In this Contrasting Viewpoints episode, Ray Sclafani and Mark Hurley sit down with Ryan Frederick, an expert in place planning and author of Right Place, Right Time, to explore why housing decisions deserve a seat at the financial planning table. Ryan explains that where clients live directly influences longevity, social connection, purpose, and physical well-being, making place planning a strategic decision rather than a lifestyle preference.

Drawing on his background in health, technology, and senior housing, Ryan shares insights from his research and experience on how living environments shape long-term outcomes. The conversation highlights common mistakes individuals make when it comes to place planning, including overconfidence in relocating and waiting too long to make necessary changes.

Also discussed, is the evolving role of wealth advisors and why integrating place planning into advisory relationships can lead to more comprehensive guidance. By helping clients think intentionally about where they live today and in the future, advisors can better support long-term well-being alongside financial success.

About Ryan Frederick:

Ryan Frederick is a thought leader, keynote speaker, and author focused on place planning, which is the strategic approach to choosing the right home for each stage of life. He is Founder and CEO of Here, helping individuals and organizations understand how living environments impact health, purpose, social connection, and long-term outcomes. Ryan is the author of Right Place, Right Time and serves on the Advisory Council for the Stanford Center on Longevity.

https://www.ryanfrederick.life/

About Our Hosts:

Mark Hurley

Mark Hurley is CEO of Digital Privacy and Protection, a cybersecurity specializing in serving clients of financial advisory firms and other professionals. Prior to that, he was CEO of Fiduciary Network, an acquirer of minority interests in RIAs. From 1998 to 2004, he was CEO of Undiscovered Managers, a mutual fund company that was sold to JP Morgan Asset Management. He began his career as an investment banker in the financial services division of Goldman Sachs, where he specialized in asset management. He is a graduate of the United States Military Academy at West Point and holds an M.B.A. from the Stanford Graduate School of Business.

To learn more about Mark Hurley and Digital Privacy and Protection visit dpripro.com

Ray Sclafani

After 20 years at AllianceBernstein, Ray Sclafani founded and heads ClientWise, the premier coaching and training company exclusively serving the financial services industry. Ray’s passion for serving leaders, advisors, and companies in the financial services sector is reflected in ClientWise and its unique coaching programs and team of credentialed coaches that help advisors and companies find the next level of professional excellence and financial success with greater focus and ease.

Ray’s experience as a seasoned specialist in coaching and training in the financial sector mirrors his long and profitable history in the industry. In his 20 years at AllianceBernstein, Ray was one of the company’s top sales professionals and executive leaders. His knowledge of how to create and execute on highly successful sales plans and build long lasting client connections was later utilized as founder and Managing Director of the Advisor Institute at AllianceBernstein.

As a complement to his coaching skills, he also holds a Master’s Certification in Neuro-Linguistics from the International Association for Neuro-Linguistic Programming and has participated in The Strategic Coach® Program for 17 years.

Ray’s book, You’ve Been Framed: How to Reframe Your Wealth Management Business and Renew Client Relationships, was published by Wiley in 2015. Ray holds a BA from Baylor University. He lives in Flower Mound, Texas with his wife and true life partner, Beth. Their two sons and Beth continually inspire his work and his passion for excellence.

To learn more about Ray Sclafani and ClientWise visit www.clientwise.com

In this episode of Contrasting Viewpoints, Ian Wenik joins the show to break down what it takes to build a future-ready RIA in a rapidly changing wealth management landscape. Wenik discusses the record pace of consolidation, the influence of private equity, and how major firms like LPL and Madison-Dearborn Partners are shaping industry trends. The conversation explores why transparency, talent retention, and cultural alignment are becoming essential to successful M&A, and how the professionalization of the RIA space is creating new expectations for firm leaders. Wenik also shares insights on where the next wave of consolidation may occur and what advisory firms must prioritize to stay competitive.

About Our Guest:

Ian Wenik is the editor of Citywire RIA, where he covers independent wealth-management firms, industry trends, and the fast-changing world of RIA M&A. As editor of Citywire RIA, Ian has authored hundreds of articles covering major M&A deals, private-equity transactions, and evolving strategies for advisors and independent firms, giving him a sharp view of where the RIA industry is headed.

About Our Hosts:

Mark Hurley

Mark Hurley is CEO of Digital Privacy and Protection, a cybersecurity specializing in serving clients of financial advisory firms and other professionals. Prior to that, he was CEO of Fiduciary Network, an acquirer of minority interests in RIAs. From 1998 to 2004, he was CEO of Undiscovered Managers, a mutual fund company that was sold to JP Morgan Asset Management. He began his career as an investment banker in the financial services division of Goldman Sachs, where he specialized in asset management. He is a graduate of the United States Military Academy at West Point and holds an M.B.A. from the Stanford Graduate School of Business.

To learn more about Mark Hurley and Digital Privacy and Protection visit dpripro.com

Ray Sclafani

After 20 years at AllianceBernstein, Ray Sclafani founded and heads ClientWise, the premier coaching and training company exclusively serving the financial services industry. Ray’s passion for serving leaders, advisors, and companies in the financial services sector is reflected in ClientWise and its unique coaching programs and team of credentialed coaches that help advisors and companies find the next level of professional excellence and financial success with greater focus and ease.

Ray’s experience as a seasoned specialist in coaching and training in the financial sector mirrors his long and profitable history in the industry. In his 20 years at AllianceBernstein, Ray was one of the company’s top sales professionals and executive leaders. His knowledge of how to create and execute on highly successful sales plans and build long lasting client connections was later utilized as founder and Managing Director of the Advisor Institute at AllianceBernstein.

As a complement to his coaching skills, he also holds a Master’s Certification in Neuro-Linguistics from the International Association for Neuro-Linguistic Programming and has participated in The Strategic Coach® Program for 17 years.

Ray’s book, You’ve Been Framed: How to Reframe Your Wealth Management Business and Renew Client Relationships, was published by Wiley in 2015. Ray holds a BA from Baylor University. He lives in Flower Mound, Texas with his wife and true life partner, Beth. Their two sons and Beth continually inspire his work and his passion for excellence.

To learn more about Ray Sclafani and ClientWise visit www.clientwise.com

In this episode of Contrasting Viewpoints, Ray Sclafani and Mark Hurley discuss the latest legal battles in the wealth management industry, including Merrill Lynch's TRO denial and UBS's lawsuit. They explore the impact of AI-driven RIAs and the significance of the Genius Act for stable coins. Special guest Ric Edelman shares insights on the evolving role of Bitcoin and digital assets in financial portfolios.

Takeaways:

• UBS's lawsuit underscores the intensifying battle for clients and talent.
• The Genius Act provides a regulatory framework for stable coins in the U.S.
• Stable coins offer a stable alternative to volatile cryptocurrencies.
• Financial advisors are increasingly recognizing the importance of crypto knowledge.
• The intersection of technology and finance continues to drive industry innovation.

About Our Guest:

Ric Edelman is a celebrated financial innovator, educator, and author who co-founded what is now Edelman Financial Engines. Beginning in 1986 with a mission to democratize advice, he has guided the firm to manage over $300 billion in assets and serve more than 1.4 million households.

Over four decades, Ric has built a reputation not just as a successful advisor but as a thought leader — hosting #1 financial radio shows, producing television series and PBS specials, and writing bestsellers like The Truth About Money and The Truth About Crypto. He also founded the Digital Assets Council of Financial Professionals (DACFP) and helped pioneer the Certificate in Blockchain & Digital Assets to bring crypto education into the mainstream investment community.

https://dacfp.com/finra-listed-cbda-designation/

https://dacfp.com/whitepaper-0625/

https://podcasts.apple.com/us/podcast/the-truth-about-your-future-with-ric-edelman/id1603081576

https://dacfp.com/convince-your-firm/

In this episode of Contrasting Viewpoints, industry veterans Ray Sclafani and Mark Hurley unpack the most critical trends reshaping the financial advisory profession.

They explore:

• The looming advisor shortage and what it means for succession planning
• How AI is transforming client service and operational efficiency
• The evolving expectations of high-net-worth clients
• The growing importance of accurate, real-time financial data

Special guest Kevin Knull, CEO of Tax Status, joins the conversation to discuss how his company is leveraging technology to streamline access to tax and financial information—helping advisors deliver more personalized, compliant, and data-driven advice.

The episode also examines:

• The wave of M&A activity in the RIA space
• How industry consolidation is changing the competitive landscape
• What advisory firms must do to adapt and remain relevant in a fast-evolving market

Key Takeaways:

• The financial advisory industry is facing a significant advisor shortage, with predictions of a 100,000 advisor deficit by 2034.
• The trend towards family office-like services is growing among advisors catering to affluent clients.
• The importance of cybersecurity and data protection is paramount as firms handle sensitive client information.
• Advisors need to adapt their fee structures to reflect the value of the services they provide, especially as they expand their offerings.
• The future of the advisory profession will require firms to leverage technology and data to remain competitive and meet client needs.

About TaxStatus:

TaxStatus is a fintech innovator dedicated to making tax records more accessible by showing businesses and individuals exactly what the IRS sees—often in hours rather than weeks. Their mission centers on empowering users through greater transparency, streamlined IRS access, and a customer‑centric approach that delivers faster responses and competitive pricing. Built on a culture of innovation, diversity, and openness, TaxStatus continues to iterate on its platform to provide creative, high‑value solutions for financial professionals and their clients

Want to get in touch with Kevin?

kevin@taxstatus.com

https://www.linkedin.com/in/knull/

https://www.taxstatus.com/about/

Check out Kevin’s book: Exploring Advice: What You Need to Know About Good Financial Advice, a Quality Financial Plan and the Role of a Fiduciary

In this episode of Contrasting Viewpoints, industry veterans Ray Sclafani and Mark Hurley dive into the transformative trends shaping the future of wealth management. They explore:

• SEI’s acquisition of Stratos Wealth – What does this signal for the RIA space?
• The growing importance of tax planning – Why advisors must embrace holistic financial strategies.
• The evolving role of centers of influence (COIs) – How trusted networks are reshaping client acquisition and referral dynamics.

Mark also revisits key predictions from his influential white paper, "Welcome to the Jungle", and the duo evaluates how those forecasts are playing out in today’s environment.

Other key themes include:

• The critical need for organic growth in advisory firms
• How demographic shifts are influencing business sales and succession planning
• What firms must do now to stay competitive in a consolidating market

Whether you're an advisor, industry executive, or just curious about the forces reshaping wealth management, this conversation delivers sharp insights and actionable takeaways.

Key Takeaways:

• Market conditions are currently favorable, but change is imminent.
• Advisors must focus on adding value to retain clients.
• Specialization and brand clarity are essential for success.

Links:

Welcome to the Jungle

Podcast: Peter Mallouk talks crazy deals, declining multiples and life as a clubbie

In this episode of Contrasting Viewpoints, Ray Sclafani and Mark Hurley are joined by Grant Rawdin of Westcott Financial to unpack some of the most powerful shifts happening in wealth management today. From Mercer’s transition to employee ownership to the changing demands of business-owner clients and the strategic use of alternative investments, they explore what it really takes to lead in today’s evolving landscape.

At the heart of the conversation is the Net Positive Consortium—a fast-growing movement of advisory firms committed to giving more than they take. Grant shares the story behind its founding, how firms qualify, and why it's resonating with both idealists and capitalists. Together, the trio tackles tough questions about purpose, performance, and what it means to act like a true professional in a consolidating, high-stakes industry.

Whether you're scaling a firm, building culture, or rethinking your impact, this episode delivers insight, candor, and actionable ideas you can bring back to your business.

Key Takeaways

• Advisors must evolve beyond traditional asset management to support business owners.

• The rise of alternative investments indicates a shift in market dynamics.

• The Net Positive Consortium aims to create a more sustainable and impactful advisory model.

• Client relationships are paramount in retaining business and trust.

• The industry is moving towards a more values-driven approach to leadership.

• The future of wealth management will require adaptability and innovation.

The Net Positive Consortium (NPC), based at netpositivewealth.com, is a collaborative coalition of U.S. wealth management and RIA firms dedicated to becoming “net positive”—that is, creating greater well-being for everyone they touch, from clients and employees to communities and the planet. Founded in 2023 and officially launched in October 2024, NPC operates around a five-pillar framework—Community, Clients, Team Members, Industry, and Planet—and invites firms to complete an Inventory Assessment, sign a public pledge, and implement initiatives in at least three pillars. Members gain access to peer study groups, quiet sharing of best practices, webinars, case studies, an Executive Brief titled Unlocking Our True Potential, and growing influence—evidenced by invitations to speak at events like Goldman Sachs' RIA Forum—while supporting measurable impact and industry-wide change.

Click here for the white paper, written by Mark Hurley and Brian Hamburger, titled 'Are You Trying to Get Sued?'

In this episode of Contrasting Viewpoints, Ray Sclafani and Mark Hurley delve into the evolving landscape of wealth management, discussing the rising demand for financial advice, the implications of new custodial fee structures, the variances in M&A offers, and the critical importance of cybersecurity for advisors. They emphasize the need for advisors to prepare for growth opportunities while managing risks effectively, particularly in the face of increasing cyber threats.

Key Takeaways

• Demand for financial advice is increasing, especially among affluent clients

• Pershing's new fee model signals a shift in custodial economics.

• Cybersecurity is a critical issue that advisors cannot ignore.

• Educating clients on cybersecurity can mitigate risks and protect advisors.

• The financial services industry is experiencing a divergence in growth among firms.

Click here for the white paper, written by Mark Hurley and Brian Hamburger, titled 'Are You Trying to Get Sued?'

Featuring Parker Ence, CEO, Jump AI

In this episode, Ray Sclafani and Mark Hurley are joined by Parker Ence, CEO of Jump AI, where they discuss the evolving landscape of wealth management, focusing on the impact of AI, emotional intelligence, and the importance of differentiation in a crowded market. They explore the implications of a fee increase by the CFP board, the potential of sports franchise investments, and the future of advisory fees in light of changing client expectations. In this conversation, Mark and Ray discuss the evolving landscape of wealth management, particularly focusing on the integration of AI technologies. They explore the dichotomy between traditional wealth management practices and the need for efficiency through AI, highlighting the role of JumpAI, a company that streamlines administrative tasks for financial advisors. The discussion also delves into ethical considerations surrounding AI usage, the importance of data privacy, and the future implications of AI in the financial sector.

Key Takeaways

• The human element in wealth management is becoming more important as AI advances.

• Advisors need to differentiate themselves in a crowded market to attract clients.

• The landscape of wealth management is changing, and advisors must adapt to remain relevant.

• Advisors need to find additional revenue sources to remain profitable.

• Jump helps advisors save time by automating follow-up tasks.

• The future of AI in finance will involve more integrated and proactive tools.

• Failure to adopt AI may lead to a competitive disadvantage for advisors.

Jump is an AI-powered assistant built specifically for financial advisors to streamline their workflows and enhance client engagement. The platform automates time-consuming tasks like meeting note-taking, task creation, follow-up emails, pre-meeting summaries, and compliance documentation. It integrates seamlessly with tools advisors already use—like Zoom, Teams, Google Meet, Salesforce, Redtail, and Wealthbox—so they can stay focused on client relationships instead of administrative work. Advisors use Jump to quickly generate personalized communications, capture detailed notes in their preferred format, and ensure audit-ready compliance—all with minimal manual input. By reducing administrative effort by up to 90%, Jump helps advisors save hours each week, improve operational efficiency, and create more meaningful, uninterrupted client conversations.

Learn more about Jump AI at jumpapp.com