Monthly Archives: September 2026

Ep. 115 – The Three Discovery Questions Every Advisor Should Ask with Jeff Thorsteinson

Creating Advocates, Practice Management, Prospecting, , , , , , , , , , , , , , , , , , , , , , , , , , , , ,

What if the problem you’re trying to solve isn’t the real problem at all? How might that damage rather than help your business?

Jeff Thorsteinson argues that advisors often look for better answers when they should be asking better questions.

  1. A growth challenge may actually be a capacity problem.
  2. A referral problem may point to weak positioning.
  3. A full calendar may signal over-reliance on the advisor.

In this episode of Top Advisor Podcast, Bill and Jeff explore why questions are “the operating system of leadership.” The questions advisors ask shape their strategy, hiring decisions, client conversations, and plans for growth.

They discuss Jeff’s “stop, flip, expand” framework, a four-part test for deciding what belongs on an advisor’s plate, and three questions that can transform a discovery meeting.

As Jeff puts it, “The next breakthrough in your business may not require a better answer. It just simply requires a better question.”

3 Key Takeaways:

  • Reframe the problem before solving it. (03:35)
    An advisor who says, “I can’t grow the business,” may actually have a capacity problem. If the team is overwhelmed and every decision depends on the advisor, more clients will create more chaos.
  • Move from pursuit to attraction. (07:03)
    Instead of asking, “How do I get more affluent clients?” ask, “What would make affluent clients chase me for a meeting?” That shift changes positioning, niche marketing, authority, thought leadership, and client experience.
  • Use “stop, flip, expand.”  (31:45)
    Stop and identify the real problem. Flip the question into a more useful form. Then expand it to uncover the larger issue underneath. “How do I get more referrals?” might become, “What kind of business will naturally attract clients?”

Episode Sponsors: 

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Resources:

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About Jeff Thorsteinson 

Jeff is the co-partner in the firm Advisor Practice Management.

Jeff has spent more than thirty years helping financial advisors build stronger, more profitable businesses.

He’s co-founded several advisor-focused companies, including The Newsletter Factory, YouFoundation, Agora Wealth, and Agora Dealer Services, and has worked on thousands of marketing and practice management projects with advisors across North America.

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Ep. 114 – From Practice to Enterprise: A Journey to $20 Billion with Andy Schwartz

Client Experience, Leadership, Practice Management, , , , , , , , , , , , , , , , , , , , ,

We’re diving deep into what it really takes to build an advisory firm that not only grows but truly scales, without sacrificing client experience or firm culture.

Our guest is Andy Schwartz, CEO and managing partner of OnePoint BFG Wealth Partners, a national RIA managing over $19 billion in client assets. With more than four decades of experience, Andy shares the inside story of how he and his twin brother Scott evolved a two-person practice into a thriving enterprise with hundreds of employees and advisors across the country.

Some of the topics covered in this:

  • The difference between scale and growth
  • Andy’s transition to an independent RIA
  • The importance of creating capacity and leveraging expertise
  • How technology and a culture of gratitude are changing the client experience
  • Early adoption of planning a CFP (before more advisors)
  • The evolution from practice to enterprise
  • Building infrastructure to support multiple advisors
  • Healthy paranoia, humility, and continuous improvement
  • Regular client surveys and feedback loop
  • Local recognition versus the need for a national brand
  • Predictions for the future of financial advisory services

 

If you want actionable insights on scaling your firm while staying true to your values, this is one conversation you won’t want to miss!

Don’t forget to check out the show notes for free resources and get ready to turn great ideas into meaningful action!

Episode Sponsors: 

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Resources:

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About Andy Schwartz:

Andy Schwartz, CFP® is the Co-Founder, CEO and Managing Partner of OnePoint BFG Wealth Partners, Joe Doran, Rise Growth Partners, a national wealth management firm overseeing approximately $16 billion in assets. With more than 40 years in the profession, Andy has built an unusual career as both an advisor and an entrepreneur—helping grow a significant personal practice while building and leading a large, growth-oriented advisory firm.

Andy has been recognized by Barron’s and Forbes among the nation’s leading financial advisors and has become a respected voice on advisor growth, leadership, client experience and building an enduring wealth management business. At the heart of his philosophy is a simple idea: great advisory firms put the client first—and build everything else around that commitment.

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