#4 Trust Is the Asset
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#4 Trust Is the Asset
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Trust is the real asset in an advisory business and it’s the first thing at risk when growth isn’t handled intentionally.
In Episode 4 of The Advisor’s Compass, Andy Schwartz and Chuck Downs unpack one of the most sensitive and misunderstood moments in an advisor’s career: introducing lead advisors and transitioning client relationships without losing trust.
Andy shares hard-earned lessons from building a multi-billion-dollar practice, including why most advisors wait too long to build a next-generation bench and how doing it wrong can quietly erode both client confidence and firm value.
This episode explores:
Why trust must transfer before responsibility does
How to introduce new advisors without clients feeling handed off
The difference between service advisors and growth advisors
How compensation and incentives protect alignment and retention
Why a business built around one person is harder to scale, value, or sustain
If your clients still only trust you, your business is more fragile than it looks.
This conversation is essential for advisors thinking about growth, continuity, and building something that truly lasts.
New episodes monthly.