the foundation of advisor valuations

33:15 – Overcoming skepticism around AI adoption

38:08 – A roadmap to future-proofing your tech stack

Resources:

Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com

Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com

Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com

JEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.com

Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/

Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners

From there, the conversation turns to what advisors actually experience on the ground: Cetera’s unique ownership with Genstar and the benefits of a “fresh clock”

• The breadth of affiliation models and why Cetera calls itself a “forever home”.

• How multi-custody (Pershing, Fidelity/NFS, Schwab, self-clearing) helps recruiting and M&A.

• Insights on Avantax, Concourse, and ongoing industry consolidation.

• Why advisor equity ownership strengthens alignment.

• Cetera’s focus on organic growth through regional teams and the Growth Line program.

• How the firm thinks about transition deals, scale, and long-term profitability.

• What advisors may not realize about Cetera’s structure, communities, and support model.

Frank and Mike also contrast Cetera’s approach to scale with other major players, discuss the realities of transition deals in a changing rate environment, and talk about why insurance, tax, and planning-based advice remain central to a “super hybrid” advisor value proposition.

If you’re an advisor considering independence - or re-evaluating your current platform - this conversation offers a detailed, unscripted look at how Cetera operates, what makes it different, and how it’s preparing for what Mike calls a very “dynamic” next ten years in wealth management.

Resources:

Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com

Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com

Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com

JEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.com

Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/

Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners

This conversation covers:

-Why M&A activity has accelerated in 2025 - and why 2026 may be even bigger.

-The growing appeal of dual monetization for advisors who want flexibility.

-Why partial sales can limit control and create long-term complications.

-How technology, data quality, and operational readiness drive your valuation.

-The emotional side of selling - and why so many deals stall late in the process.

-Why larger platforms often offer deeper buyer pools and stronger financing options.

-What advisors should start updating now to strengthen a future exit.

Whether you’re planning to sell soon, exploring a transition, or simply trying to position your practice for the next phase, this episode delivers clear guidance, real-world examples, and forward-looking insights to help you make informed decisions.

Tune in and prepare your practice for what’s ahead in 2026 and beyond.

Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com

Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com

Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorssuccessions.com

JEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.com

Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/

Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners

This conversation covers:

-What branding really means for financial advisors

-How marketing supports your brand—and why they’re not interchangeable

-Where advisors should focus their time to create stronger visibility

-Practical ways to communicate your value more effectively

-How to think about audience, channels, and message delivery

-The philosophy behind the Bill Good Marketing system

Whether you’re refining your personal brand or looking for better ways to reach the right audience, this episode delivers clear, practical insights to help you communicate with more clarity and purpose.

Tune in and start thinking differently about how you show up in the marketplace.

Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com

Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com

Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com

JEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.com

Connect with Matt Hicken on LinkedIn: https://www.linkedin.com/in/matt-hicken/

Check out Bill Good Marketing here: https://www.billgoodmarketing.com

Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/

Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners