Episodes

Ray Sclafani and Mark Hurley discuss how ownership disputes can derail a wealth management deal, why advisors should understand their agreements before signing, and how AI is changing the way prospective clients discover and evaluate firms. They also examine the risks of relying on AI for advice, emphasizing that fiduciary responsibility remains with the advisor and that AI-generated information must be verified. In the “You’ve Got to Be Kidding Me” segment, Ray and Mark consider the controversy...

Most American families procrastinate on estate planning—over 50% have no plan at all. But Cody Barbo, founder and CEO of TrustAndWill (the nation's leading digital estate planning platform), reveals why this isn't a knowledge problem. It's an anxiety problem. In this episode of Contrasting Viewpoints, Ray Sclafani and Mark Hurley explore the real opportunity ahead for financial advisors who make estate planning a core service. Cody shares why his startup has helped 1.3 million families—and how ...

AI is no longer a future consideration for advisory firms. It's an operating decision advisors are making right now, and this episode digs into what that decision actually involves. Ray Sclafani and Mark Hurley open with their usual contrasting lenses (Mark on custodial economics and market structure, Ray on talent and culture) before turning to Matt Halloran, Chief Evangelist at Zocks, for a candid look at how AI assistants are reshaping day-to-day practice management. Matt unpacks why pluggin...

If you're considering a merger, acquisition, or sale in the next five to ten years, this episode will challenge everything you think you know about valuations and deal structures in wealth management. David Grau Jr., founder and CEO of Succession Resource Group debates a critical question: Does bigger always mean better in M&A? Ray Sclafani and Mark Hurley explore the hard data behind deal multiples, the real economics of private equity partnerships, and why advisors are increasingly pursuing st...

The talent war in wealth management is intensifying. Massive consolidation has eliminated C-suite roles while creating explosive demand for advisors and teams that bring clients. Team liftouts have become more desirable than ever, but the economics, legal complexity, and retention challenges are reshaping how firms recruit, retain, and compensate talent. In this episode of Contrasting Viewpoints, Ray Sclafani and Mark Hurley are joined by Allan Starkie of Knightsbridge Advisors to discuss what'...

Valuations are high. Private equity capital continues to flood the market. Advisory firm owners are hearing about eye-popping multiples and wondering if now is the time to sell, acquire, or bring on a partner. In this episode of ContrastingViewpoints, Ray Sclafani and Mark Hurley are joined by Wayne Hewett of Live Oak Bank to discuss what advisors should consider before chasing a headline valuation. The conversation explores the role of debt versus equity, internal succession planning, next-gen...

Ray Sclafani and Mark Hurley cover a full slate of industry news before sitting down with Andrei Pop, Founder and CEO of Humanity Labs. They open with a surge in cybersecurity breaches hitting major wealth management firms, the growing liquidity risks inside private credit portfolios, the ongoing war for advisor talent and the limits of non-compete enforcement, and the under appreciated challenge of serving clients who are struggling emotionally in retirement. They also weigh in on Robinhood's p...

The M&A market for RIAs continues to accelerate, fueled by record deal activity, strong valuations, and an influx of private equity capital. In this episode of Contrasting Viewpoints, Ray Sclafani and Mark Hurley are joined by Jonathan Stern, partner at Berkshire Global Advisors, to unpack what is driving the current deal frenzy and what it means for advisory firm owners. Jonathan shares insights from decades of advising on financial services transactions, explaining why investor demand for RIA...

2026 is shaping up to be a transformative year for wealth management, and the next phase of the industry is already here. In this episode, Ray Sclafani and Mark Hurley break down the seismic changes advisors need to watch from consolidation and private equity pressures to AI adoption, cybersecurity risks, and shifting client expectations. They explore why the middle market is disappearing, how top firms are pulling ahead, and what it takes to stay competitive in a rapidly evolving landscape. We...

In this Contrasting Viewpoints episode, Ray Sclafani and Mark Hurley sit down with Ryan Frederick, an expert in place planning and author of Right Place, Right Time, to explore why housing decisions deserve a seat at the financial planning table. Ryan explains that where clients live directly influences longevity, social connection, purpose, and physical well-being, making place planning a strategic decision rather than a lifestyle preference. Drawing on his background in health, technology, an...

In this episode of Contrasting Viewpoints, Ian Wenik joins the show to break down what it takes to build a future-ready RIA in a rapidly changing wealth management landscape. Wenik discusses the record pace of consolidation, the influence of private equity, and how major firms like LPL and Madison-Dearborn Partners are shaping industry trends. The conversation explores why transparency, talent retention, and cultural alignment are becoming essential to successful M&A, and how the professionaliza...

In this episode of Contrasting Viewpoints, Ray Sclafani and Mark Hurley discuss the latest legal battles in the wealth management industry, including Merrill Lynch's TRO denial and UBS's lawsuit. They explore the impact of AI-driven RIAs and the significance of the Genius Act for stable coins. Special guest Ric Edelman shares insights on the evolving role of Bitcoin and digital assets in financial portfolios. Takeaways: UBS's lawsuit underscores the intensifying battle for clients and talent. ...

In this episode of Contrasting Viewpoints, industry veterans Ray Sclafani and Mark Hurley unpack the most critical trends reshaping the financial advisory profession. They explore: The looming advisor shortage and what it means for succession planning How AI is transforming client service and operational efficiency The evolving expectations of high-net-worth clients The growing importance of accurate, real-time financial data Special guest Kevin Knull, CEO of Tax Status, joins the conversa...

In this episode of Contrasting Viewpoints, industry veterans Ray Sclafani and Mark Hurley dive into the transformative trends shaping the future of wealth management. They explore: SEI’s acquisition of Stratos Wealth – What does this signal for the RIA space? The growing importance of tax planning – Why advisors must embrace holistic financial strategies. The evolving role of centers of influence (COIs) – How trusted networks are reshaping client acquisition and referral dynamics. Mark also ...

In this episode of Contrasting Viewpoints, Ray Sclafani and Mark Hurley are joined by Grant Rawdin of Westcott Financial to unpack some of the most powerful shifts happening in wealth management today. From Mercer’s transition to employee ownership to the changing demands of business-owner clients and the strategic use of alternative investments, they explore what it really takes to lead in today’s evolving landscape. At the heart of the conversation is the Net Positive Consortium—a fast-growin...

In this episode of Contrasting Viewpoints, Ray Sclafani and Mark Hurley delve into the evolving landscape of wealth management, discussing the rising demand for financial advice, the implications of new custodial fee structures, the variances in M&A offers, and the critical importance of cybersecurity for advisors. They emphasize the need for advisors to prepare for growth opportunities while managing risks effectively, particularly in the face of increasing cyber threats. Key Takeaways • Dema...

Featuring Parker Ence, CEO, Jump AI In this episode, Ray Sclafani and Mark Hurley are joined by Parker Ence, CEO of Jump AI, where they discuss the evolving landscape of wealth management, focusing on the impact of AI, emotional intelligence, and the importance of differentiation in a crowded market. They explore the implications of a fee increase by the CFP board, the potential of sports franchise investments, and the future of advisory fees in light of changing client expectations. In this co...

In this conversation, Ray Sclafani and Mark Hurley discuss the evolving landscape of the financial services industry, focusing on the rise of AI technology, the emergence of M&A refugees as a new talent pool, and the critical importance of cybersecurity. They also delve into the controversial decision by Ellevest to transition clients and the need for wealth management firms to adapt their marketing strategies to capture the next generation of clients. The discussion highlights key trends in tec...

This conversation explores the transformative impact of longevity on financial planning and wealth management. Mark Hurley, Ray Sclafani and Russ Hill discuss the need for financial advisors to rethink their approaches to planning for clients who may live significantly longer lives. Key themes include the importance of continuous learning, evaluating the return on education investments, and adapting financial conversations to different age groups. In this conversation, Mark Hurley, Ray Sclafani...

In this conversation, Ray Sclafani and Mark Hurley are joined by Steve Ryder to discuss various pressing issues in the financial services industry, including leadership changes, the impact of AI, trends in mergers and acquisitions, the importance of specialization, regulatory challenges, and the critical need for cybersecurity measures. They provide insights into how these factors are shaping the future of wealth management and the strategies firms should adopt to navigate these changes effectiv...

In this conversation, Ray Sclafani and Mark Hurley delve into the current state of the financial services industry, focusing on mergers and acquisitions (M&A), the impact of sovereign wealth funds, and the significant wealth transfer expected in the coming years. They discuss evolving business models in wealth management, the shift in pricing strategies for advisors, and the importance of succession planning. The conversation also highlights the best RIAs to work for and the dynamics of M&A acti...

In this conversation, Ray Sclafani and Mark Hurley delve into the current state of the financial services industry, discussing significant issues such as data breaches, client retention strategies, the impact of generational wealth transfer, the debate over remote work, and the evolving role of AI in wealth management. They also touch on investment trends within the RIA sector and the importance of adapting to changing client needs and market dynamics. Key Takeaways: • Data breaches can have s...

In this conversation, Ray Sclafani and Mark Hurley discuss the current state of the wealth management industry, focusing on significant changes such as CEO transitions, the rising costs of talent acquisition, the impact of technology, and the concept of synthetic equity. They also address compliance challenges with the SEC, insights from Schwab's 2024 Independent Advisor Outlook, and the pressing need for new talent in the industry. The discussion emphasizes the importance of adapting to market ...

In this episode, Ray Sclafani, Mark Hurley, and Brian Hamburger discuss the critical issues surrounding cybersecurity in the wealth management industry. They highlight the alarming rise of cybercrime, the responsibilities of CEOs in safeguarding their firms, and the impact of cybersecurity breaches on client relationships. The discussion also covers the upcoming SEC regulations and the reputational risks associated with breaches. Ray, Mark, and Brian emphasize the need for wealth managers to und...