The Afternoon Advisor

98% of your clients are willing to refer you. So why is your organic growth rate sitting at 1-3%?

Dan Allison has spent 22 years studying the behavioral psychology of referrals - and he's coached financial advisors at Vanguard, Dimensional Funds, and some of the largest wealth firms in the world. In this episode, he breaks down exactly why the referral gap exists, the five characteristics every client advocate needs, and the simple framework that turns your existing book of business into a referral engine - without a single awkward sales conversation.

You'll learn:

Most financial advisors didn't sign up to be marketers. But the ones who reframe why they're growing... those are the ones who can't be stopped.

David DeCelle has helped over 200 multi-billion-dollar RIAs grow organically. In this episode, he shares the step-by-step system he'd use to build an RIA from zero, why the referral gap in most books of business is bigger than advisors think, and the mindset shift that doesn't just grow your firm — it improves your marriage, your health, and the rest of your life.

You'll learn:

The "feedback ma...

Jump just raised $80 million. Not because they built a better note taker — but because they're sitting on one of the most valuable data sets in wealth management.

Liam Hanlon is the Head of Insights at Jump, where a team of PhDs and behavioral scientists from UPenn and UC Berkeley are analyzing hundreds of thousands of advisor-client conversations to figure out what actually drives success. In this episode, Liam shares what that data is revealing — about how advisors win and lose clients, why the best advisors make the worst coaches, and what the advisory profession is really going to l...

Every advisor knows their clients love them. So why are so few using testimonials in their marketing?

Andrew Johnson is the founder of Testimonial iQ — now FMG Testimonials, following a recent acquisition by FMG — and one of the sharpest minds in advisor marketing and compliance. In this episode, Andrew breaks down the state of testimonials three years after the SEC marketing rule changed everything, why the biggest firms are finally all-in, and what advisors need to understand about AEO before their competitors do.

What You'll Learn

What does it actually take to grow your advisory firm with short-form video? We went straight to the source.

Nick Meyer is the most followed CFP® professional on social media — 1.8 million followers, over 330 million video views — and the co-founder of Sage Content. He's worked with Fidelity, Discover, Ally Bank, TurboTax, and the Golden State Warriors. In this episode, Nate puts Nick in the hot seat with 15 questions every advisor wants answered about video marketing.

What You'll Learn

Is compliance a "boogeyman" keeping you up at night as a financial advisor, or is it the secret to your firm’s reputation?

In this episode of The Afternoon Advisor, Nate Hoskin sits down with Chad Gordon, founder of Sharp Archive and an RIA owner who is obsessed with driving "time spent on compliance" down to zero. They dive into the high-stakes world of SEC fines, the rise of AI-powered litigation, and why the future of financial advice is a 100% "collapse" into human relationships.

In this episode, we discuss:

Episode Summary

Most advisors hear “email marketing” and think “blast a cold list.” Patrick Di Cesare argues that’s the fastest way to burn trust in a trust-based industry. In this episode, Nate and Patrick break down a permission-based email funnel that turns attention into booked calls - starting with a lead magnet, followed by a pre-built email sequence designed to build trust, handle objections, and create qualified appointments. You’ll also learn what to send, when to send it, how long your sequence should run, and how to use AI witho...