Monthly Archives: November 2025

Feature

#102 – Low-Cost Ways to Turn Client Satisfaction into Client Loyalty with Richard Weylman, CPAE

Client Experience, Client Experience & Loyalty, COI's, communicating your value, Creating Advocates, Education, Finance, Generational Wealth, Leadership, Life Balance, Life Management, Marketing, Philanthropy, Practice Management, Prospecting, Referrals & Introductions, Social Media, Speaking, Target Marketing, Top Advisors, , , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

Client expectations in financial services have evolved. Today’s clients aren’t just looking for great service; they’re seeking authentic connection and meaningful experiences. 

In this episode of the Top Advisor Podcast, Bill Cates is joined by acclaimed author and consultant Richard Weylman to explore how advisors can build deeper client engagement, loyalty, and advocacy. 

Drawing on decades of research and field experience, Richard explains why empathy, thoughtful communication, and personalized experiences are now the keys to standing out – to attract and retain ideal clients.

Richard shares practical strategies and real-life examples, including how small, intentional actions can generate lasting relationships and even significant referrals.

Bill and Richard Discuss:

  • The four keys to remarkable client experiences
  • Why “great service” isn’t enough anymore
  • Why a structured, proactive communication plan sets top advisors apart and how often our clients really expect to hear from you
  • The power of asking better questions
  • Why clients who are merely “satisfied” are always at risk of leaving and how to become the kind of advisor they advocate for with their friends and colleagues
  • … And more!

Sponsor:

Connect With Richard Weylman:

Resources: 

Connect With Bill Cates:

About Richard Weylman:    

Richard was orphaned at age 6, lived in 19 foster homes and attended 11 different schools. Breaking out of those circumstances, he led an award-winning Rolls-Royce Motorcar operation then progressed to heading and then creating the initial sales and marketing organization for The Robb Report, an internationally recognized magazine for the affluent lifestyle.

For nearly three decades Richard has been honored to show business owners and professionals around the world the path to proven business growth and success. He uses his unique ability to see things from the client’s or customer’s perspective and interpret their needs to then create the prescriptive strategies and tactics needed to elevate business performance in today’s marketplace.

As a researcher, author, consultant, and serial entrepreneur, he helps to deliver personalized and dynamic presentations that achieve real outcomes and measurable results.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

Feature

#101 – Becoming the First-Call Advisor: Insights from Family Office Expert Rich Wolkowitz

Client Experience & Loyalty, Generational Wealth, , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

What can financial advisors learn from those guiding the world’s wealthiest and most complex families?

And how can you position yourself as the advisor your A+ clients call first?

In this episode of the Top Advisor Podcast, Bill Cates interviews Rich Wolkowitz – attorney, advisor, and founder of Xylogenesis. From White House counsel to family office insider, Rich shares unique lessons that every financial professional can use to deepen trust, expand value, and strengthen client relationships.

3 Key Takeaways:

  • Advising ultra-wealthy families is about more than money. The right brain side –  trust, relationships, and emotional dynamics – is often where true value is built. 
  • Being the “first call” advisor sets you apart. Learn how to position yourself so clients rely on you first – for both financial strategy and unexpected family challenges. 
  • Legacy requires alignment. Rich’s brilliant tree rings metaphor shows families (and their advisors) how to connect future aspirations with present-day decisions in a meaningful, lasting way.

Bill and Rich Discuss:

  • Why speaking truth to power is essential for advisors who want lasting influence  
  • Rich’s personal journey – from next-gen family business member to White House attorney to trusted family office advisor 
  • Real-life examples of the unexpected roles a family office advisor can play – from finding rare medical specialists to supporting a cat with cancer 
  • Why building a strong advisory team and collaborating across disciplines keeps you off the “replace” list 
  • How to help families build sustainable, purpose-driven offices with the right people and plan 
  • … And more!

Connect With Rich Wolkowitz:

Resources: 

Connect With Bill Cates:

About Rich Wolkowitz:    

Rich Wolkowitz is the Founder of Xylogenesis® | Family Office Advisory, bringing more than 25 years of first-hand experience working inside and alongside family offices of every type. 

A third-generation member of his own family’s enterprise, Rich grew up learning about stewardship, responsibility, and the values of family leadership from his father. That early foundation shaped his career in law, business, and family office management.

Rich began his legal journey at the White House before joining an AM 100 law firm, where he became an Equity Partner and Chair of the Hiring Committee. He specialized in international and domestic mergers and acquisitions, serving as outside counsel and trusted consigliere to public companies, private equity- and venture-backed firms, and family enterprises. He later stepped into his own family’s business and went on to lead two different single-family offices as a non-family executive. 

Prior to founding Xylogenesis®, Rich managed a global family business consulting firm.

Known for his ability to “speak truth to power.”  Rich now advises multigenerational families, their family offices, and teams of trusted advisors on the complex continuum of family, business, and legacy needs.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More