This Week on Quantum Growth for Financial Advisors we are back with Part 1 of a special episode with a live coaching session with Jon Randall of XFA.Coach and Jon Kuttin of Kuttin Consulting Group!
This episode offers a deep dive into actionable growth strategies for financial advisory firms, featuring insights from two seasoned industry leaders. Hosted by Jon Randall, the session kicks off with a focus on foundational growth elements such as client optimization and team building—two critical levers for scaling a practice effectively. Randall sets the stage for a tactical conversation centered on moving beyond theoretical improvement and into real, behavior-driven execution.
Special guest Jon Kuttin shares lessons learned from managing a large, successful practice, emphasizing that understanding the why behind key behavioral shifts is just as important as implementing them. His perspective reinforces the need for intentional, strategic action in order to overcome growth plateaus and unlock long-term business success.
Jon Kuttin also introduces a clear framework for business development, outlining three essential phases: new client acquisition, client experience optimization, and advanced strategies like mergers and acquisitions. He stresses the danger of skipping the optimization phase, explaining how doing so can limit both growth and client retention. Jon also addresses a widespread issue in the industry: advisors undervaluing their services. He makes a strong case for rethinking pricing models to improve both profitability and client outcomes.
The conversation also explores profitability challenges that many advisors face, particularly the fear of raising fees. A compelling example is shared of a CPA who resisted increasing prices, even when it meant more revenue for less work. As the demand for financial advisors rises while the number of active professionals declines, the episode highlights a growing supply-demand gap—and how advisors can capitalize on it by managing client relationships more effectively.
The episode concludes with practical advice on deepening engagement with existing clients, reducing acquisition costs, and structuring financial planning and investment conversations to boost retention and revenue. Listeners will also learn about resources like a growth guide and coaching programs designed to help advisors break through performance barriers and scale with confidence.
Whether you’re building a solo practice or leading a large advisory firm, this episode delivers a treasure trove of actionable strategies to elevate your business.
Stay tuned for Part 2 on our next episode!
On This 2 Part Episode, Jon Randall and Jon Kuttin discuss:

* Actionable Strategies for Growing Wealth Management Practices
* Strategies for Client Growth and Optimization
* Client Pricing Strategies for Financial Advisors
* Strategies for Client Management and Service Offerings
* Pricing Models and Client Relationships in Wealth Management
* Strategies for Enhancing Business Profitability
* Legacy Planning and Client Engagement Strategies
* Strategies for Effective Client Engagement

Connect with Jon Randall:

* eXtraordinary Financial Advisors Website
* Jon Randall LinkedIn
* Jon Randall Email

Connect with Kuttin Consulting Group:

* (855) 722-9393
* kuttinconsultinggroup.com
* LinkedIn: Jonathan Kuttin
* CPA Alliance Coaching
* Request A Consult...

In this episode of Quantum Growth for Financial Advisors, host Jon Kuttin welcomes back Joseph Greco, Managing Director of Elite Advisor Successions, for an in-depth look at buy-side strategies in the succession planning process within the wealth management M&A landscape.
Drawing from decades of combined experience, Jon and Joseph explore the key traits that define successful buyers in the financial advisor M&A market. Joseph emphasizes the importance of a proven acquisition track record, strong financial backing, a clear strategic vision, and the ability to move quickly on opportunities. He shares real-world examples that demonstrate how proactive buyers—those who directly engage with potential sellers—gain a significant edge in a competitive market.
Joseph also offers insights into Elite Advisor Successions’ focused approach to buyer representation. By working exclusively with a curated group of approximately 40 highly qualified buyers, Elite ensures that lead flow remains both high-quality and manageable. He explains that one of the biggest challenges in the M&A space is the imbalance between buyers and sellers—too many buyers can overwhelm the pipeline, while too few sellers can lead to stagnation. To support future growth, Elite plans to add 15 to 20 new buyers over the next 12 to 18 months. This expansion will be supported by hiring new team members and scaling lead generation efforts through webinars, targeted email marketing, and speaking engagements at conferences across the country.
Jon and Joseph also delve into the human side of M&A. They stress that technical expertise alone isn’t enough; the most successful acquirers are those who are coachable, humble, and open to expert guidance. Joseph shares stories of buyers who acknowledged their limitations, sought mentorship, and positioned themselves for long-term success. He and Jon also highlight the emotional aspects of selling a business, underscoring the importance of empathy, patience, and gradual transitions to preserve client relationships and the seller’s legacy.
As the conversation wraps up, they emphasize that while immediate profits from acquisitions may be modest, the real value lies in long-term growth. Elite’s philosophy is grounded in working with buyers who can seamlessly integrate new firms and elevate the client experience. The goal isn’t just to close deals, but to build lasting enterprise value and meaningful relationships that drive sustained success.
Joseph Greco and Jon Kuttin discuss:

* Buyer Criteria for Financial Advisor M&A Transactions
* Strategic Buyer Representation at Elite Advisor Successions
* Matching Buyers and Sellers for Optimal Succession Outcomes
* Traits of Top Buyers: Coachability, Vision, and Capital Readiness
* Managing Lead Flow and Buyer Demand in a Crowded Market
* Transition Strategies That Preserve Client Trust
* Building Enterprise Value Through Smart Acquisitions
* Financial Expectations: Cash Flow, Profitability, and ROI
* Best Practices for Scaling an Advisory Business via M&A

Links and Resources:

* Elite Consulting Partners Website
* Elite Advisor Successions Website
* Elite Consulting Partners LinkedIn Company Page
* Elite Advisor Successions LinkedIn Company Page

Connect with Joseph Greco:

* Joseph Greco Email
* Joseph Greco LinkedIn
* Schedule Time with Joseph

In this episode of Quantum Growth for Financial Advisors, Jon Kuttin welcomes Joseph Greco, Managing Director of Elite Advisor Successions, to explore the record-breaking M&A activity reshaping the wealth management industry in 2024.
Joseph shares his journey in wealth management M&A and discusses how Elite facilitates transactions across the independent broker-dealer and RIA space. The conversation dives into the current deal landscape, including transactions ranging from $25M to over $1B in AUM, and examines the impact of institutional capital, succession planning, and advisor demographics on future deal flow.
Whether you’re planning an exit, seeking growth through acquisition, or just keeping an eye on industry trends, this episode offers critical insights for navigating today’s evolving M&A environment.
Joseph Greco and Jon Kuttin discuss:

* 2024 M&A trends and the factors driving over 300 announced transactions
* The growing role of private equity and its influence on deal structures and valuations
* Succession challenges amid an aging advisor population and looming talent shortfall
* Valuation benchmarks, including gross and recurring revenue multiples
* Strategic advice on equity rollovers, buyer fit, and scaling for long-term success

Links and Resources:

* Elite Consulting Partners Website
* Elite Advisor Successions Website
* Elite Consulting Partners LinkedIn Company Page
* Elite Advisor Successions LinkedIn Company Page

Connect with Joseph Greco:

* Joseph Greco Email
* Joseph Greco LinkedIn
* Schedule Time with Joseph

Connect with Jon Kuttin and Kuttin Consulting Group:

* (855) 722-9393
* kuttinconsultinggroup.com
* LinkedIn: Jonathan Kuttin
* CPA Alliance Coaching
* Submit yourself as a guest for the podcast

About our Guest:
Joseph started his career with Kuttin Wealth Management, the #1 practice at Ameriprise financial, where he held various positions within the practice, eventually working his way up to collaborate directly with the CEO and senior management team to drive organic and inorganic growth.  In his tenure with Kuttin Wealth Management, he sourced over 400M in inorganic opportunities and over 60M of AUM from CPA partners across the nation.  Today, Joseph acts as the managing director of Eilte Advisor Successions, helping advisors grow inorganically through mergers and acquisitions and also helps consult with advisors looking for a clear path for their succession and a way to monetize their life’s work.

This Week on Quantum Growth for Financial Advisors: We’re excited to welcome back one of our most insightful and frequent guests, Jon Randall.
In this episode, Jon Kuttin and Jon Randall explore what it takes to become a million-dollar producer. Randall emphasizes the critical role of mindset and adaptability, pointing out that many advisors plateau in their growth due to resistance to change and outdated thinking. The conversation also dives into how an advisor’s identity shapes their behavior and ultimately drives success.
Kuttin shares his own experience, challenging the self-limiting belief that you can’t scale while working with high-net-worth clients. Despite leading a large team, his average assets under management (AUM) per client remain around $900,000—proof that it’s possible to grow without compromising client quality. Both Jons encourage advisors to focus on higher-tier clients to boost both efficiency and profitability.
Randall further discusses how common mental barriers can stall progress, and Kuttin reinforces this with a powerful reminder: advisors need to stop listening to their limiting beliefs and start changing their internal dialogue. The two stress that coaching is essential for overcoming these mental roadblocks and unlocking real growth.
Later in the episode, Kuttin introduces the “Peter Principle”, explaining how leaders often get promoted into roles they’re not equipped for. He highlights the need to continuously evolve one’s identity and skill set to thrive in leadership positions—especially in today’s rapidly changing wealth management landscape. Randall agrees, adding that personal growth and stepping outside comfort zones are vital to taking a practice to the next level.
Jon Randall and Jon Kuttin discuss:

* The Mindset and Adaptability Required to Break Through Revenue Plateaus as a Financial Advisor
* How an Advisor’s Identity Influences Their Actions, Growth, and Long-Term Success
* The Impact of Self-Limiting Beliefs Around Client Size—and How to Overcome Them
* Strategies for Scaling a Practice While Maintaining a High Average AUM per Client
* The Power of Coaching in Helping Advisors Shift Their Internal Dialogue and Unlock Growth
* The “Peter Principle” and Why Evolving Leadership Skills Is Essential in a Growing Firm
* Why Stepping Outside Your Comfort Zone Is Critical for Personal and Professional Growth

Links and Resources:

* The Peter Principle Book by Dr. Laurence J. Peter – Amazon

Connect with Jon Randall:

* eXtraordinary Financial Advisors Website
* Jon Randall LinkedIn
* Jon Randall Email

Connect with Kuttin Consulting Group:

* (855) 722-9393
* kuttinconsultinggroup.com
* LinkedIn: Jonathan Kuttin
* CPA Alliance Coaching
* Request A Consultation
* Submit yourself as a guest for the podcast

About our Guest:
Jon Randall is a Certified Master Coach® and Premier Franchise Consultant who hit #1 in GDC Growth on the FC Scorecard for the advisors he works with all over the country. With more than 15 years of experience as a practicing advisor, Jon works with some of the top financial professionals in the industry – the average G...

This Week on Quantum Growth for Financial Advisors, we’re excited to welcome back one of our most frequent and insightful guests, Jon Randall.
In this episode, Jon Kuttin and Jon Randall dive deep into how financial advisors can attract, prospect, and engage high-value clients—especially during times of market volatility.
Jon Randall highlights that consistent and effective communication is a cornerstone of client success. Many advisors miss opportunities simply by not reaching out enough. Strengthening communication with top clients not only deepens relationships but also naturally leads to more referrals—an essential driver of long-term growth.
Another key point from the conversation is the power of personalized service. In a crowded and competitive wealth management space, tailoring your offerings to meet the unique needs of high-net-worth clients sets you apart and builds lasting loyalty.
The episode also features a dynamic role-play exercise with “Johnny,” demonstrating practical outreach strategies using Bill Cates’ VIPS model. The role-play illustrates how to check in with clients meaningfully, reinforce their confidence in their financial plans, and introduce referral conversations in an organic, non-salesy way.
Referrals remain one of the most powerful growth engines for financial advisors. Jon Randall notes that many new clients come directly from existing relationships. By focusing on well-connected clients who are enthusiastic about your services, you can tap into high-potential networks and grow efficiently.
Lastly, the idea of creating a client advocacy board is introduced. This group of loyal clients can offer valuable feedback and act as a sounding board, helping you refine your services and attract more ideal clients within your target market.
Jon Randall and Jon Kuttin discuss:

* Client Acquisition Strategies during Market Volatility
* The Role of Ideal Client Duplication in Business Growth
* The Importance of Client Communication and Engagement
* Role-Playing Client Outreach Strategies
* Strategies for Leveraging Client Referrals
* The VIPS Model for Enhancing Referrals
* Enhancing Client Referrals Through Service Quality
* Harnessing Client Advocacy for Client Acquisition

Links and Resources:

* The Language of Referrals Podcast Part 1 with Bill Cates – Kuttin Consulting Group
* The Language of Referrals Podcast Part 2 with Bill Cates – Kuttin Consulting Group
* Bill Cates – Referral Coach

Connect with Jon Randall:

* eXtraordinary Financial Advisors Website
* Jon Randall LinkedIn
* Jon Randall Email

Connect with Kuttin Consulting Group:

* (855) 722-9393
* kuttinconsultinggroup.com
* LinkedIn: Jonathan Kuttin
* CPA Alliance Coaching
* Request A Consultation
* Submit yourself as a guest for the podcast

About our Guest:
Jon Randall is a Certified Master Coach® and Premier Franchise Consultant who hit #1 in GDC Growth on the FC Scorecard for the advisors he works with all over the c...

In this week’s episode of Quantum Growth for Financial Advisors, Jon welcomes Lera Kooper, Partner at Accountability Services, for an insightful conversation about the evolving role of CPAs in today’s advisory landscape.
Lera shares her journey of transforming traditional, compliance-focused accounting into a proactive, year-round advisory service aimed at reducing stress for business owners and maximizing long-term value. She and Jon dive into the importance of forward-thinking strategies and how collaboration between financial advisors and CPA firms can improve client experiences and drive profitability.
The episode also explores:

* Why many CPA firms remain compliance-driven—and how to shift toward value-added services
* Lera’s unique discovery process for understanding client needs and tailoring advisory services
* The benefits of adopting a holistic, prescriptive approach to business strategy, with lessons drawn from the U.K. and Australia
* Key challenges business owners face in scaling—and how strong leadership and processes make the difference
* The importance of regular proactive planning meetings and performance reviews for client success

To wrap up, Lera shares practical tools—including a free discovery call and a DIY scorecard—to help business owners evaluate their financial health and stay accountable on their growth journey.
Topics discussed include:

* Collaborating with CPA Firms for Greater Client Impact
* Shifting the CPA Industry Toward Advisory Services
* Discovery and Client Needs Assessment
* Positioning Advisory Services for Value
* Scaling Challenges and Leadership for Growth
* KPI Management and Client Engagement
* Prescriptive Strategies for Business Success
* Long-Term Growth with Accounting Firm Clients

Links:

* Accountability Services Website
* Lera’s Accelerator Podcast – Links to Apple, Spotify and Youtube

Connect with Lera Kooper:

* Lera Kooper – LinkedIn
* Lera Kooper – Email

Connect with Jon Kuttin, Joseph Greco and Kuttin Consulting Group:

* (855) 722-9393
* kuttinconsultinggroup.com
* LinkedIn: Jonathan Kuttin
* LinkedIn: Joseph Greco
* CPA Alliance Coaching
* Request A Consultation
* Submit yourself as a guest for the podcast

About Lera Kooper:
Lera is a Chief Business Development Officer and an equity partner of Accountability Services. As an experienced business owner, she is passionate about helping entrepreneurs overcome the obstacles that are holding their businesses back. A graduate of Central Washington University with degrees in Accounting and Supply Chain Management, Lera leverages her background to show clients how accounting and strategic planning illuminate a clear path for achieving financial and personal milestones. Client goals are her goals and she loves guiding business owners through the necessary changes that will develop and grow their enterprises.

Part 3 of Our Hands-On Session with Jon Kuttin is Here!
In this episode, Jon dives into the challenge of making the intangible tangible, emphasizing the importance of accountability and raising standards as a business grows. He introduces the phrase “higher level, new devil,” highlighting how success brings fresh challenges that demand quick solutions. Drawing inspiration from NASA’s moon mission, Jon underscores the power of alignment—how keeping everyone focused on a singular goal can drive extraordinary outcomes. He urges Quantum Growth for Financial Advisors listeners to prioritize key initiatives and sharpen execution skills to fuel business growth and increase market share.
Jon also explores the critical role of daily discipline in outreach efforts—such as calls and emails—to hit leading indicator KPIs and business targets. He references Ed Mylett’s “piñata effect” to illustrate how consistent effort compounds over time, leading to major breakthroughs. Instead of constantly chasing new strategies, Jon encourages listeners to refine and optimize what’s already working. He also stresses the value of self-reflection in overcoming avoidance of difficult but necessary tasks.
A key takeaway from this discussion is the power of scaling business development by hiring more associates to amplify outreach, rather than spreading efforts thin with multiple marketing strategies. This focused approach helps drive sustainable financial growth.
Lastly, Jon breaks down the three main leadership styles—control and command, appeasement, and visionary—examining the strengths and weaknesses of each.
Tune in for actionable insights that will elevate your approach to leadership, strategy, and business expansion!
Listen in to learn:

* How to Create Your Next Best Action
* Strategies for Making Intangible Goals Tangible Through Execution.
* A Discussion on the Concept of “More, Better, and Different”
* Leadership Styles and Their Impact
* The Necessity of Evaluating Performance and Making Adjustments Based on Results
* The Concept of the “Shiny Object Syndrome” that Many Business Owners Have and its Impact on Business Focus
* The Importance of Focusing on “MORE” to Drive Business Growth

Connect with Jon Kuttin, Joseph Greco and Consulting Group:

* (855) 722-9393
* www.kuttinconsultinggroup.com
* LinkedIn: Jonathan Kuttin
* LinkedIn: Joseph Greco
* Our CPA Alliances Coaching Program
* Submit yourself as a guest for the podcast

Ready for part 2 of a real hands-on session with Jon Kuttin on decision making?
Today, Jon goes deeper on this topic and focuses on the essential transition from conceptualization to implementation. He reviews a real example with his wealth management firm’s commitment to moving clients’ assets to a discretionary management system to enhance efficiency and performance.
Jon hits on the focus for a true need for clear documentation and accountability to make abstract ideas actionable, while acknowledging that not all employees may share the founder’s level of commitment. He outlines a strategy for effective execution, stressing the importance of establishing clear leading indicators and simplifying processes for teams.
Jon also shares experiences of initial challenges in client conversations about discretionary asset management, which revealed the need for additional training for some team members. The dialogue underscored the critical role of execution in business growth, advocating for a proactive approach and high performance standards, while calling for leaders to address constraints and ensure accountability within their teams. The conversation concluded with a focus on the urgency of seizing growth opportunities.
Stay tuned for part 3 of 3 of this mini series on Quantum Growth for Financial Advisors!
Listen in to learn:

* Actionable Strategies for Organizational Focus and Execution
* The Importance of Having a Singular Focus for Business Initiatives
* Strategies for Making Intangible Ideas Tangible for Team Members
* A Discussion Around Focused Execution and Leadership Accountability
* The Significance of Tracking Leading Indicators to Drive Results

Connect with Jon Kuttin, Joseph Greco and Consulting Group:

* (855) 722-9393
* www.kuttinconsultinggroup.com
* LinkedIn: Jonathan Kuttin
* LinkedIn: Joseph Greco
* Our CPA Alliances Coaching Program
* Submit yourself as a guest for the podcast

Ready for a real hands-on session with Jon Kuttin on decision making?
Join us for this week’s podcast with Jon as he delves into the distinction between decision-making and action, using a parable about frogs to illustrate that deciding to act is not the same as taking action. Jon outlines the concept of adult learning as comprising of 10% from content consumption, 20% from coaching, and 70% from practical experience or “doing”. Jon also invites listeners to engage in a “freeze game” exercise to reflect on their thoughts and identify avoided actions, emphasizing that these areas often hold potential for significant growth.
Jon also highlights the challenges of business owners juggling multiple initiatives, which can reduce effectiveness. He also talks about the necessity of focusing on one primary initiative that could greatly impact the business, suggesting that concentrating energy and resources on a singular goal, such as refining pricing strategies or enhancing client services, could foster a more productive environment. Jon further encourages thorough contemplation to identify the most critical focus area for achieving substantial progress.
This will be a 3 part mini series.  Stay tuned for Parts 2 and 3 on future episodes of Quantum Growth for Financial Advisors!
Listen in to learn:

* The Power of Decision and Action
* A Breakdown of How Adults Learn
* A Run Through of the “Freeze Game” Exercise Which Encourages Self Awareness About Your Personal Thinking Patterns
* How to Focus on One Initiative for Business Growth
* High Level Strategies for Effective Leadership and Team Alignment on Initiatives

Connect with Jon Kuttin, Joseph Greco and Consulting Group:

* (855) 722-9393
* www.kuttinconsultinggroup.com
* LinkedIn: Jonathan Kuttin
* LinkedIn: Joseph Greco
* Our CPA Alliances Coaching Program
* Submit yourself as a guest for the podcast

On this week’s episode of Quantum Growth for Financial Advisors, we shift gears towards the accounting firm industry and delve into a concept that is one of the core focuses of Kuttin Consulting Group – accounting firm partnerships.  Today, we take it a step further and talk about accounting firm acquisitions as it relates to wealth management and how we are starting to see financial advisors shift their focus towards the accounting industry.
On this episode, we welcome Todd Steinberg and Shannon Hay to the show.  Jon, Todd and Shannon discuss the evolving landscape of CPA firm acquisitions and the integration of wealth management services, highlighting a significant shift in the industry following the EisnerAmpner deal that facilitated private equity involvement in the accounting space.
Todd Steinberg of Thrive talks about his experience in the space and makes an observation that wealth advisors are increasingly interested in acquiring CPA firms to offer a comprehensive service package to clients. Shannon Hay adds that the financing landscape for these acquisitions is becoming more and more competitive, with high demand limiting investment advisors’ capacity to purchase firms. The trend seems to be moving towards a one-stop-shop experience for clients seeking both accounting and wealth management services.
Jon, Todd and Shannon also address changes in deal structures, with a notable shift from earn-out arrangements to transactions emphasizing cash, often requiring 70-80% cash upfront. Sellers are now expected to contribute a smaller equity component, which reflects a shift towards a more competitive market dynamic.
The speakers discussed the importance of a 1.3x debt service coverage ratio for SBA loan funding, emphasizing the need for sufficient income to support debt obligations.
Todd outlined essential steps for financial advisors looking to acquire CPA firms, including securing pre-qualification for funding and building relationships with brokers. The podcast concludes with a focus on the industry’s move towards an integrated service model, aligning with modern consumer expectations for convenience and efficiency in financial services.
Jon Kuttin, Todd Steinberg and Shannon Hay Discuss:

* Trends in CPA Firm Acquisitions and Integration with Wealth Management
* The Importance of Pre-Qualification for Financial Advisors Looking to Acquire CPA Firms
* Current Trends in CPA Firm Acquisitions and Deal Structures
* Integration of Wealth Management Services into CPA firms
* Private Equity Trends in Accounting Deals
* The Competitive Landscape of the Accounting Industry and its Impact on Valuations
* Strategies for Financial Advisors in Acquiring Accounting Firms
* Debt Service Coverage and SBA Loan Structuring
* Strategies for Financial Advisors in Acquisitions

Links:

* Thrive Financial Group
* Thrive Financial Group – Todd Steinberg
* United Midwest Savings Bank
* United Midwest Savings Bank – Shannon Hay

Connect with Todd Steinberg and Shannon Hay:

* Todd Steinberg – LinkedIn
* todd@thrivefinancialgrp.com
* Shannon Hay – LinkedIn
* shay@umwsb.com

Connect with Kuttin Consulting Group:

* (855) 722-9393
* kuttinconsultinggroup.com
* Show more...