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How to reach HNW individuals through the top sales training program for RIAs

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Listen to my podcast interview with Michael Kitces.

Michael’s recap on what you will learn from the interview:

  • How Amy brought $50M of ultra-high-net-worth AUM in just 18 months despite starting at the age of 26. [2:38]

  • The creative ways Amy has found high net worth individuals and approached them for a first meeting. [13:27]

  • Why “Telling Isn’t Selling” and how to structure your pitch to prospective clients around solutions, not just your capabilities. [15:44]

  • How to make things easier for a referrer by offering specific people or criteria, instead of broad requests for referrals. [20:45]

  • Why Amy chose wealth management instead of trading or investment banking when she arrived at Goldman. [31:23]

  • A methodology for getting in front of specific people through strategic networking, and warming up leads before reaching out. [34:39]

  • The research methodology around identifying high-net-worth prospects that Amy uses. [40:47]

  • How important it is to have a strong digital presence to make a great first impression. [59:53]

Full Interview Here!

Contact us to learn why we are the top sales training program for:

  • RIAs

  • Wirehouse Advisors

  • Wealth Managers

  • Accountants

  • Attorneys

  • Leadership development programs for RIAs and financial firms (including CPAs)

In the interview, I also delve into how leadership development programs specifically designed for financial professionals can transform your practice. I share my insights on how executive coaching can enhance leadership skills, helping you and your team navigate the complexities of our industry. Investing in these programs is not just about personal growth but about fostering a culture of excellence within your firm.

I discuss the importance of continuous professional development and the benefits of tailored consulting services. By embracing leadership training, you can improve team dynamics, drive better client outcomes, and stay ahead in the competitive financial landscape. My approach integrates practical strategies that can make a real difference in how you lead and succeed in this industry.

If you're curious about how our leadership programs can benefit your firm, I invite you to reach out. I’m excited to share how our tailored training and consulting services can help you and your team excel. Explore our offerings and discover how we can support your growth and success in the financial world.

Contact us to learn a bit about the areas of training we focus on and our sample curriculum topics.

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Contact us if any of these are on top of my mind for you and your firm:

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Building a thriving sales culture in RIAs starts with creating an environment where every team member understands the importance of sales and business development. A strong sales culture isn't just about individual performance but about fostering collaboration, motivation, and shared goals across the organization. By prioritizing training, communication, and accountability, RIAs can establish a culture that empowers advisors to take ownership of their sales processes, drive results, and consistently exceed client expectations. An adaptive and resilient sales culture ensures that your RIA firm remains competitive, focused, and growth-oriented in a rapidly changing market.


When cultivating a sales culture for RIAs, it’s crucial to align the team’s objectives with the firm’s overall vision and values. Successful RIAs embrace a culture of continuous learning, where feedback and coaching are woven into everyday practices. By investing in professional development and reinforcing the right behaviors, firms can shape a culture that encourages proactive prospecting, thoughtful client engagement, and sustainable sales growth. With the right mix of leadership, training, and motivation, sales culture becomes a powerful driving force that elevates both individual advisors and the firm as a whole.

Amy Parvaneh

Building a Digital Presence to Market Your Financial Advisory Business
Marketing a financial advisory business begins with establishing a strong online presence. A well-designed website optimized for search engines ensures potential clients find you easily when searching for financial guidance. Include client-focused content like blogs, FAQs, and financial calculators that address common concerns and demonstrate your expertise. Additionally, leverage social media platforms such as LinkedIn and Twitter to share success stories, financial tips, and industry insights. These platforms not only help establish credibility but also encourage engagement with your target audience, building trust over time.
Leveraging Personalization and Client Insights in Marketing
Personalization is key to effectively marketing a financial advisory business. By understanding your clients’ unique goals and challenges, you can craft tailored solutions that resonate with them. Utilize tools like email marketing to deliver personalized financial planning tips, reminders, and market updates. Hosting client-centric events, such as webinars or workshops, further positions your firm as a valuable resource. Don’t forget to gather feedback from existing clients to refine your messaging and ensure your strategies align with their needs. These efforts build loyalty and attract referrals, creating a sustainable growth pipeline for your advisory business.