Ep 069: Interrupting The Pattern With The Philosophy That Each Client Is The Only Client with Barry Glassman
Financial Advisor Success
Michael Kitces
4.8 • 696 Ratings
🗓️ 24 April 2018
⏱️ 102 minutes
🧾️ Download transcript
Summary
Barry Glassman is the founder and president of Glassman Wealth Services, a wealth management firm in the Washington D.C. area that has grown to nearly $1.2 billion in assets under management in barely ten years. Now serving about 250 affluent client families, the company’s impressive growth makes sense when you consider the time and energy Barry spends focusing on building the firm as a business, as well as his distinct methods for standing out to clients.
In this episode, he shares his unique approach to differentiating Glassman Wealth by doing what he calls “interrupting the pattern” from what clients and prospects are typically used to. Listen in to learn the uncommon industry practices that have worked to win over clients, advice for sticking out in prospects' minds, and more.
For show notes and more visit: https://www.kitces.com/69
Transcript
Click on a timestamp to play from that location
| 0:00.0 | Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with |
| 0:07.1 | financial planner, speaker, and consultant Michael Kitsis to hear stories of how leading |
| 0:12.5 | financial advisors navigated the inevitable challenges that arise on the path to success |
| 0:17.5 | and get insight from leading industry consultants about how to break through to the |
| 0:22.0 | next level in your advisory business. And now here's your host, Michael Kitsis. Welcome, everyone. |
| 0:29.3 | Welcome to the 69th episode of the Financial Advisor Success Podcast. My guest on today's podcast is |
| 0:35.0 | Barry Glassman. Barry is the founder and president of Glassman Wealth, a wealth management firm in the Washington, D.C. area that serves about 250 affluent families and has grown in nearly $1.2 billion in assets under management in barely 10 years since Barry broke away from his former hybrid broker-dealer firm. |
| 0:52.5 | What's unique about Barry, though, is the amount of |
| 0:54.8 | time and energy he spends focusing on building his advisory business as a business, including why, |
| 1:00.8 | even though he's been nominated to most of the industry's top advisor lists, he's most proud |
| 1:05.2 | of the purposeful culture that's allowed Glassman wealth to win a local Washingtonian best |
| 1:09.5 | places to work award. In this episode, |
| 1:12.3 | we talk about Barry's approach to differentiating his firm by doing what he calls interrupting |
| 1:16.8 | the pattern from what clients and prospects are typically used to, which includes his website |
| 1:21.6 | homepage that leads with the message, it's not about pie charts, and actually lists some of |
| 1:26.6 | his competitors that clients can be referred |
| 1:28.4 | out to, how he records a quick personal video for every prospect before he meets with them, |
| 1:33.6 | why he doesn't give out gifts with the firm's logo, and how he differentiates himself in his |
| 1:38.3 | relationships with attorneys, accountants, and other centers of influence by engaging them |
| 1:42.4 | more proactively than the pattern they're used to with most other advisors. |
| 1:47.1 | We also talk about Barry's unique philosophy in deciding how to service his clients and connect with prospects in the first place, |
| 1:53.1 | where he starts with the mental exercise of pretending they're the only client or prospect the firm will meet with all year, |
... |
Transcript will be available on the free plan in -2530 days. Upgrade to see the full transcript now.
Disclaimer: The podcast and artwork embedded on this page are from Michael Kitces, and are the property of its owner and not affiliated with or endorsed by Tapesearch.
Generated transcripts are the property of Michael Kitces and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.
Copyright © Tapesearch 2025.