In today’s episode, “What it really takes to move up market”, we discuss what it takes for advisors to work with business owners and affluent clients. Is it simply a matter of finding wealthier prospects, or does moving up market require something much deeper?

In this episode, we're joined by Brad Pashby, Regional Director, Advanced Markets and Business Development at PPI. Before joining PPI, Brad built a highly successful advisory practice of his own, after starting his career in a career sales organization. His journey took an unexpected turn when a conversation about a relatively modest insurance need led to a multi-million-dollar business opportunity, completely changing the way he viewed his practice and the market he served.

Brad challenges some of the biggest assumptions advisors have about moving up market. Is it really a gradual progression, or is it a fundamental step change in mindset, skills, and business strategy? He shares why many advisors may not be ready for that transition today, what needs to change if they are, and how advisors can start thinking more like the business owners they hope to serve.

Whether you're curious about working with affluent clients or actively looking to grow your business in that direction, this conversation will challenge your thinking and give you practical ideas to consider.

So, let’s get into it. Here’s “What it really takes to move up market” with Brad Pashby.

The views and experiences shared in this episode are for general educational purposes only. Advisors should work within the limits of their knowledge and experience and involve qualified professionals when handling complex matters. Client discussions and recommendations should be based on appropriate fact-finding, needs analysis, suitability and the client’s informed decision-making.

In today’s episode – “How AI is Changing the Referral Process” – we explore how AI is changing the way prospective clients evaluate advisors long before a first conversation ever takes place.

For years, advisors focused on being discoverable through search engines, websites, and social media. But increasingly, people are turning to AI tools to get answers, recommendations, and validation before reaching out to a professional. That creates a new challenge: if referrals are still the most valuable source of new business, what role does AI play in shaping the referral journey?

The questions we’re answering today are: How is AI influencing the referral process? What story are AI platforms telling about you and your practice? And how can advisors begin shaping that story?

Joining us to break this down is Geoff Evans, Vice-President of Marketing and Communications at PPI. Before launching his own businesses, Social Media Coach and The Animation Studio, Geoff spent years in the insurance industry as an advisor, sales trainer, and business coach, helping advisors build stronger practices and grow their businesses. He later dedicated much of his career to coaching advisors on how to use digital technology more effectively, giving him a unique perspective on how new technologies are adopted and where advisors often miss the bigger opportunity.

In this episode, you’ll learn how AI is changing advisor visibility, why authenticity and specialization matter more than ever, and what practical steps can help shape your digital reputation.

So, let’s get into it. Here’s “How AI is Changing the Referral Process” with Geoff Evans.

Important reminder for advisors: confidential client information should not be entered into public or consumer AI tools. AI-generated information may not always be accurate and should be independently verified.

In today’s episode – “Integrating Insurance Into a Wealth Practice” we unpack why so many wealth advisors struggle to bring insurance meaningfully into their planning—and why this challenge also creates real partnership opportunities for insurance-focused advisors looking to grow revenue.

For a lot of advisors, the challenge isn’t belief in the value of insurance—it’s bandwidth.

Insurance feels like a different world: slower processes, more conversations, more ambiguity. And many advisors who once led with protection planning years ago now find themselves out of practice, unsure how to reintroduce these conversations with clients who’ve since accumulated significant wealth. The result? Missed estate-planning opportunities, delayed conversations, and clients who only seek insurance once health issues have already changed the landscape.

The questions we’re answering today are:

1. Why is integrating insurance into a wealth practice so difficult for advisors?
2. How should an advisor decide whether to become the expert, build internal expertise, or partner externally?
3. And what does effective, trustworthy partnership actually look like in practice?

Joining us to break this down is Jaclyn Nemethy, Senior Director of Strategic Relationships at PPI. Jaclyn is part of a specialist team working exclusively with wealth-focused advisors as they build—or rebuild—their insurance capability. She brings deep insight into advisor capacity, partnership models, and the real-world habits that separate good intentions from actual implementation. In this episode, you’ll learn how to choose your lane, structure partnerships with confidence, and make simple process tweaks that finally bring insurance into the client conversation.

So, let’s get into it. Here’s “Integrating Insurance into a Wealth Practice” with Jaclyn Nemethy.