Operational drag can quietly steal hours from an advisor’s day. What changes when investment management becomes more repeatable, less manual, and easier for the team to run?

In this episode, Andrew Evans welcomes back Zachary Conway and Kelsey McKenna from Seeds to discuss how advisors can reduce time spent on trading, model setup, cash requests, tax-loss harvesting, and ongoing portfolio work. They cover how firms can move from manual account decisions to a more consistent investment process, while giving advisors more time for client conversations, growth, and the work they’re best suited to do.

Key takeaways:

• How cash requests can move through Seeds without pulling the advisor back into manual trading decisions
• Why tax loss harvesting, rebalancing, and cash management are becoming baseline client expectations
• How Seeds helps firms translate their models, workflows, and account rules into repeatable processes
• Why advisor partnerships require deep discovery, trust, configuration, and clear operational handoffs
• How one growth-minded firm moved trading work off the founder’s plate and back to the team
• And more!

Resources:

• Fixing the Broken Advisor Experience with Zach Conway and Kelsey McKenna (Part 1) (Ep. 13)
• Why Client Experience Breaks Down with Zach Conway & Kelsey McKenna (Part 2) (Ep. 16)

Connect with Rossby Financial:

• (321) 209-0111
• Website: Rossby Financial
• Website: R Office
• LinkedIn: Rossby Financial
• Instagram: @rossby_wealth

Connect with Andrew Evans:

• LinkedIn: Andrew Evans
• Email: aevans@rossbyfinancial.com

Connect with Zach Conway & Kelsey McKenna:

• LinkedIn: Zach Conway
• LinkedIn: Kelsey McKenna
• Website: Seeds
• The Advice Business Podcast
• Email: hello@useseeds.com
• Email: zach@useseeds.com
• Email: kelsey@useseeds.com

About Zach Conway:

Zach Conway is the Founder and CEO of Seeds, an investment management platform designed to improve both the advisor and client experience. With over a decade of experience as a financial advisor, Zach built his career inside an advisory firm, where he identified gaps in how investment management and client engagement were delivered. His work today centers on helping advisors streamline operations, enhance personalization, and build businesses that can grow without losing the human element.

About Kelsey McKenna:

Kelsey McKenna is the Chief Operating Officer at Seeds, where she focuses on helping financial advisory firms build scalable, client-centered businesses. With a background in advisor technology and early-stage startups, including her time at eMoney, she brings a deep understanding of how advisors can connect service, experience, and operations into a cohesive model. Kelsey is passionate about improving how firms deliver value to clients while creating systems that support sustainable growth.

AI is changing how financial professionals work, but faster tools also raise new questions.

How can advisors use AI while keeping judgment, review, and client care at the center?

In this episode, Andrew Evans and Lindsay Evans welcome Jesse Rosato, Chief Technology Officer at Nitrogen, for a conversation about AI, advisor workflows, data protection, and human review. Jesse explains why context matters more than clever prompts, how AI differs from traditional software, and why advisors remain responsible for client-facing work, even when AI helps speed up the process.

Jesse covers:

• Why AI feels exciting for builders who want technology to solve real client and workflow problems
• How consistent software outputs still matter when advisors rely on charts, analysis, and reports
• Why generative AI can give different answers from the same prompt, even with the same context
• How human review, testing, and ground truth help make AI output more useful for advisor teams
• Why advisors remain responsible for client-facing work, even when AI supports the process
• And more!

Connect with Rossby Financial:

• (321) 209-0111
• Website: Rossby Financial
• Website: R Office
• LinkedIn: Rossby Financial
• Instagram: @rossby_wealth

Connect with Andrew Evans:

• LinkedIn: Andrew Evans
• Email: aevans@rossbyfinancial.com

Connect with Lindsay Grace Evans:

• LinkedIn: Lindsay Evans
• Email: levans@rossbyfinancial.com

Connect with Jesse Rosato:

• LinkedIn: Jesse Rosato
• Website: Nitrogen Wealth

About our Guest:

Jesse Rosato is the Chief Technology Officer at Nitrogen, a leading wealth-technology platform powering tens of billions in assets for financial advisors. Over the past decade, he has led Nitrogen’s evolution from a seed-stage startup into a private-equity-backed industry leader, overseeing engineering, data, and AI strategy.

As CTO, Jesse spearheads Nitrogen’s AI transformation, embedding generative intelligence across both the company’s product and its internal engineering operations. Under his leadership, Nitrogen has cut development costs by 50% while improving customer NPS 17×, built an agentic-AI productivity framework adopted across engineering, and launched AI-powered products that help advisors prepare for client meetings, analyze portfolios, and extract insights from complex financial documents.

Recognized as one of the wealth-tech sector’s most forward-thinking engineering leaders, Jesse blends deep technical expertise with organizational design and product strategy. He is a frequent speaker on topics spanning AI transformation, engineering productivity, and the future of intelligent financial systems.

AI is changing how advisors manage client notes, workflows, and follow-up.

But when does helpful automation become a better way to run the whole client relationship?

In this episode, Andrew Evans talks with Thomas Clawson, CEO of Slant, about why advisor CRM systems are being rebuilt around AI. Thomas shares how Slant grew from advisor feedback, why AI can remove workflow bottlenecks, how skills help advisors search and act on data, and why firms need to be careful when choosing AI software partners.

Thomas discusses:

• Why advisor CRM systems often fail when relationship builders are forced into rigid data entry
• How AI can catch client needs, create tasks, and move work forward without waiting on humans
• Why Slant built an AI-native CRM around notes, relationships, workflows, and advisor data
• How tokenizing and redacting client details can reduce what AI models see during use
• Why advisors should choose AI vendors with technical discipline, clear guardrails, and real focus
• And more!

Connect with Rossby Financial:

• (321) 209-0111
• Website: Rossby Financial
• Website: R Office
• LinkedIn: Rossby Financial
• Instagram: @rossby_wealth

Connect with Andrew Evans:

• LinkedIn: Andrew Evans
• Email: aevans@rossbyfinancial.com

Connect with Thomas Clawson:

• LinkedIn: Thomas Clawson
• Website: Slant
• thomas@slant.app

About our Guest:

Thomas Clawson is the CEO and co-founder of Slant, an AI-native CRM built for financial advisors. With a background in building advisor-focused technology, Thomas is focused on helping firms simplify their workflows, strengthen client relationships, and use AI in practical, responsible ways. His work at Slant centers on making CRM less about manual data entry and more about helping advisors act on the right information at the right time.

What does independence actually look like for a financial advisor today? For many advisors, the answer is more complicated than simply “starting your own RIA.”

In this episode, Andrew Evans takes a look at what it really means to build an independent advisory business, and why many advisors are rethinking the traditional path. Instead of focusing so heavily on industry trends or one-size-fits-all models, Andrew breaks down the operational realities advisors face when leaving captive environments, transitioning to fee-only planning, or trying to scale sustainably without losing flexibility.

Andrew discusses:

• Why starting an RIA from scratch can become operationally overwhelming
• How Rossby Financial approaches independence differently from large aggregators
• The importance of separating compliance, operations, and advisor autonomy
• What advisors should focus on before making a transition
• And more!

Connect with Rossby Financial:

• (321) 209-0111
• Website: Rossby Financial
• Website: R Office
• LinkedIn: Rossby Financial
• Instagram: @rossby_wealth

Connect with Andrew Evans:

• LinkedIn: Andrew Evans
• Email: aevans@rossbyfinancial.com

Most financial advisors think they need better marketing. What they may actually need is better storytelling.

In this episode, Andrew Evans sits down with Alexandra Zendrian, founder of A to Z Communications, to talk about the real difference between marketing and public relations, and why so many advisors misunderstand both. Allie shares how she accidentally became an entrepreneur after a layoff, how to build strong media relationships, and why getting press coverage is about much more than promoting your firm.

Andrew and Allie also dive into some of the biggest conversations in the financial services industry right now, including AI, mergers and acquisitions, advisor succession planning, and why flexibility and culture remain major challenges for women in finance.

Andrew and Allie discuss:

• The difference between marketing and public relations
• What reporters actually look for in financial stories
• Why relationship-building matters in PR
• How AI is changing financial media conversations
• The reality behind advisor succession and M&A trends
• And more!

Connect with Rossby Financial:

• (321) 209-0111
• Website: Rossby Financial
• Website: R Office
• LinkedIn: Rossby Financial
• Instagram: @rossby_wealth

Connect with Andrew Evans:

• LinkedIn: Andrew Evans
• Email: aevans@rossbyfinancial.com

Connect with Alexandra Zendrian:

• LinkedIn: Alexandra Zendrian
• Website: A to Z Communications
• Email: allie@atozcommunicationspr.com

About our Guest:

Alexandra Zendrian is the founder of A to Z Communications, a public relations firm focused on helping financial professionals and organizations strengthen their media presence and industry visibility. With a background in journalism and financial services communications, Allie works closely with advisors, firms, and industry leaders to craft meaningful stories, build reporter relationships, and create authentic visibility in a crowded marketplace.

Online reviews can shape whether a prospect reaches out or keeps scrolling. But for financial advisors, testimonials come with compliance concerns, disclosure requirements, and questions about where reviews should live.

In this episode, Andrew Evans speaks with Brian Thorp, Founder and CEO of Wealthtender and Editor-in-Chief, about how advisors can use client testimonials while staying aligned with SEC marketing rules. They break down disclosure requirements, common compliance mistakes with Google reviews, and why many advisors still hesitate to ask for feedback.

Brian also explains how SEO, AI search visibility, and review platforms are changing how advisors get found online.

Key takeaways:

• Why advisors still hesitate to ask clients for reviews despite strong client relationships
• The 3 disclosure requirements tied to publishing client testimonials online today
• How review policies can help filter out non-client or outdated public feedback issues
• Why Google reviews can create compliance concerns for financial advisory firms
• How SEO and AI visibility can help advisors appear more often in online searches
• And more!

Connect with Rossby Financial:

• (321) 209-0111
• Website: Rossby Financial
• Website: R Office
• LinkedIn: Rossby Financial
• Instagram: @rossby_wealth

Connect with Andrew Evans:

• LinkedIn: Andrew Evans
• Email: aevans@rossbyfinancial.com

Connect with Brian Thorp:

• LinkedIn: Brian Thorp
• Website: Wealthtender
• brian@wealthtender.com

About our Guest:

Brian Thorp is the founder and CEO of Wealthtender and Editor-in-Chief.

Brian believes everyone deserves help with money matters from someone they can trust, no matter their income or stage of life.

Brian is a member of the National Society of Compliance Professionals (NSCP) and its SEC Marketing Rule Working Group. Brian authored an article on the topic of advisor testimonials published by the NSCP in the February 28th, 2022, issue of Currents, the industry’s premier publication for 2,000+ compliance professionals.

Brian was recognized by WealthManagement.com as one of its top 10 innovators and influencers set to change the wealth management industry in 2024.

Brian has positioned Wealthtender as the first financial advisor review platform designed to be compliant with the SEC Marketing Rule. Brian has also published a testimonial marketing playbook to help advisors and wealth management firms succeed with online reviews and has been featured on multiple podcasts and quoted in major publications discussing the topic.

Prior to founding Wealthtender, Brian spent nearly 22 years in multiple leadership roles at Invesco. In his most recent role, Brian served as Head of Financial Advisor Platforms with oversight for Invesco’s largest strategic partnerships with wealth management firms representing over $100 Billion in assets under management.

With over 25 years in the financial services industry, Brian is applying his experience and passion at Wealthtender to help more people enjoy life with less money stress.

Most people leave conferences with a stack of business cards, a drained social battery, and no real follow-up plan.

In this episode of The Outstanding Shift, Andrew Evans sits down with Marie Loudin and Lori Zinaich to discuss what actually makes conferences worth the investment, especially for advisors, marketers, and business development professionals seeking to build meaningful relationships.

From pre-conference prep and AI-powered networking strategies to the art of balancing sessions, socializing, and follow-up, this conversation pulls back the curtain on how experienced conference pros approach events differently. Lori and Marie share practical insights on networking etiquette, content creation while attending events, memorable follow-up tactics, and why the real value of a conference often happens before and after the event itself.

Andrew, Lori, and Marie discuss:

• How to prepare before a conference so you’re not walking in cold
• Using AI tools to identify the right people to meet
• Why networking is more important than attending every session
• Conference mistakes people make without realizing it
• How to follow up so people actually remember you
• Balancing authenticity, branding, and social media at live events
• Creative ways to make meaningful professional connections
• And more!

Connect with Rossby Financial:

• (321) 209-0111
• Website: Rossby Financial
• Website: R Office
• LinkedIn: Rossby Financial
• Instagram: @rossby_wealth

Connect with Andrew Evans:

• LinkedIn: Andrew Evans
• Email: aevans@rossbyfinancial.com

Connect with Lori Zinaich:

• LinkedIn: Lori Zinaich
• LinkedIn: FMG Suite
• Email: lori.zinaich@fmgsuite.com

Connect with Marie Loudin:

• LinkedIn: Marie Loudin
• LinkedIn: Advintro
• Email: marie.laudad@gmail.com

About our Guests:

Lori Zinaich is part of the enterprise team at FMG, where she helps advisors strengthen their marketing and communication strategies through digital tools, social media, email campaigns, and client engagement solutions. Before transitioning into financial services marketing, Lori built her career in sports marketing, working across industries including NASCAR, PGA, and hockey, experiences that shaped her approach to relationship-building and live events.

Marie Loudin is a Charlotte-based fractional sales professional and consultant who works with multiple companies, including Rossby Financial and R Office. With a background in consulting at major financial institutions, Marie brings a strategic and highly relationship-driven approach to networking, sales, and conference engagement.

Great financial advice is not just about what you recommend. It’s about how clients experience every step along the way.

What if the biggest gap in financial advice is not knowledge, but how that knowledge is delivered, explained, and felt by the client?

In this episode, Andrew Evans continues his conversation with Zach Conway and Kelsey McKenna of Seeds, exploring why financial advisors struggle to connect client discovery with actual portfolio outcomes. They break down how poor onboarding experiences can shape client perceptions for years, the importance of understanding client feelings, and why scalable frameworks matter. The discussion also highlights how firms can turn internal processes into repeatable systems that enhance both client experience and business value.

Key takeaways:

• Why many advisors fail to connect discovery insights with portfolio decisions, creating long-term client disconnect
• How early onboarding experiences can shape client trust and perception for years after the first interaction
• The importance of understanding client feelings and feedback to improve the overall advisory experience
• Why scaling a firm requires turning personal insight into repeatable systems and documented processes
• How firms can increase valuation by proving consistent, repeatable client outcomes beyond market-driven growth
• And more!

Resources:

• Fixing the Broken Advisor Experience with Zach Conway and Kelsey McKenna (Part 1) (Ep. 13)
• Lindsay Evans on Building Products People Actually Want (Ep. 2)

Connect with Rossby Financial:

• (321) 209-0111
• Website: Rossby Financial
• Website: R Office
• LinkedIn: Rossby Financial
• Instagram: @rossby_wealth

Connect with Andrew Evans:

• LinkedIn: Andrew Evans
• Email: aevans@rossbyfinancial.com

Connect with Zach Conway & Kelsey McKenna:

• LinkedIn: Zach Conway
• LinkedIn: Kelsey McKenna
• Website: Seeds
• The Advice Business Podcast
• Email: hello@useseeds.com
• Email: zach@useseeds.com

About Zach Conway:

Zach Conway is the Founder and CEO of Seeds, an investment management platform designed to improve both the advisor and client experience. With over a decade of experience as a financial advisor, Zach built his career inside an advisory firm, where he identified gaps in how investment management and client engagement were delivered. His work today centers on helping advisors streamline operations, enhance personalization, and build businesses that can grow without losing the human element.

About Kelsey McKenna:

Kelsey McKenna is the Chief Operating Officer at Seeds, where she focuses on helping financial advisory firms build scalable, client-centered businesses. With a background in advisor technology and early-stage startups, including her time at eMoney, she brings a deep understanding of how advisors can connect service, experience, and operations into a cohesive model. Kelsey is passionate about improving how firms deliver value to clients while creating systems that support sustainable growth.