Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with

financial planner, speaker, and consultant Michael Kitsis to hear stories of how leading financial

advisors navigated the inevitable challenges that arise on the path to success and get

insight from leading industry consultants about how to break through to the

next level in your advisory business. And now here's your host, Michael Kitsis. Welcome, everyone.

Welcome to the 18th episode of the Financial Advisor Success Podcast. My guest on today's podcast

is Angie Herbers. Angie's a practice management consultant who's worked with financial advisors for 15 years now, has published numerous research studies on best practices for advisors and authors a widely read monthly column on practice management for investment advisor magazine. Her consulting services are in such demand now that she has a stringent screening process

to decide who she'll work with and turns away almost 90% of the advisors who contact her in search

of the few that she believes that she can help best. But what's fascinating about Angie, though,

isn't just that she runs an incredibly successful practice management consulting firm for advisors,

but that she approaches the

issue much the same way that we as advisors often have to approach financial issues with our own

clients. So in the case of clients, it's not just about the technical planning strategies,

but the client's relationship with money and how that impacts the financial decisions that they make.

Or in the case of Angie's coaching and consulting with advisors, it's not just about technical

practice management strategies, but the advisor's relationship with the business itself and how

that impacts their business decisions.

Because in this podcast, we really talk about how the connection between an advisor and his or her advisory firm really is like a relationship.

And it's a relationship with a rather selfish entity, the business that for the sake of growing itself and maximizing its own value will demand more and more of your time and your attention and your dollars and your resources to the point that if you don't proactively manage and try to control that relationship,

then the business controls you.

And be certain to listen to the end.

When we talk about the growth barriers that financial advisors often hit as our advisory firms grow,

...