What makes a financial advisor different?

According to Andrew Winig, most advisors struggle to answer that question clearly.

In this episode of RIA Collective, host Charlie Van Derven sits down with Andrew Winig, founder of Your Elevator Pitch Coach, to discuss one of the biggest challenges advisors face: explaining what they do in a way that people actually remember.

Andrew has worked with hundreds of financial advisors and discovered something surprising:

Most advisors are different. They just sound exactly the same.

Together, Charlie and Andrew discuss:

• Why "great service" isn't a real differentiator
• How advisors can create memorable elevator pitches
• The biggest mistakes advisors make at networking events
• Why specificity attracts more referrals than broad messaging
• How to answer common questions like "What do you do?"
• Turning small talk into meaningful business conversations
• Why most advisors should stop leading with "I'm a financial advisor"

Andrew also walks through real-world examples of how advisors can identify their niche, communicate their value more effectively, and become easier to refer.

This episode is especially valuable for:
✔️ Financial advisors looking for more referrals
✔️ RIAs building a niche market
✔️ Advisors who network regularly
✔️ Professionals who want a more compelling personal brand

🎧 Watch now and subscribe to RIA Collective for conversations that help independent advisors grow, differentiate, and attract the right clients.

Connect with Andrew Winig

🌐 Website: https://improvandy.com
🎯 Free Pitch Check: https://freepitchcheck.com
💼 LinkedIn: Andrew Winig

Connect with Charlie Van Derven

🌐 Social Advisors: https://www.social-advisors.com
💼 LinkedIn: https://www.linkedin.com/in/charlievanderven/

Chapters

00:00 – Why advisors struggle to differentiate
02:30 – The problem with generic elevator pitches
05:00 – Finding your true niche
08:00 – A live elevator pitch example
12:00 – How specificity drives referrals
15:00 – Answering common networking questions
18:00 – Turning small talk into opportunity
20:00 – Free resources for advisors

Most RIAs don’t think they need a CFO… until they realize they do.

In this episode of RIA Collective, host Charlie Van Derven sits down with Damian Lo Basso, Founder of My RIA CFO, to discuss the financial blind spots that hold advisory firms back during transition, growth, and scaling.

Damian brings a rare level of experience to the RIA space. After working in investment banking and M&A, he helped build Dynasty Financial Partners’ OCFO program, launched one of the industry’s first outsourced CFO firms, and later served as CFO for multi-billion-dollar RIAs before launching My RIA CFO.

Together, Charlie and Damian discuss:

• Why many RIAs wait too long to professionalize financial operations
• The hidden risks advisors overlook during transition
• Why bookkeeping alone is not enough for growing firms
• How RIAs should think about forecasting, hiring, and scaling
• Why fractional leadership is reshaping the independent advisor space
• How advisors can access institutional-level support without institutional-level overhead
• The growing ecosystem helping RIAs thrive after leaving wirehouses

Damian also explains why many firms mistakenly believe “money in the bank” means the business is healthy, while missing the larger strategic picture hidden inside the numbers.

This episode is especially valuable for:
✔️ Advisors considering independence
✔️ RIAs preparing to scale
✔️ Firms evaluating outsourced leadership support
✔️ Advisors navigating M&A or transition decisions

In addition to this conversation, Charlie and Damian recently joined forces with other industry leaders for a webinar focused on how RIAs can leverage fractional leadership to grow more efficiently without adding massive overhead.

The webinar covers:

• Fractional CFO, CMO, COO, and CIO support
• How outsourced leadership creates leverage for RIAs
• The economics of scaling smarter
• Common mistakes advisors make during growth and transition

🎥 Watch the webinar replay here
https://youtu.be/khHHwwMrvHs

🎧 Watch now and subscribe to RIA Collective for conversations that help independent advisors grow, adapt, and build stronger businesses.

🔗 Connect with Damian Lo Basso

🌐 Website: https://www.myriacfo.com
📧 Email: dlobasso@myriacfo.com

🔗 Connect with Charlie Van Derven

🌐 Social Advisors: https://www.social-advisors.com
💼 LinkedIn: https://www.linkedin.com/in/charlievanderven/

⏱️ Chapters

00:00 – Why RIAs are evolving
02:00 – Damian’s background in M&A and CFO work
05:00 – Why RIAs underestimate financial operations
08:00 – The future of independent advisory firms
11:00 – Why outsourcing leadership roles works
14:00 – Transition mistakes advisors make
18:00 – What the SEC is looking for during audits
21:00 – Why bookkeeping is not enough
24:00 – Scaling an RIA the right way

What does advisor independence actually mean?

In this episode of RIA Collective, host Charlie Van Derven sits down with Andree Mohr, President of Integrated Partners, to explore why the move to independence is about much more than business structure.

Andree shares her unique journey from starting as a PR intern at 17 years old to becoming president of one of the largest independent firms in the country. Along the way, she explains why the best advisors are not just building businesses, they’re building lives and practices aligned with their values.

Together, Charlie and Andree discuss:

• Why independence is really about serving clients without conflicting priorities
• The biggest misconceptions wirehouse advisors have about independence
• Why advisors need to understand their “why” before making a move
• How independence changes the role from advisor to business owner
• The importance of planning-first advice versus product-first advice
• How Integrated Partners helps entrepreneurial advisors thrive

Andree also explains why the word “fiduciary” has become overused in the industry and why true independence may be the better way to think about client-first advice.

This episode is especially valuable for:

✔️ Wirehouse advisors considering independence
✔️ RIAs looking to scale intentionally
✔️ Advisors exploring different business models
✔️ Anyone wanting to build a more fulfilling advisory career

🎧 Watch now and subscribe to RIA Collective for conversations that elevate the independent advisor profession.

🔗 Connect with Andree Mohr

💼 LinkedIn: https://www.linkedin.com/in/andree-peterson/
🌐 Integrated Partners: https://integrated-partners.com/

🔗 Connect with Charlie Van Derven

🌐 Social Advisors: https://www.social-advisors.com
💼 LinkedIn: https://www.linkedin.com/in/charlievanderven/

⏱️ Chapters

00:00 – From PR intern to president
03:00 – Why financial services matters
05:00 – Independence vs fiduciary language
08:00 – Misconceptions about independence
10:00 – Becoming a true business owner
13:00 – Why advisors need clarity before transitioning
15:00 – Building a fulfilling career in wealth management

What if you don’t actually own your book of business?

In this episode of RIA Collective, host Charlie Van Derven sits down with Tyson Ray of FORM Wealth Advisors to break down one of the most misunderstood topics in financial services: succession.

Tyson shares the eye-opening realization that many advisors, especially in W2 or hybrid models, may not truly own the goodwill of their clients. That has massive implications when it comes time to sell, transition, or exit your business.

He also introduces his S.P.A.C.E. framework, a practical way for advisors to think through succession beyond just retirement planning.

Together, Charlie and Tyson discuss:

• Why many advisors don’t actually own their client relationships
• The difference between W2, 1099, and RIA ownership structures
• Why succession planning is about more than retirement
• The biggest mistakes advisors make when planning an exit
• How to think about succession if something happens tomorrow
• The emotional and lifestyle side of stepping away from your firm

This episode is especially valuable for:

• Advisors at wirehouses or broker-dealers
• RIAs thinking about long-term exit strategies
• Advisors nearing retirement
• Anyone who wants more control over their business and future

Tyson also shares insights from his book “Total Succession”, designed to help advisors understand their options and make better decisions without bias.

🎧 Watch now and subscribe to RIA Collective for conversations that help independent advisors grow, adapt, and plan for the future.

🔗 Connect with Tyson Ray

📘 Book: https://totalsuccession.com
💼 LinkedIn: https://www.linkedin.com/in/tysonray/

🔗 Connect with Charlie Van Derven

🌐 Social Advisors: https://www.social-advisors.com
💼 LinkedIn: https://www.linkedin.com/in/charlievanderven/

⏱️ Chapters

00:00 – Why succession matters now more than ever
02:00 – Do you actually own your book?
05:30 – W2 vs 1099 vs RIA explained
09:00 – The S.P.A.C.E. framework
13:00 – Common succession mistakes
17:00 – Planning for the unexpected
19:30 – Lifestyle, legacy, and exit decisions

What happens when a CRM is built for advisors with AI at its core, instead of having AI bolted on later?

In this episode of RIA Collective, host Charlie Van Derven sits down with Thomas Clawson, Co-Founder of Slant, to explore how AI-native CRM technology is changing the way financial advisors manage relationships, automate workflows, and grow their businesses.

Thomas shares how Slant evolved from a marketing automation tool into a full CRM after advisors kept asking for more powerful ways to manage workflows, notes, reviews, and client communication. He also explains why building a CRM from scratch in the AI era creates a major advantage over legacy systems that are still trying to retrofit modern functionality.

Together, Charlie and Thomas discuss:

• Why traditional CRMs are struggling to keep up with AI
• The difference between AI point solutions and AI-native platforms
• How advisors can automate client reviews, reminders, and workflows
• Creative ways to deepen relationships at scale
• How Slant approaches compliance, data protection, and security
• Why the future of advice is still rooted in relationships

Thomas also shares some of the most interesting use cases inside Slant, including AI-generated client outreach, review tracking, family relationship mapping, and workflows that help advisors stay connected not just with clients, but with spouses and the next generation as well.

This episode is especially valuable for:

• Independent advisors and RIAs
• Firms evaluating CRM and AI tools
• Advisors looking to improve efficiency without losing the human touch
• Leaders thinking about the future of advisor tech

🎧 Watch now and subscribe to RIA Collective for conversations that help independent advisors grow, adapt, and lead the future of financial advice.

Connect with Thomas Clawson

🌐 Slant: https://slant.app
💼 LinkedIn: https://www.linkedin.com/in/thomasclawson/

Connect with Charlie Van Derven

🌐 Social Advisors: https://www.social-advisors.com
💼 LinkedIn: https://www.linkedin.com/in/charlievanderven/

Chapters

00:00 – Why this episode is different
02:00 – Why build a CRM for advisors
05:00 – Compliance, security, and protecting client data
07:00 – Moving beyond note takers
10:00 – AI workflows inside CRM
14:00 – What’s coming next for Slant
18:30 – The future of advisor growth and relationships
20:00 – Why the next generation matters more than ever

What does it really take to grow as a financial advisor?

In this episode of RIA Collective, host Charlie Van Derven sits down with Dennis Huergo of Wealth Enhancement Group to explore the mindset, career decisions, and experiences that shape successful advisors over time.

Dennis shares his journey from military service into financial services, starting in insurance and sales, and eventually transitioning toward true financial planning and independence. Along the way, he reflects on the lessons that accelerated his growth and the mistakes that slowed him down.

Together, Charlie and Dennis discuss:

• Why what you consume shapes the direction of your career
• How being the least experienced person in the room can accelerate growth
• The difference between sales-driven roles and true financial planning
• What advisors often get wrong early in their careers
• The tradeoff between short-term income and long-term development
• How mindset, discomfort, and environment impact success

Dennis also shares how his upbringing as the child of Cuban immigrants shaped his perspective on responsibility, growth, and making the most of opportunities.

This episode is especially valuable for:

• Advisors early in their career
• Professionals considering independence
• Advisors feeling stuck in sales-focused roles
• Anyone looking to grow faster by learning from others

🎧 Watch now and subscribe to RIA Collective for conversations that elevate the independent advisor profession.

Connect with Dennis Huergo

🌐 Website: https://www.wealthenhancement.com
📧 Email: dhuergo@wealthenhancement.com

Connect with Charlie Van Derven

🌐 Social Advisors: https://www.social-advisors.com
💼 LinkedIn: https://www.linkedin.com/in/charlievanderven/

Chapters

00:00 – From military to financial services
03:30 – The impact of upbringing on financial mindset
07:10 – What you consume shapes your career
11:00 – Growth through uncomfortable environments
15:20 – Sales vs financial planning
19:00 – Lessons Dennis would do differently
22:30 – Advice for advisors considering independence

AI is everywhere in financial services, but most advisors are only scratching the surface.

In this episode of RIA Collective, host Charlie Van Derven sits down with Sam Sova, Co-Founder of Subatomic AI, to explore how artificial intelligence is moving beyond basic tools and becoming a true collaborative partner inside advisory firms.

Sam shares how RIAs can use AI to unify data across CRMs, custodians, portfolio platforms, email, and communication tools. The result is fewer manual tasks, more efficiency, and the ability to break through growth ceilings without adding headcount.

Together, Charlie and Sam discuss:

• Why AI is at a “1995 moment,” similar to the early internet
• How advisors are losing more than 40% of their time to tasks AI can now handle
• Why meeting preparation is one of the biggest hidden time drains in advisory firms
• How AI coworkers can automatically generate agendas, insights, and recommendations
• The future of personalized client journeys and proactive touchpoints
• How Subatomic approaches security, compliance, and transparency for RIAs
• Why AI is not about replacing people, but about doing more with the same team

Sam also explains how Subatomic helps firms save hundreds, and in some cases thousands, of hours per year. That time can be reinvested where it matters most: relationships, trust, and growth.

This episode is especially valuable for:

• Independent advisors and RIAs
• Firms hitting a growth ceiling
• Advisors curious about AI beyond note-taking tools
• Leaders planning for the next decade of advice

🎧 Watch now and subscribe to RIA Collective for conversations that help independent advisors grow, adapt, and lead the future of financial advice.

Connect with Sam Sova
🌐 Subatomic AI: https://subatomic.ai

Connect with Charlie Van Derven
🌐 Social Advisors: https://www.social-advisors.com
💼 LinkedIn: https://www.linkedin.com/in/charlievanderven/

Chapters
00:00 – Why this episode is different
03:00 – AI’s “1995 moment”
07:45 – Where advisors lose the most time
11:00 – AI-powered meeting preparation explained
15:30 – Unifying data across advisor technology stacks
19:00 – Security, compliance, and transparency
22:30 – The future of AI coworkers in RIAs

What does the next generation of advisory firms actually look like?

In this episode of RIA Collective, host Charlie Van Derven sits down with Jon Henderson, Founder of Echo45 Advisors, to explore how independent firms are evolving beyond traditional investment management into fully integrated advisory businesses.

After spending 20 years at Merrill Lynch, Jon made the leap to independence and built a firm designed for where client expectations are heading - not where they’ve been. That includes adding tax and estate services, leveraging partnerships instead of doing everything in-house, and positioning his firm to thrive in a future shaped by automation and AI.

Together, Charlie and Jon discuss:

• Why adding tax and estate services is a game-changer for advisory firms
• How AI will disrupt bookkeeping and compliance - and what advisors should focus on instead
• Why clients panic more about taxes than market volatility
• The rise of the “one-stop firm” and what clients actually want today
• How to create a family-office-like experience for the mass affluent
• Why integration beats silos when it comes to long-term growth

This conversation is especially relevant for:
✔️ Independent advisors
✔️ RIAs thinking about adding tax or estate services
✔️ Firms planning for the next 5–10 years
✔️ Advisors who want to deepen client relationships without burning out

🎧 Listen now and subscribe to RIA Collective for conversations that elevate the independent advisor profession.

Connect with Jon Henderson

🌐 Website: https://www.echo45advisors.com/
💼 Firm: Echo45 Advisors
📘 Facebook: https://www.facebook.com/Echo45Advisors
🔗 LinkedIn (Company): https://www.linkedin.com/company/echo45advisors/
📸 Instagram: https://www.instagram.com/Echo45_Advisors/
▶️ YouTube: www.youtube.com/@UCkhMC5FRtPHf4_vnYp0tEIg
🐦 X (Twitter): https://x.com/echo45advisors
👤 LinkedIn (Jon Henderson): https://www.linkedin.com/in/jhendersonecho45/

Connect with Charlie Van Derven

🌐 Social Advisors: https://www.social-advisors.com
💼 LinkedIn: https://www.linkedin.com/in/charlievanderven/