Episodes

Marketing activity can look healthy on the surface while prospects quietly disappear somewhere deeper in the funnel. Knowing what to measure can reveal where attention, appointments, and opportunities are being lost. In this episode, Grow Organically host Dan Gilmartin speaks with David Franzke, Chief Marketing Officer at Advisors Excel, about building advisor marketing around clear business outcomes. They cover event marketing, seminar follow-up, funnel metrics, team goals, brand measurement, v...

Organic growth is becoming more challenging for many advisory firms, especially as competition for attention continues to increase. How do you create a marketing strategy that consistently attracts qualified prospects while giving advisors more time to focus on client relationships? In this episode, Dan Gilmartin sits down with Samantha Allen, Executive Vice President of Marketing at Merit Financial Advisors, to explore how marketing, sales, and technology can work together to create a repeatabl...

What if your daily actions were directly shaping the life you’ll look back on years from now? And what if growth, both personal and professional, could be engineered with clarity and discipline? In this episode, Dan Gilmartin interviews Michael Graham, CFP®, President and Co-Founder of Midwestern Securities, about building a firm rooted in intentionality and disciplined growth. Mike shares how starting with the end in mind, including writing your own obituary, can shape decisions across business...

Growth gets harder when every firm has access to the same tools. What separates strong marketing is not the software itself, but the judgment, structure, and empathy behind how it is used. In this episode, Dan Gilmartin speaks with Michele Welsh, Chief Marketing Officer at Verdence Capital Advisors, about building a practical AI and marketing system inside a wealth firm. She explains how her team evaluates tools through acceleration, accuracy, and innovation, how they train AI to reflect brand v...

What actually separates firms that grow organically from those that rely on referrals and market lift? Daniel Gilmartin discusses the launch of Catchlight’s RIA Growth Marketing Proficiency Report with Mary Kate Gulick, Founder of MK Wealth Marketing. Together, they break down what organic growth truly means, how top independent RIAs are structuring their marketing teams, and the patterns that show up consistently in faster-growing firms. Dan discusses: Kicking off Season 3 and introducing the ...

Sustainable growth does not come from chasing every tactic available. It comes from clarity, consistency, and systems that respect how people actually make decisions. In this replay episode, Dan Gilmartin sits down with Michelle Winkles, MBA, Partner and CMO at Mission Wealth, to revisit a foundational conversation on organic growth through digital marketing. This replay episode explores how firms can structure their websites, tech stacks, and workflows to attract higher-quality leads. Michelle ...

Organic growth sounds straightforward, but for many firms it remains one of the hardest challenges to solve. What happens when client demand slows, marketing feels risky, and internal teams struggle to connect the dots across services? In this replay episode, Dan Gilmartin revisits a timely conversation with Jimmy Zhao, Partner at McKinsey, to examine what truly drives organic growth in wealth management. They unpack why growth has slowed, how banks and RIAs miss opportunities hidden in their ow...

Partnerships, referrals, and metrics: three core themes shaping the future of organic growth in wealth management. In this episode of Grow Organically, host Dan Gilmartin sits down with Yelena Melamed, Chief Product Officer at Catchlight, to close out Season Two with a deep dive into how data, trust, and technology are transforming growth strategies. Yelena shares how wealth firms can strengthen partnerships across business lines, optimize referrals with automation, and leverage custom data mode...

Growth in wealth management often comes down to trust, process, and knowing where to focus. How do you build stronger referral partnerships with accountants and custodians? How can predictive analytics and technology enhance client relationships without losing authenticity? In this episode of Grow Organically, host Dan Gilmartin speaks with Chris Thom, CFP®, ChFC, CLU, CWS, Executive Vice President and Strategy and Partnerships Officer at Sequoia Financial Group, about how his firm drives growth...

Organic growth has become the defining challenge and opportunity for firms in wealth management. Despite resilient demand, many firms struggle to scale sustainably in a market shaped by rising expectations and shifting client demographics. In this episode, Dan Gilmartin speaks with Jimmy Zhao, CFA, Partner at McKinsey & Company, about what’s driving (and slowing) organic growth in the industry. They discuss market cycles, demographic shifts, marketing ROI, and the need for firms to treat growth ...

Growth does not come from pushing harder. It comes from creating trust, education, and genuine partnership. What happens when a firm shifts from chasing transactions to scaling relationships? How does language shape culture and outcomes in financial services? In this episode, Dan Gilmartin speaks with Sophie Benander, SVP of Growth and Partnerships at SageView, about reframing growth as an outcome of trust. She shares how education, alignment across business lines, and intentional partnerships d...

Organic growth in wealth management requires more than just good marketing. It demands alignment, testing, and a process-driven funnel. In this episode, Dan Gilmartin interviews John Wernz, Partner and Strategic Advisor at Mission Wealth, who shares lessons from helping firms scale from billions to tens of billions in AUM. John breaks down the stages of marketing maturity, the importance of ICP, and why sales alignment is the critical piece many overlook. John discusses: Building marketing team...

Speed matters, but connection matters more. In this episode of Grow Organically, Dan Gilmartin speaks with Caleb Stinson, Chief Marketing Officer of Exencial Wealth Advisors, about creating meaningful connections in the lead generation process. Caleb shares how pacing, personalization, and purpose-driven outreach strengthen both client relationships and firm outcomes. Caleb discusses: Why humanizing outreach conversations leads to stronger client relationships How to evaluate whether a lead has...

What does it take to grow a $30B wealth management firm in today’s competitive space and sustain it? In this episode of Grow Organically, Dan Gilmartin speaks with Matthew Matrisian, MBA, President of SEIA, to explore the multi-dimensional strategy behind the firm’s double-digit organic growth. Matt shares how SEIA combines personalization, strategic partnerships, and data-driven processes to create an environment where both advisors and clients thrive. He emphasizes the importance of institutio...

What makes wealth management thrive in today’s fast-paced world? Catchlight’s Dan Gilmartin chats with Marissa Fox-Foley, Chief Marketing and Communications Officer at Choreo, about the art of blending financial strategy with tech-savvy marketing in the wealth management industry. Discover how Choreo fosters rapid growth through strategic partnerships, emphasizes advisor-client connections, and leverages data to enhance client service strategies. Marissa shares insights on: Streamlining sales c...

What’s holding your firm back from real, sustainable growth? It might not be what you think. Join Dan Gilmartin as he sits down with Anand Sekhar, a seasoned professional from Fidelity Charitable. With insights from a 20-year career in practice management and consulting, Anand shares how firms can outmaneuver market challenges like over-reliance on referrals and volatile clients. Discover how a firm’s tech stack could be its untapped goldmine and why relying on an erratic client influx is a miss...

How can financial advisors leverage technology to boost growth? Daniel Gilmartin dives into a tech-forward conversation with industry leader Jim Mocci, Managing Director and Head of Marketing at EP Wealth. With a background at BlackRock and Wells Fargo, Jim shares insightful anecdotes and strategies on optimizing tech stacks, measuring ROI, and the crucial role of data in enhancing lead generation. Plus, Jim shares his tech-forward approach, discussing new integrations and the importance of visu...

What happens when the art of persuasion meets the science of numbers in wealth management? Dive into a compelling conversation between host Dan Gilmartin and Brad Boekestein, Chief Marketing Officer at Allworth Financial, as they unravel the strategies behind the firm’s impressive growth. Brad takes us through his journey, emphasizing the intersection of analytics and creativity in marketing—the sweet spot for driving organic growth. Learn about Allworth’s innovative approach to tapping niche ma...

What is the special ingredient to sustainable growth in wealth management? Dan Gilmartin converses with David Canter, a seasoned CEO at Finley Point Strategy who has donned many hats in the finance sector, including roles at McKinsey, Blue Spring Wealth Partners, and Fidelity Investments. They dive deep into the essence of “Organic Growth is Truth” and explore why organic growth is so vital for wealth management firms. Dan Gilmartin and David Canter discuss: (03:06) The role of organic growth i...

Are you curious about what the future holds for wealth management in 2025? Dive into our season finale as Dan Gilmartin speaks with Wilbur Swan, CEO and Co-founder of Catch Light, about next year’s trends in the financial advisory world. Wilbur shares his top five predictions for the wealth management industry in 2025, focusing on how AI will reshape growth strategies. Tune in to uncover insights on AI adoption, targeting younger generations like Henrys (High Earners, Not Rich Yet), and the powe...

Creating a digital strategy to drive growth strategy can feel daunting. How do you know you are on the right track? Daniel Gilmartin sits down with Michelle Winkles, Partner and Chief Marketing Officer at Mission Wealth, to delve into the art of organic growth. With a background in tech marketing and a passion for purpose-driven leadership, Michelle dives into the cutting-edge strategies she employs to fuel growth at Mission Wealth. From leveraging a robust digital lead-gen program to fine-tunin...

What skyrockets growth in wealth management? Daniel Gilmartin speaks with Todd Cassler, Chief Growth Officer at Cerity. They delve into innovative strategies that can not only drive growth but can redefine it in today’s competitive market landscape. Get insights from Todd’s extensive experience across wealth management, asset management, and retail sectors, offering a treasure trove of knowledge on organic and inorganic growth avenues. Todd shares pragmatic advice on: (05:45) The best practices...

Are you maximizing your client relationships to their full potential? Let’s talk about how you can tap into organic growth and enhance your wealth management practice. Dan Gilmartin sits down with Jamie Hopkins, Chief Wealth Officer at WSFS and CEO of Bryn Mawr Trust, to discuss strategies for accelerating organic growth in wealth management. Jamie shares his unique journey, emphasizing the importance of organic growth, client relationships, and trust in the industry. He discusses his roles at W...

Are you ready to learn about some of the highest-performing financial advisory firms? Discover innovative organic growth strategies from industry leader Mark Bruno, exploring crucial topics from growth-oriented compensation to data-driven decision-making. In this episode of Grow Organically, Dan Gilmartin hosts Mark Bruno, Managing Director and Head of Strategic Advisory for Emigrant Partners, to dive deep into the intertwined nature of organic growth and strategic compensation within financial ...