Episodes

  • 190: Dana Dunkelberger – How a New Advisor Brought In $40M in 10 Months

    190: Dana Dunkelberger – How a New Advisor Brought In $40M in 10 Months
    Oct 14 2026
    Imagine this. A new advisor joins your firm. Ten months later, he brought in roughly $40 million in new assets.That’s what happened at Dana Dunkelberger’s firm.In this episode, Dana and I unpack what happened behind the scenes to help one of his newer advisors ramp up that quickly, and why developing great advisors takes a lot more than handing someone a process and hoping they figure it out.We also get into the uncomfortable part of getting someone ready, the role repetition and feedback play in their development, and the mistake many successful founders make once they start building a team around them.3 Insights From This Week’s Episode…#1.) Why Your Team Can’t Learn What Only Exists In Your HeadExperienced advisors often operate on instinct without realizing how much knowledge they’ve accumulated over the years. The problem shows up when they expect newer advisors to somehow replicate a process that was never clearly taught in the first place.#2.) The Hidden Cost Of Avoiding Uncomfortable PracticeRole-playing a sales appointment can feel awkward, especially when peers are watching and pointing out what needs work. But Dana has noticed a major difference between advisors willing to expose their weaknesses and those who avoid that discomfort.#3.) When The Founder Becomes The BottleneckThe habits that helped you build the business can eventually make it harder to scale. Dana and Brad explore why founders sometimes struggle to hand over responsibility and how staying involved in everything can quietly hold talented team members back.SHOW NOTEShttps://bradleyjohnson.com/190TRIAD SALES LABLearn how to break through the ceiling using the framework behind some of Triad’s fastest-growing firms. Discover the sales system that scales and apply right here: https://bradleyjohnson.com/190-triad-sales-lab/FOLLOW BRAD JOHNSON ON SOCIALXInstagramLinkedInFOLLOW DBDL ON SOCIAL:YouTubeTwitterInstagramLinkedInFacebookDISCLOSURE DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. No statements made in the episode are offered as, and shall not constitute financial, investment, tax or legal advice. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations. The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for. Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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    43 mins
  • 189: Solo – 3 Lessons From 20 Years in Finance (in 12 Minutes)

    189: Solo – 3 Lessons From 20 Years in Finance (in 12 Minutes)
    Oct 7 2026
    The bigger your firm gets, the easier it is to lose sight of what made it work in the first place.I’ve spent 20 years in finance watching firms chase better marketing, sales processes, and growth strategies while overlooking some of the things that quietly determine whether a business gets stronger or loses its identity as it grows.In this solo episode, I share three lessons that helped us grow Triad from an idea in 2020 to serving 100 firms nationwide—and a simple test for whether you’re building a firm that can truly outlast you.3 Insights From This Week’s Episode…#1.) When You're Sick of Saying It, You're Halfway ThereYour mission and values can't live on a wall. Brad explains why every new hire and every new client resets the count—and why repeating what you stand for is how you eventually start hearing it repeated back to you.#2.) Who's Sitting At Your Table?The people around you can either accelerate where you're going or slow you down. Brad shares why the right table isn't just about surrounding yourself with smart people. It's about finding people who have been where you want to go and are willing to help you get there.#3.) Save A Seat For The Person You ServeAt Triad, an empty chair sits in every conference room as a physical reminder of the member who isn't in the room. Brad explains how that chair has influenced what Triad builds, how the team makes decisions, and the conversations that happen behind closed doors.SPONSORED BY BELAYIf you’re an advisor and you’re still scheduling your own appointments, sending your own follow-up emails, or dealing with other tasks keeping you from bringing on other clients, you’re the bottleneck. BELAY helps busy leaders find world-class Virtual Assistants who can take tasks off their plate, protect their time, and help them stay focused on the work that actually moves the business forward. Learn more about BELAY and find the right assistant for your business here: http://belaysolutions.com/dbdlSHOW NOTEShttps://bradleyjohnson.com/189TRIAD SALES LABLearn how to break through the ceiling using the framework behind some of Triad’s fastest-growing firms. Discover the sales system that scales and apply right here: https://bradleyjohnson.com/189-triad-sales-lab/FOLLOW BRAD JOHNSON ON SOCIALXInstagramLinkedInFOLLOW DBDL ON SOCIAL:YouTubeTwitterInstagramLinkedInFacebookDISCLOSURE DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. No statements made in the episode are offered as, and shall not constitute financial, investment, tax or legal advice. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations. The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for. Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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    13 mins
  • 188: Shannon McGinnis & Quin Kilgore – Is Your Firm Ready for Claude for Financial Advisors?

    188: Shannon McGinnis & Quin Kilgore – Is Your Firm Ready for Claude for Financial Advisors?
    Sep 30 2026
    Four days after Anthropic released Claude for Financial Advisors, it was the main topic on our AI mastermind call. I get why. Asking one tool to pull your appointments, your Schwab balances, and your Orion data, and having it all ready before your first meeting, is hard to ignore.But there's a gap between a tool being available and a tool being ready to use in your firm.Most advisors are thinking about what this can do. Far fewer are thinking about where client data goes once it starts moving between systems, who is reviewing what the AI produces, or whether their compliance program holds up when a regulator asks how the firm uses AI.So I sat down with Triad's CTO, Quin Kilgore, and our Chief Compliance Officer, Shannon McGinnis, for an early take. Quin brings the tech stack side. Shannon brings the side that keeps you out of trouble. I play the advisor who wants to turn it on today.If you've been tempted to connect a new AI tool to your client data, or you're not sure your firm has an AI policy at all, listen to this before you do.3 Insights From This Week’s Episode…#1.) Treat AI Like A New EmployeeShannon shares a simple framework for thinking about AI inside an advisory firm. Just as you wouldn't hire someone, give them access to every system, and walk away, bringing AI deeper into your business introduces questions around policies, training, access, oversight, and ongoing supervision.#2). Archiving Your AI Isn't EnoughIt's easy to assume that if your AI tool keeps logs, you're covered. Shannon explains why the logs are only the starting point, and what regulators expect you to do with them.#3.) The Weak Link Between Your Trusted ToolsSchwab and Orion grew up in a regulated industry. Claude didn't. We look at what changes when a newer, general-purpose tool gets connected to the systems holding your clients' data, and the question most advisors aren't asking about the connection itself.FREE GIVEAWAYGet Your Free PDF of Our AI Implementation Checklist by Visiting: https://bradleyjohnson.com/188-ai-implementation-guide/SPONSORED BY BELAYIf you’re an advisor and you’re still scheduling your own appointments, sending your own follow-up emails, or dealing with other tasks keeping you from bringing on other clients, you’re the bottleneck. BELAY helps busy leaders find world-class Virtual Assistants who can take tasks off their plate, protect their time, and help them stay focused on the work that actually moves the business forward. Learn more about BELAY and find the right assistant for your business here: http://belaysolutions.com/dbdlSHOW NOTEShttps://bradleyjohnson.com/188FOLLOW BRAD JOHNSON ON SOCIALXInstagramLinkedInFOLLOW DBDL ON SOCIAL:YouTubeTwitterInstagramLinkedInFacebookDISCLOSURE DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. No statements made in the episode are offered as, and shall not constitute financial, investment, tax or legal advice. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations. The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for. Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies. TP10265950813See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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    32 mins
  • 187: Nico Pesci – How Did One Advisor Close a $17M Prospect?

    187: Nico Pesci – How Did One Advisor Close a $17M Prospect?
    Sep 23 2026
    Nico Pesci’s firm went from bringing in roughly $150k–$250k in new assets per client to between $1M-$2M.But the interesting part isn’t some new marketing funnel, sales script, or lead source.It’s what changed in the way Nico thinks about the client relationship itself.In this conversation, Nico and I explore why advisors can unknowingly limit themselves before a prospect meeting even begins, what changes when a $17 million opportunity walks through the door, and why high-net-worth clients may be looking for something very different than what the financial industry has traditionally sold them.We also get into the challenge of taking what works inside a founder’s head and turning it into something an entire team can consistently deliver.3 Insights From This Week’s Episode…#1.) The Prospect You Almost Write OffNico talks about the assumptions advisors make about a small crowd, an unqualified list, or a prospect who doesn't look the part, and what those assumptions quietly cost.#2.) Why Bigger Clients Expose Weak Sales ProcessesPut a $17 million prospect across the table and suddenly even experienced advisors can start changing how they communicate, selling differently, or abandoning the process they normally trust. We explore why the size of an opportunity can create its own set of problems.#3.) The Bottleneck Hidden Inside The FounderThere’s a limit to how far an advisory firm can scale when every important conversation still depends on the founder. Nico shares what he’s learned moving from solo advisor to founder and the new challenges that appear when other people are trusting you with their careers.TRIAD SALES LABLearn how to break through the ceiling using the framework behind some of Triad’s fastest-growing firms. Discover the sales system that scales and apply right here: https://bradleyjohnson.com/186-triad-sales-lab/SHOW NOTEShttps://bradleyjohnson.com/187FOLLOW BRAD JOHNSON ON SOCIALXInstagramLinkedInFOLLOW DBDL ON SOCIAL:YouTubeTwitterInstagramLinkedInFacebookDISCLOSURE DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. No statements made in the episode are offered as, and shall not constitute financial, investment, tax or legal advice. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations. The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for. Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies.TP09265933114See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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    52 mins
  • 186: Solo - If I Could Start Over Building a Sales Team (Here’s What I’d Do)

    186: Solo - If I Could Start Over Building a Sales Team (Here’s What I’d Do)
    Sep 16 2026
    Eventually, growth creates a problem: there simply isn't enough of you to go around.So you hire another advisor, give them a quick download of how you do things, start filling their calendar, and then wonder why they aren't converting the way you do.I've watched this happen over and over during the last 20 years. And in many cases, the problem isn't the person you hired. It's what was waiting for them when they walked in the door.In this episode, I walk through two firms facing the same growth ceiling but getting very different results from their next advisor. If your firm's growth still depends on you being the best salesperson in the room, this episode will show you what needs to change before you can actually build a sales team that scales.3 Insights From This Week’s Episode…#1.) Structure Comes Before ScaleA lot of advisors try to solve a capacity problem by simply adding another advisor. But if the roles inside the firm aren't clearly defined first, you can end up duplicating the same bottlenecks instead of removing them.#2.) New Advisors Need A Training TrackGiving someone a quick download and then putting them in front of prospects is one of the fastest ways to lose confidence, waste leads, and decide the hire was a mistake. We cover why the path into the sales role matters just as much as the person you hire.#3.) Lead Flow Shouldn't Be RandomAs your sales team grows, sending every new opportunity to whoever has an opening can create expensive mismatches. We unpack why the way leads are distributed becomes a major part of protecting conversion and scaling the team.SHOW NOTEShttps://bradleyjohnson.com/186TRIAD SALES LABLearn how to break through the ceiling using the framework behind some of Triad’s fastest-growing firms. Discover the sales system that scales and apply right here: https://bradleyjohnson.com/186-triad-sales-lab/FOLLOW BRAD JOHNSON ON SOCIALXInstagramLinkedInFOLLOW DBDL ON SOCIAL:YouTubeTwitterInstagramLinkedInFacebookDISCLOSURE DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. No statements made in the episode are offered as, and shall not constitute financial, investment, tax or legal advice. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations. The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for. Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies. TP09265770676See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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    33 mins
  • 185: Claude Silver – The One Sentence Gary Vaynerchuk Used to Build a 2,200-Person Company

    185: Claude Silver – The One Sentence Gary Vaynerchuk Used to Build a 2,200-Person Company
    Sep 9 2026
    Gary Vaynerchuk didn't build a 2,200-person company by keeping his hands on everything.Claude Silver has spent the last 12 years helping him build the culture behind that growth as Chief Heart Officer at VaynerX, the company behind VaynerMedia and Gary's broader business empire.In this conversation, Claude shares the one sentence Gary gave her that became a North Star for how they hire, lead, develop people, and scale without making the entire company dependent on him.We also get into what Vayner looks for in leaders, why Claude doesn't believe in "A-players only," and how they create accountability without building a culture of fear.If you're trying to grow a firm beyond yourself without losing the culture that made it successful, there's a lot to learn here.3 Insights From This Week’s Episode…#1.) The One Sentence Behind Vayner’s GrowthWhen Claude became Chief Heart Officer, Gary gave her a single sentence that became the North Star for the company they were building. We explore how that idea shaped the culture as Vayner grew from roughly 200 people to more than 2,200.#2.) Is "A-Players Only" Actually The Right Standard?I told Claude that one of our beliefs at Triad is A-players only. Her response surprised me: Vayner is perfectly comfortable with B-players. The conversation that follows raises an important question about what you should actually be measuring when you're building a high-performing team.#3.) The Leadership Problem Training Doesn't SolveYou can teach someone processes, systems, and technical skills. Leadership is harder. We explore why coaching, accountability, emotional intelligence, and the ability to navigate messy human behavior become increasingly important as a company scales.SPONSORED BY BELAYIf you’re an advisor and you’re still scheduling your own appointments, sending your own follow-up emails, or dealing with other tasks keeping you from bringing on other clients, you’re the bottleneck. BELAY helps busy leaders find world-class Virtual Assistants who can take tasks off their plate, protect their time, and help them stay focused on the work that actually moves the business forward. Learn more about BELAY and find the right assistant for your business here: http://belaysolutions.com/dbdlSHOW NOTEShttps://bradleyjohnson.com/185FOLLOW BRAD JOHNSON ON SOCIALXInstagramLinkedInFOLLOW DBDL ON SOCIAL:YouTubeTwitterInstagramLinkedInFacebookDISCLOSURE DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. No statements made in the episode are offered as, and shall not constitute financial, investment, tax or legal advice. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations. The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for. Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies. TP09265877888See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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    49 mins
  • 184: Mark Hedderman – The Retirement Trap Nobody Warns You About

    184: Mark Hedderman – The Retirement Trap Nobody Warns You About
    Sep 2 2026
    What happens when a client has enough money to retire, but no idea what they’re retiring to?That's the tension at the center of my conversation with Mark Hedderman, a second-generation financial advisor from Ireland who's been rethinking what great financial planning should actually look like.Mark started noticing a gap in the traditional model. Clients could accumulate enough money for several lifetimes while quietly neglecting other parts of their lives that become much harder to fix later.We get into why advisors can mistake a growing portfolio for a successful outcome, how retirement can expose problems the accumulation years hide, and why the rise of AI may actually make the human side of financial advice more valuable.4 Insights From This Week’s Episode…#1.) Money Is The Vehicle, Not The OutcomeA client can reach every financial milestone and still arrive at retirement unprepared for what comes next. Mark and I explore why the numbers only tell part of the story and what advisors risk missing when accumulation becomes the primary definition of success.#2.) AI May Make The Human Side Of Advice More ValuableTechnology can analyze portfolios, compare fees, and produce financial information faster than ever. The bigger question is what happens to the advisor's value when those things become commodities.#3.) Help Your Clients Retire To SomethingLeaving a career can also mean losing purpose, routine, relationships, and identity. Mark explains why retirement shouldn't feel like slamming on the brakes, and how advisors can help clients gradually transition into a new season filled with meaningful experiences, relationships, and pursuits.#4.) Being Rich And Being Wealthy Aren't The Same ThingMore money can create freedom, but it can also become a scoreboard that never stops moving. Mark challenges the assumption that a larger portfolio automatically creates a better life and explores the point where accumulating more can actually distract clients from what the money was supposed to make possible.FREE GIVEDownload your copy of The Life Care Plan. One place for care preferences, legal and estate details, and the conversations families put off until it’s too late. Get your copy here: https://bradleyjohnson.com/184-life-care-plan-download/ SPONSORED BY BELAYIf you’re an advisor and you’re still scheduling your own appointments, sending your own follow-up emails, or dealing with other tasks keeping you from bringing on other clients, you’re the bottleneck. BELAY helps busy leaders find world-class Virtual Assistants who can take tasks off their plate, protect their time, and help them stay focused on the work that actually moves the business forward. Learn more about BELAY and find the right assistant for your business here: http://belaysolutions.com/dbdlSHOW NOTEShttps://bradleyjohnson.com/184FOLLOW BRAD JOHNSON ON SOCIALXInstagramLinkedInFOLLOW DBDL ON SOCIAL:YouTubeTwitterInstagramLinkedInFacebookDISCLOSURE DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. No statements made in the episode are offered as, and shall not constitute financial, investment, tax or legal advice. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations. The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for. Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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    51 mins
  • 183: Ben Nemtin - Most Retirees' Regrets Have Nothing to Do With Money

    183: Ben Nemtin - Most Retirees' Regrets Have Nothing to Do With Money
    Aug 26 2026
    What happens when a client has enough money to retire, but no idea what they actually want retirement to look like?Ben Nemtin knows that problem better than most. After struggling with anxiety and depression at 19, he and three friends created a list of things they wanted to do before they died. That experiment eventually became The Buried Life and led to nearly two decades of studying purpose, regret, and what actually makes people feel alive.This week’s conversation covers why some clients lose their sense of identity after retirement, why the habits that helped them build wealth can keep them from enjoying it, and how financial advisors can help clients get clearer on what all that money is actually for.3 Insights From This Week’s Episode…1.) The Retirement Problem a Financial Plan Can't SolveClients can reach financial independence and still feel completely unprepared for the loss of structure, identity, relationships, and purpose that can come with leaving work. We explore why this transition can be harder than the numbers suggest.2.) Why Some Clients Never Feel “Rich Enough”Saving can become a lifelong default. Even when the plan says they're financially secure, some clients still struggle to spend on the experiences they spent decades working toward. That tension creates an important opportunity for advisors.3.) Trust Is Built Beyond The SpreadsheetClients don't only want to know whether their plan works. They want to know that their advisor understands what the money is actually for. Ben and I explore what advisors may be missing when those deeper conversations never happen.SPONSORED BY BELAYIf you’re an advisor and you’re still scheduling your own appointments, sending your own follow-up emails, or dealing with other tasks keeping you from bringing on other clients, you’re the bottleneck. BELAY helps busy leaders find world-class Virtual Assistants who can take tasks off their plate, protect their time, and help them stay focused on the work that actually moves the business forward. Learn more about BELAY and find the right assistant for your business here: http://belaysolutions.com/dbdlSHOW NOTEShttps://bradleyjohnson.com/183FOLLOW BRAD JOHNSON ON SOCIALXInstagramLinkedInFOLLOW DBDL ON SOCIAL:YouTubeTwitterInstagramLinkedInFacebookDISCLOSURE DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. No statements made in the episode are offered as, and shall not constitute financial, investment, tax or legal advice. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations. The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for. Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies. TO09265770638See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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    1 hr and 5 mins