August 20th
Summary:
🎙 RIA Confidential – Episode 2: Making Independence Work Breaking away is only half the battle .
The real challenge? Building the life and practice you envisioned once you’re on the other side. In this episode, host Jonathan Andrews sits down with Ray Gettins (“Your RIA Mentor”) to uncover what most advisors don’t see coming after leaving the broker-dealer model—and how to set yourself up for success. You’ll discover:
The #1 surprise advisors face after independence—and how to navigate it.
Why trust is built (or broken) in your daily operations, not just portfolio performance.
Real stories of collaboration inside United Advisor Group that boosted both client outcomes and advisor revenue.
How to scale your practice without losing authenticity—or your weekends.
The marketing edge: Why programs like the Sponsor Method help advisors stand out with purpose.
Whether you’re planning your breakaway or already independent, this episode gives you the strategies and stories to make independence truly work for you.
👉 Ready to explore your future?
TRANSCIPT
Transcript
RIA Confidential – Episode 2 Script with Section Timestamps
MUSIC INTRO 0:00
[0:11 – 1:33] INTRODUCTION
Jonathan: Welcome to RIA Confidential, your source for the truth about going RIA. I’m your host Jonathan Andrews with Braveheart’s TV network, here to explore the questions and concerns financial advisors have about transitioning to the RIA business model. This episode uses AI in production created from human-created dialogue. We’re excited to be embracing the use of AI and look forward to your feedback. With that being said, let’s dive in.
If you joined us for our premiere, you know we started by pulling back the curtain on the why. Why so many advisors are making the leap away from broker-dealers toward the RIA model. Today we’re shifting gears. If episode one was about why independence matters, episode two is about what happens next, how to actually make it work once you’re on the other side. And to help us navigate this, I’ve got my co-pilot back with me. You know him as your RIA mentor, Ray Gettins. Ray specializes in helping advisors go independent. Ray, good to have you back, man.
Ray: Thanks, Jonathan. Always a pleasure. And yeah, you’re right. This is where the real juicy stuff begins. Many want independence, but what you do with it, that’s what separates the thriving firms from the ones that stall out. And let me say this up front, if you’re an advisor listening right now, you don’t have to figure it all out overnight. We’re breaking this into real steps today, so you’ll walk away knowing what matters most in those first few months.
[1:34 – 2:40] THE BIGGEST SURPRISE AFTER INDEPENDENCE
Jonathan: Exactly. Let’s jump right in. I think a lot of advisors believe the hardest part is leaving the broker-dealer, but once they’re out, the surprises start. What’s the biggest one you’ve seen?
Ray: Independence doesn’t mean isolation, but it can feel like it at first. Suddenly, you’ve got freedom, but you’re also responsible for everything. Your brand, your tech stack, your compliance, and of course, your client experience. It’s liberating and overwhelming at the same time, and totally normal. Fortunately, the good news is there’s a way through it.
Jonathan: Yeah, and I’ve seen it too. Some advisors get that deer in the headlights look like, wait, I have to pick my own billing system, my own CRM, my own custodian integrations.
Ray: Exactly. And here’s the truth. Independence without structure quickly turns into chaos. That’s why I always say, don’t try to build every piece from scratch.
Jonathan: Yeah, you don’t try to be a hero doing it all.
Ray: That’s right. What you do need is the right partners, people who know how to help, really help, not just there to sell you software. Think of it like building a house. You don’t have to pour the concrete, wire the electricity, and put up the drywall yourself. You just need the right contractor and the right blueprint.
[2:41 – 4:00] TRUST IS MORE IMPORTANT THAN LOGOS
Jonathan: I love that analogy. That’s gold. And you said something last time that stuck with me, this idea that trust is more important than any big broker-dealer logo. Can you unpack that?
Ray: Sure. Clients don’t stay with you because of a logo. They stay because they trust you. But trust is fragile. A clunky billing process, that chips away at trust. Reporting that’s confusing. Same thing. Taking too long to return a call, that erodes confidence faster than any market downturn.
Jonathan: On the flip side, when your systems are smooth, when clients feel informed, when their experience feels professional and reliable, that’s when trust deepens, would you say?
Ray: Absolutely. I’ve seen advisors double their referrals inside the first year of independence, not because they changed products, but because clients felt more taken care of.
Jonathan: So, in a way, trust isn’t just about what you say. It’s about how you operate every single day.
Ray: Exactly. That’s why I tell advisors, map out your ideal client journey. From the very first welcome email to performance reviews, every touchpoint should reinforce trust and reliability. Because in the RIA model, the way you run your business is just as important as the services you provide. And here’s the kicker. When you design that journey intentionally, it actually makes your own life easier. Less guesswork, fewer client fires, more predictable growth.
[4:01 – 6:11] COLLABORATION SUCCESS STORIES
Jonathan: That’s a big mindset shift. Okay, let’s make this real for our listeners. You’ve seen some great examples of collaboration at United Advisor Group. Could you share a couple of stories with us?
Ray: Happy to, Jonathan. One of my favorites, it involves a seasoned advisor 30 years in the business who sat down with a CPA inside our group. The topic was cash balance plans, a powerful but often underutilized retirement tool. By leaning on the CPA’s expertise and bringing in a third party administrator, this advisor was able to open new planning doors for his small business clients. The result – clients funded retirement more effectively while the advisor added a significant recurring revenue stream to his practice. That advisor later told me, “for the first time in years, I feel like I’m actually ahead of client expectations instead of constantly chasing them.” That’s what collaboration does.
Jonathan: That’s huge. And it happened because he wasn’t working on an island, he tapped into collaboration.
Ray: Exactly. Here’s another one. An East Coast advisor had high net worth clients who expected custom portfolio design. Now he didn’t want to push them into cookie cutter third party solutions, but he also didn’t want to charge sky high fees for bespoke models. So here’s the beautiful thing. He was able to team up with another UAG partner who specializes in individualized, cost efficient asset management strategies, and together they built compelling customized portfolios at just 20 to 30 basis points. Now here’s the best part. When tariff volatility hit earlier this year, those portfolios performed beautifully. The advisor stayed in his relationship zone, guiding clients through the ups and downs while the portfolios did their job. That’s collaboration at its best. More value for clients, less stress for the advisor.
Jonathan: And that’s the future, right? Collaboration without hierarchy, support without all the red tape.
Ray: Exactly. You don’t have to go it alone to be independent. And I’ll add, if you try to do it all alone, you’ll burn out. The advisors who thrive long term are the ones who plug into a bigger ecosystem.
[6:11 – 7:24] SCALING WITHOUT LOSING YOUR SOUL
Jonathan: Love that. Okay, Ray, let’s pivot. Advisors ask me this all the time. How do I scale my practice without losing my soul or my Saturdays?
Ray: Yeah, that’s a real concern. Independence gives flexibility, but without systems, it just gives you more work. One of the first things we do at UAG is help advisors identify their zone of genius. That’s the stuff only they can do. Client conversations, strategic planning, maybe niche marketing. Then we guide them to build support around everything else. Because if you’re spending more time pushing paperwork than talking to clients, you’re in the wrong zone.
Jonathan: So like delegate the rest?
Ray: Exactly. Some advisors build virtual admin teams. Some automate client reviews and reporting. There are many ways. The idea is simple. Do more of what energizes you and less of what drains you. That’s how you scale without burning out.
Jonathan: A big part of that is choosing the right technology stack.
Ray: Yes, and one that integrates with your systems, streamlines operations, and actually enhances the client experience. Of course, you’ll need to vet your tech partners for scalability, security, and user-friendliness as well.
Jonathan: That’s great advice. What else?
Ray: Lastly, when you roll out new tools, do it in phases, train your staff, and make sure you’ve got ongoing support.
[7:24 – 8:53] TRACKING PERFORMANCE AND FEEDBACK
Jonathan: Okay, that’s the secret to how you avoid chaos and keep things running smooth. That’s practical. But once you’ve got your systems in place, how do you know if it’s actually working? What should advisors be tracking?
Ray: Great question. You want to establish some key performance indicators, KPIs, things like client retention rates, referral frequency, and operational efficiency.
Jonathan: So those numbers tell you if your practice is healthy?
Ray: Yes, and don’t just look at the numbers. Build a feedback loop.
Jonathan: What do you mean?
Ray: Regularly ask your clients and your staff what’s working and what’s not.
Jonathan: I imagine that’s where you’ll spot opportunities for improvement and innovation.
Ray: You got it, and use data analytics tools to track trends and outcomes. That way you can make proactive adjustments to your strategies and tech, and more importantly, keep your practice competitive and client-focused.
Jonathan: I love that you brought up feedback. It’s not just about fixing problems. It’s about getting better all the time. How do you foster that kind of culture?
Ray: Good question, Jonathan. I would say that it starts with regular training sessions and knowledge-sharing meetings.
Jonathan: To keep your team updated?
Ray: It’s very important to keep the team up to speed on industry trends, compliance changes, and of course, new technologies.
Jonathan: Would you encourage certifications and professional development?
Ray: Absolutely, and set goals, provide resources, and make it part of your culture to meet and exchange ideas.
Jonathan: And most importantly, create an environment where feedback is welcomed and acted upon.
Ray: You got it, Jonathan. That’s the secret to continuous improvement.
[8:53 – 10:04] AUTHENTIC BRANDING
Jonathan: That ties right into branding. I see a lot of advisors get stuck. They want to stand out, but they don’t want to feel fake.
Ray: Right. Authentic branding is everything.
Jonathan: Yeah, clients can smell the vulture mindset from a mile away.
Ray: You got that right, Jonathan. And the advisors who thrive are the ones who lead with service, transparency, and trust. So at UAG, we don’t just hand advisors a logo and say, good luck. We connect them with best-in-class marketing systems such as websites, landing pages, and campaigns built for both compliance and conversion.
Jonathan: That’s so important. I think of branding as taking your reputation and giving it a digital megaphone. It’s still you. It’s just amplified.
Ray: And you want to make sure your branding truly represents the soul of your business.
Jonathan: Yes, and I’ve seen firsthand how well that works. For example, advisors who partner with local nonprofits instantly gain visibility and credibility. I remember one case where an advisor partnered with a children’s charity. Next thing you know, they were on local news. Their brand became about service, not sales.
Ray: Exactly. That’s authentic visibility, strategic, client-focused, and it works.
[10:04 – 11:05] STRATEGIC PARTNERSHIPS
Jonathan: Let’s talk about partnerships. I feel like this is where a lot of advisors miss out. They try to do everything themselves, but there’s so much value in teaming up with the right people.
Ray: Absolutely. We guide advisors to identify complementary service providers such as estate planners, tax advisors, and of course, legal professionals.
Jonathan: So you build referral networks that are mutually beneficial?
Ray: Yes, and don’t just keep it informal.
Jonathan: Are you saying formalize things like set up partnership agreements?
Ray: Absolutely, and Jonathan, you as an attorney, you know how important that is. And I’d say take it further, completely outline all your referral processes.
Jonathan: How about shared marketing?
Ray: Shared marketing is powerful. Even co-hosted client events work amazingly well. Just be sure to track the performance of those partnerships.
Jonathan: Yeah, that’s super important. You want to know where are your referrals coming from?
Ray: Yes, and you want to track the client feedback and the ROI on joint marketing.
Jonathan: That’s how you refine and expand your network effectively.
[11:06 – 12:01] CLIENT COMMUNICATION
Jonathan: Communication is another big one. What’s your take on keeping clients informed and engaged?
Ray: You need a structured communication plan, for sure. I recommend advisors schedule regular check-ins just to keep clients updated on their portfolios and what’s happening in the markets.
Jonathan: But don’t just send generic updates.
Ray: Yeah, don’t do that. It’s important to use personalized messaging and storytelling to show you understand their unique goals and are looking out for their best interest.
Jonathan: What’s your take on webinars and workshops, Ray?
Ray: Yes, by all means. Leverage webinars and leverage workshops. Both are great to educate clients and can even be done virtually.
Jonathan: Great for highlighting your expertise, I would imagine.
Ray: That’s the name of the game when reinforcing trust. You must position your practice as a trusted resource in financial literacy, as well as a tightly choreographed operation. Yes, that’s how you build deeper relationships and real loyalty.
[12:02 – 12:36] BUILDING RESILIENCE
Jonathan: All right, last thing before we wrap. Resilience. How do you build a practice that can weather the storms, whether it’s a market downturn or something unexpected?
Ray: First up, you need a crisis management plan. Prepare your team to handle market swings, operational hiccups, or even reputational challenges.
Jonathan: Yeah, that makes sense. You need to be prepared. But how exactly do you do that?
Ray: We tell our advisors, run scenario-based training so your staff knows how to respond when things get bumpy. And always, always, always communicate transparently with clients during a crisis. That’s how you maintain trust and show real leadership.
[12:37 – 13:20] THREE ACTION ITEMS
Jonathan: Ray, this has been awesome. Let’s land the plane now with three things advisors can do right now if they’re thinking about independence.
Ray: Well, number one, I tell advisors, run your numbers. Use the RIA calculator at riacalculator.org. It’s private, free, and it’ll show you both your income and expenses under the RIA model versus staying where you are.
Secondly, follow us on LinkedIn. Just search RIA Confidential Podcast, where we’ll continue to share real advisor stories, resources, and behind-the-scenes insight.
And last but certainly not least, book a coffee call with me at riamentor.com. We’ll have a straight discussion about whether RIA independence is right for you or whether staying put is smarter for now.
[13:20 – 14:15] CLOSING
Jonathan: Perfect. That’s a wrap for episode two. Stick with us because in upcoming episodes, we’ll continue to break down case studies and provide helpful resources because it’s one thing to break away. It’s another to actually grow faster on your own than you ever did inside a broker-dealer. Thanks for being here, Ray.
Ray: Always a pleasure, Jonathan.
Jonathan: And to our listeners, thank you. This has been RIA Confidential. See you in the next episode. And like Ray said, be sure to check out the calculator at riacalculator.org. Follow RIA Confidential on LinkedIn and book a confidential call with Ray Gettins at riamentor.com when you’re ready to explore your options. And sometimes the best move is not to break away right now. My role is to help advisors make the smartest decision for their life and practice, whether that’s independence today, five years from now, or never. I’m Ray Gettins, your RIA mentor. See you next time.
👉 Ready to explore your future?
Total Episode Duration: Approximately 14 minutes, 15 seconds
United Advisor Group (“UAG”), is a federally registered investment adviser under the Investment Advisers Act of 1940. Registration as an investment adviser does not imply a certain level of skill or training. The oral and written communications of an adviser provide you with information about which you determine to hire or retain an adviser. UAG, Form ADV Part 2A & CRS can be obtained by visiting: https://adviserinfo.sec.gov and search for our firm name. Neither the information nor any opinion expressed is to be construed as solicitation to buy or sell a security of personalized investment, tax, or legal advice.
