An Annual Digest for Financial Advisors – 2024 Edition, with Louis Diamond

Overview

A compendium of advice extracted from 48 episodes of the 2024 season of the Diamond Podcast for Financial Advisors, including the importance of your “Why,” the most compelling reasons for change, being a “true” fiduciary, unique value propositions, and more.

Listen in…

> Download a transcript of this episode…

NOTE: The views and opinions expressed by the guests on this podcast are their own and do not necessarily reflect the views and opinions of Diamond Consultants. Neither Diamond Consultants nor the guests on this podcast are compensated in any way for their participation.

About this episode…

When we started this series back in 2017, we had no idea how many meaningful conversations we would have with top financial advisors, C-suite executives, entrepreneurs, and thought leaders.

It’s gratifying when listeners share how a guest inspired them, or they learned something new, or how the conversations provided just the information they needed to help them create their best business life.

And that’s why we compile this annual recap episode: It offers listeners a digest of some of the best advice from our 2024 season guests.

In combing through 48 episodes, we extracted the most compelling themes and relatable guidance from your peers—and what we found in our conversations was amazing.

Many of the most successful advisors, business owners, leaders, and entrepreneurs share a common thread: They each place incredible value on their “why”—their personal motivations that serve as the foundation for their success and how the client is often at the heart of it.

The result is a compendium of advice on what it really takes to get from here to there—and ultimately take your practice from good to great!

Want to learn more about where, why, and how advisors like you are moving? Click to contact us or call 908-879-1002.

Featured in this episode…

• Justin Berman, Co-Chairman at Cresset and Founder of Berman Capital Advisors
• Brett Bernstein, CEO and Co-Founder, XML Financial Group
• Allan Boomer, Partner and CIO, Momentum Advisors
• Jeff Brown, President, Stratos Private Wealth
• Matt Brown, Founder, Chairman, and CEO, CAIS
• Brent Chappell, Managing Partner and Co-Founder, Chappell Wealth Management
• Jerry Davidse, CEO, Presilium Private Wealth
• Michael Henley, Founder & CEO, Brandywine Oak Private Wealth
• Michael Kitces, Industry Thought Leader and Chief Financial Planning Nerd
• Matt Liebman, CEO, Amplius Wealth Advisors
• Barry Mitchell, Founder & Managing Director, Next Level Private
• Erik Morgan, President, Senior Partner, Freestone Capital
• Angie Ostendarp, Senior Managing Partner, Carnegie Private Wealth
• Taylor Pankratz, President and Co-Founder, Holistic Planning
• Jordan Raniszeski, Senior Managing Partner, Carnegie Private Wealth
• Mike Quin, Managing Partner, DayMark Wealth Partners

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With Bill Good, Founder & Chairman and Frantz Widmaier, Chief Executive Officer, Bill Good Marketing

Overview

A free session on accelerating growth via marketing with one of the leading firms in the wealth management industry. They offer advice on the value of content, the referral process, building strategic partnerships, CRMs and technology, and much more.

Listen in…

> Download a transcript of this episode…

NOTE: The views and opinions expressed by the guests on this podcast are their own and do not necessarily reflect the views and opinions of Diamond Consultants. Neither Diamond Consultants nor the guests on this podcast are compensated in any way for their participation.

About this episode…

Marketing touches all aspects of what a firm says, how daily business is conducted, how clients are retained, and how prospects are attracted.

It’s an essential practice that, when done strategically and thoughtfully, can be the biggest game-changer for every advisor’s practice.

And when it comes to marketing in the wealth management industry, Bill Good is one of the top names in the space.

As the founder of Bill Good Marketing, Bill and his team focused on not just the messaging but also the delivery and processes around client acquisition and retention, as well as practice management—because messaging is only one piece of the puzzle for a successful wealth management business. Advisors and firms also need solid processes in place to run effectively and optimally serve clients.

Bill and his firm’s CEO, Frantz Widmaier, join Mindy Diamond to share salient tips, including:

• The value of content—and how there’s great power hidden in your written, spoken, and video messaging.
• Video best practices—and why mindset is the most important investment of your time and effort.
• Revolutionizing the referral process—and how you can adapt your own processes to leverage partners.
• Avoiding the “strategic one-way street”—and how to build real strategic relationships united for the benefit of the client.
• The proper use of a customer relationship management (CRM) tool—and how the connection with marketing is often the secret sauce to success.
• Key principles around time management—and how it surprisingly impacts all aspects of marketing and the client engagement processes.
• The efficacy of technology and AI—and why they are not replacements for advisors but enablers for growth.

This episode will get you thinking about the new year and beyond. You’ll walk away with valuable tips and advice on accelerating growth from an industry legend—action items you can start on today.

Want to learn more about where, why, and how advisors like you are moving? Click to contact us or call 908-879-1002.

Related Resources

Innovative Ways the Best Independent Firms Fuel Growth: A Special Industry Update
Independence allows advisors to create an unlimited menu of innovative value-add services for their clients. And as the industry landscape expands, employee advisors are finding ways to get in on the action. Learn specific examples of the various services offered by some of the industry’s leading independent firms.

What’s the ‘Real’ Value of a Financial Advisor’s Business?
A still red-hot RIA M&A market has many employee advisors pondering what their business could be worth on the open market. Here are 3 valuation scenarios to address that curiosity.

Michael Kitces on Advisor Wellbeing: How Autonomy is Trumping Income When it Comes to Advisor Happiness
Listen in for an insightful and revealing look into advisors’ minds and what really makes them happy, based on data from the latest Kitces survey. Learn the motivations and drivers that lead not only to success but to a better quality of life.

Bill Good
Chairman

Bill Good is the Chairman of Bill Good Marketing, Inc. With a career spanning decades, Bill has revolutionized financial advisory practices through the Bill Good Marketing System, a marketing system based on best practices.  He has written two influential books, Prospecting Your Way to Sales Success and Hot Prospects, both of which are in print from Simon & Schuster.  He has delivered thousands of seminars and has written 392 articles in major industry trade magazines.

Beyond his professional achievements, Bill is an avid reader and a passionate photographer. He enjoys walking his Shih Tzu, Pepper, and has been happily married to his wife Joava for 51 years.

 

Frantz Widmaier
CEO

Frantz Widmaier is a dynamic leader with a rich background in marketing, technology, business strategy and operations. Currently the CEO of Bill Good Marketing, Widmaier has been with the company since 2017, initially serving as Chief Operating Officer and then transitioning to CEO in 2021. He has been instrumental in driving the company’s technological innovation, aligning its growth, evolving its culture, and building a strong executive body so that the business can continue to serve the evolving needs of financial advisors. Under his leadership, Bill Good Marketing continues to build on its legacy of helping financial advisors grow their businesses through cutting-edge marketing and retention strategies.

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With Mindy Diamond & Louis Diamond

Overview

Mindy and Louis Diamond’s annual review is designed to provide guidance on the most impactful wealth management industry trends anticipated for 2025 including transitions, deals, comp, private equity, the wirehouse recruiting race, and more.

Listen in…

> Download a transcript of this episode…

NOTE: The views and opinions expressed by the guests on this podcast are their own and do not necessarily reflect the views and opinions of Diamond Consultants. Neither Diamond Consultants nor the guests on this podcast are compensated in any way for their participation.

About this episode…

It’s time to turn the page on another year—and an exciting one it was.

The election activity aside, the wealth management industry made headlines on its own, with mega-teams on the move, massive M&A deals, and stunning leadership shifts.

What does this all mean for advisors?

How does this activity color the year ahead?

Mindy Diamond and Louis Diamond take their annual look back at the year past and share thoughts on the year ahead, including:

• Transitions: Will 2025 movement beat 2024?
• Deals: Will they head higher or recede?
• Compensation changes: What impact will they have on movement?
• Wirehouse recruiting: Which firms will be most prominent in the race for top talent?
• Private equity: Will it continue to drive M&A activity and RIA growth?
• Custodians: How will expansion impact the growth of the RIA space?
• And what’s the “next big thing” for 2025?

This is the one episode to listen to for guidance designed to help advisors and business owners alike inform their goal-setting and be better prepared to make decisions for the coming year with the power of knowledge behind them.

Want to learn more about where, why, and how advisors like you are moving? Click to contact us or call 908-879-1002.

Related Resources

Of Myths and Moving 2024
What’s the reality when it comes to recruiting and transitions? An annual perspective for advisors.

Mid-Year Report on Deals, Transitions, and Recruiting
Using the Diamond Consultants trademark data-driven analysis and insights on recruiting and deals, Louis and Jason Diamond share a “state of the recruiting industry” report for the first half of 2024, with perspectives on what to expect for the rest of the year.

Should I Stay or Should I Go?
The Book for Financial Advisors by Mindy Diamond

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With Mike Quin – Managing Partner, DayMark Wealth Partners

Overview

Mike Quin, a former Market Manager at Wells Fargo, left the wirehouse world to launch DayMark Wealth Partners. Mike offers a candid perspective on his experience and how it motivated him and his team to build an independent firm that is focused on their clients, the strategies behind their extraordinary growth from $1B to $4B, and other valuable lessons for employee advisors and business owners alike.

Listen in…

> Download a transcript of this episode…

NOTE: The views and opinions expressed by the guests on this podcast are their own and do not necessarily reflect the views and opinions of Diamond Consultants. Neither Diamond Consultants nor the guests on this podcast are compensated in any way for their participation.

About this episode…

Many think that the breakaway movement is driven primarily by advisors—that is, those servicing clients and managing books of business yet attracted to the premise of being an entrepreneur and the prospect of building equity in the long term.

No doubt that’s true, but there’s also a trend of some of the biggest and brightest leaders in the industry who are equally motivated to execute their vision beyond the hallowed walls where they honed their leadership skills.

Mike Quin’s 26 years in the industry, for example, was primarily in senior leadership roles at Morgan Stanley, UBS, and, most recently, Wells Fargo Advisors as the Ohio Market Manager, where he was recognized as a Premier Manager each year.

In Mike’s view, his role was to work with financial advisors and their clients. Yet, over time, he felt the big firms were changing their perspective of the client side.

So, like many returning to the office after COVID, Mike and his advisor friends who ran their own practices at Wells found themselves thinking about the value they received from the firm—and whether they could fully serve clients with impunity.

In this episode, Mike joins Louis Diamond to talk about his decision to break away and their extraordinary growth from $1B to $4B, including:

• Specific pain points he experienced at Wells—and how that drives his vision for success.
• Building a team—and how individual advisors came together to create DayMark Wealth Partners.
• Life in a leadership role—and how his experience in the wirehouses differs from that of DayMark.
• The importance of staying true to their clients—and how building with intentionality is helping them to deliver better service.
• Their strategy for growth—and how recruiting the right advisors and teams plays into their plans.

It’s an important conversation with someone who saw the wirehouse world from the top down and is willing to candidly share his experiences—offering sage advice for employee advisors and business owners alike.

Want to learn more about where, why, and how advisors like you are moving? Click to contact us or call 908-879-1002.

Related Resources

Should You and a Non-Partner Colleague Transition Together?
There are valid reasons to consider changing firms or models with a colleague. But is it right for you?

Innovative Ways the Best Independent Firms Fuel Growth: A Special Industry Update
Independence allows advisors to create an unlimited menu of innovative value-add services for their clients. And as the industry landscape expands, employee advisors are finding ways to get in on the action. Learn specific examples of the various services offered by some of the industry’s leading independent firms.

The Employee Advisor’s “Gut Check”
Have you had that “feeling in your gut” that says, “I’m not sure that where I am is allowing me to serve my clients best?” Many advisors get stuck at this point, uncertain of how to qualify whether the feeling has any basis in reality. We’ve created the “Employee Advisor’s Gut Check” tool. With it, you’ll be armed with the right criteria by which to evaluate your current firm, as well as any others you may be considering.

Mike Quin
Managing Partner/CEO

Mike Quin is one of the seven founders of DayMark Wealth Partners. Mike is responsible for managing the firm and growing the business through acquiring elite advisory practices across the country. He is focused on delivering a unique Multi-Family Office strategy to only the very best Advisors who choose DayMark. Through DayMark’s triangulation of advice, he has created a model that helps navigate possible conflicts of interest in which Advisors, for their clients, are able to create, build and preserve Generations’ Worth of Wealth.

Mike has 26 years’ experience in the Private Wealth Management Industry. Mike has spent most of his career in Senior Leadership running the Private Client Group Businesses in Ohio and Connecticut at UBS, Morgan Stanley, and most recently, Wells Fargo Advisors. During his time at Wells Fargo Advisors Mike served as The Ohio Market Manager and was recognized as a Premier Manager every year he was with the firm. Mike also was a member of the Executive Committee for the firms Women’s Initiative.

A graduate of Ohio University, he also attended The Wharton School where he received the SIFMA Certificate from Securities Industry Institute. Mike sits on the Board of the Karen Carns Foundation and is involved in many initiatives to help children throughout the communities in which DayMark does business. Mike enjoys playing golf, skiing, or any activity with his family. He is married to Christina, who also attended Ohio University. They have three kids, Jack (23) who recently graduated (University of Cincinnati) and is now working in the area with Altafiber, Kate (21), who a Senior year at the University of South Carolina, and Kevin who is a Sophomore at the Carl H. Lindner College of Business, University of Cincinnati.

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With Steve Brennan — Managing Director, Head of Private Wealth Solutions, Hamilton Lane

Overview

Steve Brennan, Managing Director and Head of Private Wealth Solutions from one of the leading private markets firms offers a unique perspective on the space, including how democratized access has helped foster growth beyond the wirehouses, the impact on an advisor’s business, innovations and trends, and much more.

Listen in…

> Download a transcript of this episode…

NOTE: The views and opinions expressed by the guests on this podcast are their own and do not necessarily reflect the views and opinions of Diamond Consultants. Neither Diamond Consultants nor the guests on this podcast are compensated in any way for their participation.

About this episode…

The private markets space has experienced tremendous growth over the last 20 years. From private equity to private credit and direct investments, clients have come to expect their advisors to have broad access to bespoke and interesting opportunities.

And firms like Hamilton Lane rose to the challenge to make that possible.

Founded in 1991, Hamilton Lane has become one of the largest and most respected private markets investment firms worldwide. Initially, the firm focused on private equity consulting, providing institutional investors with insights into the growing landscape of private assets.

Their focus on data-driven insights and customized solutions has made them a key player in the race to democratize access to private markets serving large institutions, individual investors, and family offices through tailored products and strategies.

In a space that’s growing by leaps and bounds, how can an advisor determine the best path for their clients?

Steve Brennan, Managing Director and Head of Private Wealth Solutions at the firm joins Louis Diamond to answer that and more, including:

• Access to private markets—and what advisors need to consider when looking for a solutions partner.
• Fostering growth—and how offering access to clients can enhance an advisor’s bottom line.
• The competition—and how Hamilton Lane compares to other options.
• The innovations and trends Steve’s seeing—and how each can impact an advisor’s business.

It’s an educational episode with valuable information for employee advisors and independent business owners alike. Steve provides an informed perspective from one of the leading private markets firms in the world.

Want to learn more about where, why, and how advisors like you are moving? Click to contact us or call 908-879-1002.

Related Resources

Innovative Ways the Best Independent Firms Fuel Growth: A Special Industry Update
Independence allows advisors to create an unlimited menu of innovative value-add services for their clients. And as the industry landscape expands, employee advisors are finding ways to get in on the action. Learn specific examples of the various services offered by some of the industry’s leading independent firms.

Is The End Near at The Wirehouses?
The headlines, reports, and data all seem to indicate that the model is tagged for extinction. But is that really the case?

Wealth Management Landscape At A Glance: Focus on Independence
In a greatly evolved industry landscape, the independent space has expanded to offer a variety of models with varying levels of freedom and flexibility. Which one might be right for you? This “Landscape at a Glance” focuses on independence, providing the key features of each model.

Steve Brennan
Managing Director and Head of Private Wealth Solutions

Steve is a Managing Director and Head of Private Wealth Solutions, leading the firm’s efforts to provide both evergreen and traditional private markets solutions to the growing Private Wealth channel. In this capacity he sets the strategic direction and oversees all aspects of the Private Wealth Solutions business.

Previously, Steve held numerous leadership roles in Hamilton Lane’s institutional business including Global Head of Business Development. Steve serves as a member of the firm’s Investment Committee and Evergreen Portfolio Committee. Prior to joining Hamilton Lane in 2002, Steve held relationship management and investment support roles at Goldman Sachs (GSAM) and BNY Mellon.

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With Louis Diamond

Overview

Louis Diamond offers a perspective for UBS advisors on the firm’s compensation plan changes announced on November 21. It’s an episode for advisors who are curious about the updates and how they can use this knowledge to make informed decisions.

Listen in…

> Download a transcript of this episode…

NOTE: The views and opinions expressed by the guests on this podcast are their own and do not necessarily reflect the views and opinions of Diamond Consultants. Neither Diamond Consultants nor the guests on this podcast are compensated in any way for their participation.

About this episode…

On November 21, UBS Wealth Management announced sweeping changes to its advisor compensation plan.

As consultants to financial advisors, our role is to provide guidance on anything that can potentially impact their ability to optimally serve clients and grow their businesses.

The goal of this episode is to take a step back and provide UBS advisors with some context on this important issue: a lens through which to consider their business in a more strategic way and to understand how these changes might stack up to competitors in the industry.

Louis Diamond shares his perspective for UBS advisors, including:

• The key elements of the changes to the UBS compensation plan.
• The ramifications for individual advisors, and teams large and small.
• Who is impacted the most and how.
• How this compares to compensation plan changes at other wirehouses.
• And steps an advisor could take to learn more.

This episode is for UBS advisors who are curious about the plan changes, what they mean for their business lives, and how this knowledge can help them make informed decisions in the future.

Want to learn more about where, why, and how advisors like you are moving? Click to contact us or call 908-879-1002.

Related Resources

Diamond Consultants Advisor Transition Report 2024: Focus on UBS

It’s the only report of its kind in the industry, designed specifically for UBS advisors. So complete the form below to get your copy.

Please note: Your information is shared only within our firm in complete confidence and without obligation.

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With Jason Diamond and Louis Diamond

Overview

Jason and Louis Diamond explore strategies for maximizing enterprise value, whether or not an advisor plans to move. Learn actionable insights, key business practices, short-term vs. long-term tactics, and real-world examples.

Listen in…

> Download a transcript of this episode…

NOTE: The views and opinions expressed by the guests on this podcast are their own and do not necessarily reflect the views and opinions of Diamond Consultants. Neither Diamond Consultants nor the guests on this podcast are compensated in any way for their participation.

About this episode…

All advisors, regardless of whether they are content where they are, are considering a move, or are in the process of doing so, would be wise to reconcile questions like:
How much is my book worth?
How portable is my book?
And,
How will this firm help me to increase the ultimate enterprise value of my business?

Maximizing value is typically the goal of any advisor, regardless of whether they are pondering a move or not—and the reality is that movement is not, and should not, be a precursor to focusing on optimizing your enterprise value.

So then what should an advisor who may not be considering change be thinking about?

In this special Industry Update, Jason Diamond and Louis Diamond talk about the key components of an advisor’s business that impact enterprise value.

Listen in to learn:

• The economics—and how an advisor can determine their maximum career enterprise value (or MaxCEV as we call it).
• Setting up the business for success—including logistical and operational practices you should be reviewing on an ongoing basis.
• Looking at the short-term and the long-term—and how each requires different strategies and tactics.

Plus, they share real-world examples of the factors that make a business more “attractive” and how that impacts value and strategic shifts for advisors who may never make a move but are set on maximizing their carer enterprise value.

Want to learn more about where, why, and how advisors like you are moving? Click to contact us or call 908-879-1002.

Related Resources

How to Maximize Your Career Enterprise Value
This formula seeks to provide a process by which an advisor can “calculate” the sum total of 4 key factors—to conceptualize what their career enterprise value really is and how to achieve it. It’s one of the central tenets of Diamond Consultants’ process in guiding advisors through due diligence.

Top Tips for Setting Your Business Up for Success Years Before a Move
In this document, we have compiled the most salient tips collected from over two decades of helping our advisor-clients through successful transitions.

 

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With Allan Boomer – Partner, Chief Investment Officer of Momentum Advisors

Overview

Allan Boomer, the CIO of Momentum Advisors, shares his journey from a working-class background to an internship at Merrill and later landing at Goldman. In this episode, he discusses leaving Goldman to gain the ability to act as a true fiduciary in independence, the role of diversity as his “superpower,” his vision for a “100-year business,” his focus on long-term growth, and more.

Listen in…

> Download a transcript of this episode…

NOTE: The views and opinions expressed by the guests on this podcast are their own and do not necessarily reflect the views and opinions of Diamond Consultants. Neither Diamond Consultants nor the guests on this podcast are compensated in any way for their participation.

About this episode…

Many of the most successful advisors start off in a place unlike the world they practice in.

For Allan Boomer, discussing the stock market at dinner or reading the Wall Street Journal wasn’t a part of his upbringing. However, hard work and strong family values were the major factors that influenced his formative years.

In high school, Allan joined a corporate internship program that offered him a summer position at Merrill, which changed his life’s trajectory.

After graduating from NYU’s Stern School of Business, he landed at Goldman Sachs and dug into his strong work ethic and determination to build his experience and book.

He recalls how his colleagues had family or friends they could call on to help them build their businesses, but he didn’t have that same reach as a young Black man in a working-class community.

Allan took several leaps of faith over the years, ultimately leaving Goldman – and much of his book on the table – to become a true fiduciary. Today, Momentum Advisors manages $400mm in assets with 10 employees.

In this episode, Allan shares how that vision drives him with host Louis Diamond and offers a unique perspective on growth, including:

• The factors that led him to leave Goldman—and why he chose independence.
• Being a true fiduciary to his clients—and why he could not accomplish that at the brokerage firm.
• The role of diversity in wealth management—and why he sees it as his “superpower.”
• The value of youth—and how he and his team use it to their advantage.
• Building a “100-year business”—and what that means to him, his team, and his clients.

Allan’s story is relevant and relatable for advisors at all levels, with a point of view on building for the long term from which all advisors can learn.

Want to learn more about where, why, and how advisors like you are moving? Click to contact us or call 908-879-1002.

Related Resources

The 5 Attributes That Make a Financial Advisor a “Real” Fiduciary
Wirehouse advisors are recognizing that being a true fiduciary is impossible as an employee—and it’s adding more fuel to the flow of movement to independence.

The Path to Independence: 6 Key Elements to Consider Before Starting Your Journey
With so many options to choose from, how does an advisor decide which path to independence to take?

Your Guide to the Wealth Management Landscape: An At-A-Glance Map for Financial Advisors
An “at-a-glance” continuum infographic to serve as your guide to the different models and their relative features.

Allan Boomer is the Founder and Chief Investment Officer of Momentum Advisors — a certified minority-owned investment management and financial planning firm in New York City with over $350 million in assets under management.

Outside of his role at Momentum, Allan is an active investor in real estate and franchise businesses. He and his partners own nine ZIPS Dry Cleaning franchise stores and are the largest franchisee in the ZIPS system. Additionally, he is the co-host of “The Momentum Advisors Show,” a weekly podcast which educates the public about building wealth through investments, financial literacy and entrepreneurship.

Allan holds an MBA in Finance from the NYU Stern School of Business, where he was a Robert A. Toigo Fellow, and a BS in Marketing from Morgan State University.

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With Susan McKenna, CEO, eMoney

Overview

Susan McKenna, CEO of eMoney, explores the fintech firm’s evolution, competitive edge, and the role of technology in wealth management. She discusses how eMoney’s tools foster client conversations and enhance experiences, shares insights on the future, and more.

Listen in…

> Download a transcript of this episode…

NOTE: The views and opinions expressed by the guests on this podcast are their own and do not necessarily reflect the views and opinions of Diamond Consultants. Neither Diamond Consultants nor the guests on this podcast are compensated in any way for their participation.

About this episode…

It goes without saying that technology has been a mass disruptor in every industry.

In wealth management, fintech, as it’s referred to, has set the foundation for growth and efficiency with companies like eMoney leading the charge.

Nearly 25 years ago, eMoney Advisor hit the scene, providing a tool to help make advisors more efficient by leveraging the internet with a platform that allowed clients to access a “living breathing plan”—as opposed to a binder of documents that became stale shortly after delivery.

Today, eMoney continues to help create efficiencies for advisors and foster conversations with their clients about money by leveraging a suite of tools designed to empower planning and elevate the client experience.

So how can advisors best leverage technology like eMoney? What’s the real impact of fintech on an advisor’s business? And what is the next big disruptor everyone in wealth management should be aware of? We invited the CEO of eMoney, Susan McKenna, to join Jason Diamond on the show, to answer those questions and more, including:

• The role of technology in wealth management—and how it serves as both an instigator and disruptor.
• The crowded landscape of fintech—and how eMoney stands out among the rest.
• The eMoney unique value proposition—and how education and community play a large role in their success.
• The gap that eMoney recognized early on—and how their solutions went beyond the initial need they identified.
• The relationship between client experience and growth—and how eMoney’s tools offer a competitive advantage.
• The impact of AI on the industry—and how she perceives the future from the eyes of the advisor.

Susan offers a unique perspective as someone who grew up through the ranks of the firm and drives an interesting conversation that describes the evolution of eMoney and the financial planning world—and technology’s role within it. It’s an episode that advisors at all levels and firms will learn from.

Want to learn more about where, why, and how advisors like you are moving? Click to contact us or call 908-879-1002.

Related Resources

Conducting a Strategic Due Diligence Process: 10 Practical Tips for Financial Advisors
Based on decades of experience in helping guide advisors through the due diligence journey, we compiled these 10 tips to serve as a practical guide to navigating the process with efficiency.

The Gears of Change: How Evolving Expectations of 3 Key Stakeholders is Driving More Advisor Movement Than Ever Before
Financial advisors are seeking greener pastures that offer the ability to achieve something better for themselves and their clients.

Innovative Ways the Best Independent Firms Fuel Growth: A Special Industry Update
Independence allows advisors to create an unlimited menu of innovative value-add services for their clients. And as the industry landscape expands, employee advisors are finding ways to get in on the action. Learn specific examples of the various services offered by some of the industry’s leading independent firms.

Susan McKenna
CEO

As CEO, Susan oversees the execution of eMoney’s vision and business strategy in addition to managing its cross-functional, core leadership team. Before being named CEO in 2022, Susan was eMoney’s Head of Marketing and Sales where she led all activities that accommodate the underlying demand for financial advice, drive revenue and growth, and increase brand awareness.

Susan joined eMoney in 2018 with an extensive background in leadership and aiding companies to grow and scale. She has more than 30 years of experience, specifically in software and services for both major global market leaders and smaller rapid growth businesses. Prior to joining eMoney, she held senior positions at Billtrust, Revitas (sold to Model N), Princeton Softech (sold to IBM), and Deloitte. Susan graduated from Drexel University with a Bachelor of Science in marketing.

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With Dylan O’Shea, Partner, Quorum Private Wealth

Overview

Dylan O’Shea offers a unique perspective from a growing advisor with a long runway who could have easily opted for a transition check but instead chose independence. He discusses why he joined Quorum Private Wealth, the value of their shared vision, infrastructure, and more.

Listen in…

> Download a transcript of this episode…

NOTE: The views and opinions expressed by the guests on this podcast are their own and do not necessarily reflect the views and opinions of Diamond Consultants. Neither Diamond Consultants nor the guests on this podcast are compensated in any way for their participation.

About this episode…

The choice to leave the firm where you built your business often comes down to what we call the pushes and the pulls.

The pushes are typically those things that are limiting or frustrating you. The pulls are the desire to achieve something greater: A vision for a future that allows you to serve clients and grow the business with less friction and more potential.

It’s not uncommon to feel some pushes, but we find that advisors more frequently shared that they left their firm because they were pulled toward an option that offered “a better way.”

Dylan O’Shea is one such advisor who felt that pull.

For Dylan, it was an attraction that led him toward independence after 10 years of building a solo practice at Merrill—a tenure that included serving as a coach for the financial advisor training program and as Chair of Merrill’s NextGen Leadership Council, and ultimately generating $1mm in annual revenue.

Yet, over time, the nagging sense that Merrill was “no longer his tribe,” as Dylan put it, became stronger—and he wanted to achieve more than he felt was possible at the firm.

As a young and growing advisor, Dylan watched as others left Merrill to follow their dreams and build independent firms that offered them greater freedom and control—which was a prospect that Dylan found attractive.

After conducting due diligence, Dylan decided to join former Merrill senior colleagues Kelly Milligan and Mike Barry at Quorum Private Wealth in 2022.

Dylan shares his story with Mindy Diamond, including:

• The specific pushes and pulls that he experienced—and what pulls were the tipping point.
• The draw to join independent firm Quorum—and how he found a new tribe in the process.
• The decision between taking a transition deal from another firm vs. independence—and why tucking into an existing firm was the path he chose.
• The value of infrastructure—and why scale, support, and experience was a key factor in his decision.

It’s a narrative that offers a unique perspective of a young, growing advisor with a long runway who could have easily opted for a transition check but instead chose independence, why he opted to tuck into an existing firm rather than build his own, and much more.

Want to learn more about where, why, and how advisors like you are moving? Click to contact us or call 908-879-1002.

Related Resources

Ex-Merrill ACTM Chair to Independent Business Owner: A Former Insider’s Point of View
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Diamond Consultants Advisor Transition Report 2024: Focus on Merrill
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Tuck-ins: Independence for Advisors Who Don’t Want to be That Independent
Giving up some control to gain additional freedom and flexibility is just right for many advisors considering independence.

Dylan O’Shea, CFP®
Partner

After several years as a teacher, Dylan joined Merrill’s PMD training program in NYC where over the next decade he built a solo advisory practice to over $1 million in annual revenue. He also earned the CERTIFIED FINANCIAL PLANNER™ designation, recognized as the highest industry credential.

While at Merrill, he also held leadership roles as Chair of Merrill’s NextGen Leadership Council and as a coach for the FA training program in Merrill’s Fifth Avenue NYC office.

In late 2022, Dylan left Merrill for supported independence with Quorum Private Wealth, a Bay-Area based firm, and launched the NYC Metro office. In 2023 and 2024, Quorum was named as one of Forbes/Shook Top RIA Firms.

When not out in nature or supporting his children’s extra-curriculars, he can be found most weekends cheering on his beloved English Premier League soccer team, Tottenham Hotspur.

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Advisors often face the fear of the unknown, feeling dissatisfied but stuck in “what ifs.” Erin Rocchio, coach and Managing Partner at Evolution, joins Mindy Diamond to share strategies that help advisors break free of this inertia, acknowledge fear, and open their minds to transformational change.