Next Mile Podcast
What the Fastest-Growing RIAs Are Doing Differently
Kyle Van Pelt
Episode 156
On this week’s episode of Next Mile, I sit down with Ian Wenik, Editor at Citywire. Ian covers the independent wealth management industry with a focus on RIAs, mergers and acquisitions, advisor technology, and the business forces reshaping financial advice. Through his reporting and conversations with industry leaders, he has developed a front-row view of the trends driving growth across the advisory landscape.
We discuss what separates today's fastest-growing RIAs from the rest of the industry. Ian shares why competition for acquisitions continues to intensify, how firms can balance scale with independence, and why organic growth remains the ultimate differentiator. We also explore Schwab's latest referral changes, AI's potential to level the playing field for mid-sized firms, emerging technology trends, and what Ian believes the future holds for advisors building the next generation of great firms.
Key Takeaways
Deep expertise creates opportunities. Whether investing, acquiring businesses, or serving clients, deep subject-matter expertise allows firms to spot hidden value and underrated talent before the broader market takes notice.
Ownership drives commitment. If you want entrepreneurial people to stay engaged, give them meaningful opportunities to build equity rather than relying solely on compensation.
Use AI to create more time for people, not less. Automating operational work improves efficiency, but relationships and trust remain the foundation of exceptional client service. Let AI handle the back office so you can spend more time on the conversations that actually grow the business.
Quotes
"For the public markets to open up to RIAs, you need a really strong, well-capitalized firm, a strong balance sheet, a clean operating and capital structure, strong cash flows, and high organic growth." ~ Ian Wenik
"The reason that we've seen so many transactions fail is that the transactions are structured in a way where it's cash-heavy, short earn-out. It allows the founders to cash themselves out. They peace out after maybe a year, and you have a second generation that's actually managing the underlying client book of business that has no incentive to stick around." ~ Ian Wenik
"Invest in what you do best. Remember why you got into this business. If you focus on that core business, as long as you maintain a baseline level of profitability, a lot of things will fall into place." ~ Ian Wenik
Links
Connect with our hosts
Subscribe and stay in touch
While there, please don’t forget to Download, Like, and Subscribe.
If you’d like to schedule a time to talk with me about anything we cover on our podcast or Milemarker, click here for 15 minutes.
Kyle Van Pelt
Next Mile Podcast
What the Fastest-Growing RIAs Are Doing Differently
Kyle Van Pelt
Episode 156
On this week’s episode of Next Mile, I sit down with Ian Wenik, Editor at Citywire. Ian covers the independent wealth management industry with a focus on RIAs, mergers and acquisitions, advisor technology, and the business forces reshaping financial advice. Through his reporting and conversations with industry leaders, he has developed a front-row view of the trends driving growth across the advisory landscape.
We discuss what separates today's fastest-growing RIAs from the rest of the industry. Ian shares why competition for acquisitions continues to intensify, how firms can balance scale with independence, and why organic growth remains the ultimate differentiator. We also explore Schwab's latest referral changes, AI's potential to level the playing field for mid-sized firms, emerging technology trends, and what Ian believes the future holds for advisors building the next generation of great firms.
Key Takeaways
Deep expertise creates opportunities. Whether investing, acquiring businesses, or serving clients, deep subject-matter expertise allows firms to spot hidden value and underrated talent before the broader market takes notice.
Ownership drives commitment. If you want entrepreneurial people to stay engaged, give them meaningful opportunities to build equity rather than relying solely on compensation.
Use AI to create more time for people, not less. Automating operational work improves efficiency, but relationships and trust remain the foundation of exceptional client service. Let AI handle the back office so you can spend more time on the conversations that actually grow the business.
Quotes
"For the public markets to open up to RIAs, you need a really strong, well-capitalized firm, a strong balance sheet, a clean operating and capital structure, strong cash flows, and high organic growth." ~ Ian Wenik
"The reason that we've seen so many transactions fail is that the transactions are structured in a way where it's cash-heavy, short earn-out. It allows the founders to cash themselves out. They peace out after maybe a year, and you have a second generation that's actually managing the underlying client book of business that has no incentive to stick around." ~ Ian Wenik
"Invest in what you do best. Remember why you got into this business. If you focus on that core business, as long as you maintain a baseline level of profitability, a lot of things will fall into place." ~ Ian Wenik
Links
Connect with our hosts
Subscribe and stay in touch
While there, please don’t forget to Download, Like, and Subscribe.
If you’d like to schedule a time to talk with me about anything we cover on our podcast or Milemarker, click here for 15 minutes.
Kyle Van Pelt
The Infrastructure for Wealth
Phone
+1 (470) 502-5600
Address
Milemarker Inc.
16192 Coastal Highway
Lewes, Delaware 19958
Built by Teams In:
Atlanta, Charleston, Cincinnati, Denver, Omaha & Portland.
Partners
Platform
Solutions
© 2026 Milemarker Inc. All rights reserved
DISCLAIMER: All product names, logos, and brands are property of their respective owners in the U.S. and other countries, and are used for identification purposes only. Use of these names, logos, and brands does not imply affiliation or endorsement.
The Infrastructure for Wealth
Phone
+1 (470) 502-5600
Address
Milemarker Inc.
16192 Coastal Highway
Lewes, Delaware 19958
Built by Teams In:
Atlanta, Charleston, Cincinnati, Denver, Omaha & Portland.
Partners
Platform
Solutions
© 2026 Milemarker Inc. All rights reserved
DISCLAIMER: All product names, logos, and brands are property of their respective owners in the U.S. and other countries, and are used for identification purposes only. Use of these names, logos, and brands does not imply affiliation or endorsement.
Empowering Advisors
To Enjoy Every Mile.
Phone
+1 (470) 502-5600
Address
Milemarker Inc.
16192 Coastal Highway
Lewes, Delaware 19958
Built by Teams In:
Atlanta, Charleston, Cincinnati, Denver, Omaha & Portland.
Partners
Platform
Solutions
© 2026 Milemarker Inc. All rights reserved
DISCLAIMER: All product names, logos, and brands are property of their respective owners in the U.S. and other countries, and are used for identification purposes only. Use of these names, logos, and brands does not imply affiliation or endorsement.
The Infrastructure for Wealth
Phone
+1 (470) 502-5600
Address
Milemarker Inc.
16192 Coastal Highway
Lewes, Delaware 19958
Built by Teams In:
Atlanta, Charleston, Cincinnati, Denver, Omaha & Portland.
Partners
Platform
Solutions
© 2026 Milemarker Inc. All rights reserved
DISCLAIMER: All product names, logos, and brands are property of their respective owners in the U.S. and other countries, and are used for identification purposes only. Use of these names, logos, and brands does not imply affiliation or endorsement.
