Welcome to Grow Organically, the podcast presented by Catchlight(SM) where we host candid discussions with wealth management and financial pros. Each episode, we break down factors that affect growth at wealth management firms and how organizations can continue to be forward-thinkers in today’s competitive landscape. Join us as we chat with industry leaders and uncover actionable insights and success stories to help you achieve your growth goals. This podcast is for informational and educational purposes only. Catchlight does not endorse any investment adviser or provide advice or recommendations to any prospective or existing client of an investment adviser as to the selection or retention of that investment adviser. To learn more, visit: catchlight.ai.com Catchlight Insights LLC. © 2024 Catchlight Insights LLC. All rights reserved.
Grow Organically
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Podcast Overview
Welcome to Grow Organically, the podcast presented by Catchlight(SM) where we host candid discussions with wealth management and financial pros. Each episode, we break down factors that affect growth at wealth management firms and how organizations can continue to be forward-thinkers in today’s competitive landscape. Join us as we chat with industry leaders and uncover actionable insights and success stories to help you achieve your growth goals. This podcast is for informational and educational purposes only. Catchlight does not endorse any investment adviser or provide advice or recommendations to any prospective or existing client of an investment adviser as to the selection or retention of that investment adviser. To learn more, visit: catchlight.ai.com Catchlight Insights LLC. © 2024 Catchlight Insights LLC. All rights reserved.
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Publishing Since
6/20/2024
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Recent Episodes
June 3, 2026
EP 27 – Building a High-Performance Culture at an Advisory Firm with Michael Graham
<p><span style="font-weight: 400;">What if your daily actions were directly shaping the life you’ll look back on years from now?</span></p> <p><span style="font-weight: 400;">And what if growth, both personal and professional, could be engineered with clarity and discipline?</span></p> <p><span style="font-weight: 400;">In this episode, Dan Gilmartin interviews Michael Graham, CFP®, President and Co-Founder of Midwestern Securities, about building a firm rooted in intentionality and disciplined growth. Mike shares how starting with the end in mind, including writing your own obituary, can shape decisions across business and life. He explains how structured KPIs, guided client conversations, and repeatable systems drive consistent advisor performance. </span></p> <p><span style="font-weight: 400;">The conversation also explores coaching, accountability, and how investing in people can unlock untapped potential across a team.</span></p> <p><span style="font-weight: 400;">Key takeaways:</span></p> <ul> <li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">How defining a clear end vision helps align daily actions with long-term personal and business goals</span></li> <li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">Why structured KPIs and consistent activity tracking create predictable growth outcomes for advisors</span></li> <li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">How guided client conversations can improve engagement, trust, and overall client experience</span></li> <li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">The role of coaching and accountability in helping mid-level performers reach their full potential</span></li> <li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">Why simplifying systems and processes can make it easier for teams to execute and scale effectively</span></li> <li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">And more!</span></li> </ul> <p><b>Connect with Dan Gilmartin: </b></p> <ul> <li style="font-weight: 400;" aria-level="1"><a href="https://catchlight.ai/"><span style="font-weight: 400;">Catchlight</span></a></li> <li style="font-weight: 400;" aria-level="1"><a href="https://www.linkedin.com/in/dangilmartin/"><span style="font-weight: 400;">LinkedIn: Daniel Gilmartin</span></a></li> </ul> <p><b>Connect with Michael Graham: </b></p> <ul> <li style="font-weight: 400;" aria-level="1"><a href="https://www.linkedin.com/in/michael-graham-cfp-2bb81934/"><span style="font-weight: 400;">LinkedIn: Michael Graham</span></a></li> <li style="font-weight: 400;" aria-level="1"><a href="https://midwesternsecurities.com/"><span style="font-weight: 400;">Website: Midwestern Securities</span></a></li> </ul> <p><b>About our Guest: </b></p> <p><span style="font-weight: 400;">As the Chief Executive Officer of Midwestern Securities, Michael Graham, CFP®, provides visionary leadership and guides the company in pursuing bold ideas for the next chapter of its continued growth. He also provides consultation to the company’s financial institution partners on their long-term strategic growth and mutual success. In addition, Mike shares his many years of investment knowledge and time-tested philosophy as he serves on the Midwestern Securities Investment Committee, which oversees the Midwestern Securities Lighthouse Portfolios<img src="https://s.w.org/images/core/emoji/17.0.2/72x72/2122.png" alt="™" class="wp-smiley" style="height: 1em; max-height: 1em;" />.</span></p> <p><span style="font-weight: 400;">Mike has been in the financial services industry since 1996. An alumnus of Loras College in Dubuque, Iowa, Mike obtained his securities licensing soon after graduation. He then joined his father, John, to start John Graham & Associates, Inc., which he has since built into a thriving retail wealth management firm from which he continues to manage and serve the financial planning needs of multigenerational clients. </span></p> <p><span style="font-weight: 400;">He completed the CERTIFIED FINANCIAL PLANNER<img src="https://s.w.org/images/core/emoji/17.0.2/72x72/2122.png" alt="™" class="wp-smiley" style="height: 1em; max-height: 1em;" /> education program and passed the accompanying board exam in the spring of 2000. He currently holds seven other professional licenses. Mike was a driving force in the formation of Midwestern Securities Trading Company, LLC in 1999. He had a goal to bring accountability, expertise, and personal service to registered reps through a premier, emerging firm centrally located in the U.S.</span></p> <p><span style="font-weight: 400;">Mike is the host of the Banking on Growth podcast, interviewing industry professionals on topics that impact community banks and credit unions, as well as the financial advisors who operate within them. </span></p> <p><span style="font-weight: 400;">Mike resides with his wife and sons in the local area. Together, they keep focused on the 4Fs: Faith, Family, Fitness, and Fun.</span></p> <p><span style="font-weight: 400;">Mike is very involved in his community. He has served as a Peoria Riverfront Museum Foundation board member; is a past president of the East Peoria Chamber of Commerce; served on the Roanoke-Benson CUSD 60 School Board; served as president of the Pediatric Resource Center Board; is a past president of the East Peoria Police Pension Board; served on the Finance Committee of Peoria Christian School; and the Board of Trustees for Eureka College. He was recognized in 40 Leaders Under 40 Class of 2007 and was the 2016 Pediatric Resource Center recipient of the Champions for Children award.</span></p>
April 22, 2026
EP 26 – How RIAs are Using AI to Create Better Marketing with Michele Welsh
<p><span style="font-weight: 400;">Growth gets harder when every firm has access to the same tools.</span></p> <p><span style="font-weight: 400;">What separates strong marketing is not the software itself, but the judgment, structure, and empathy behind how it is used.</span></p> <p><span style="font-weight: 400;">In this episode, Dan Gilmartin speaks with Michele Welsh, Chief Marketing Officer at Verdence Capital Advisors, about building a practical AI and marketing system inside a wealth firm. She explains how her team evaluates tools through acceleration, accuracy, and innovation, how they train AI to reflect brand voice and empathy, and why clean CRM data drives better automation. Michele also shares how education-first content, strong prompt strategy, and patient distribution across formats help advisors build trust with high net worth prospects.</span></p> <p><span style="font-weight: 400;">Key takeaways:</span></p> <ul> <li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">Michele shares an AAI filter for judging tools by speed, better output, and new possibilities for teams</span></li> <li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">She explains why empathy, tone training, and compliance guardrails make AI output more personal and usable</span></li> <li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">Thoughtful prompts beat quick prompts when firms want content that sounds distinct and fits the brand</span></li> <li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">Clean CRM data helped advisors adopt automation by showing why bad inputs only create more bad outputs</span></li> <li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">Education across long, written, and short formats helps firms stay top of mind before prospects are ready</span></li> <li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">And more!</span></li> </ul> <p><b>Connect with Dan Gilmartin: </b></p> <ul> <li style="font-weight: 400;" aria-level="1"><a href="https://catchlight.ai/"><span style="font-weight: 400;">Catchlight</span></a></li> <li style="font-weight: 400;" aria-level="1"><a href="https://www.linkedin.com/in/dangilmartin/"><span style="font-weight: 400;">LinkedIn: Daniel Gilmartin</span></a></li> </ul> <p><b>Connect with Michele Welsh:</b></p> <ul> <li style="font-weight: 400;" aria-level="1"><a href="https://www.linkedin.com/in/michelewelsh/"><span style="font-weight: 400;">LinkedIn: Michele Welsh</span></a></li> <li style="font-weight: 400;" aria-level="1"><a href="https://verdence.com/"><span style="font-weight: 400;">Website: Verdence Capital Advisors</span></a></li> </ul> <p><b>About our Guest: </b></p> <p><span style="font-weight: 400;">Michele Welsh is the Chief Marketing Officer of Verdence Capital Advisors. Michele leads firm-wide marketing, branding, and content strategies. These include setting and executing technology-based marketing solutions focused on excellent client experience and unbiased, transparent financial advice. Her multifaceted career has included roles as an Art Director, Creative Director, and the Founder & CEO of two startups. Michele has been featured on national network media including GMA, Fox News, and The Today Show. Additionally, she brought her entrepreneurial teachings to the Johns Hopkins MBA program where she co-opted case studies with the Carey Business School. In her community, Michele is a co-founder and board member of Sisters Circle, a mentoring program for girls and young women from underserved communities in Baltimore.</span></p>
March 25, 2026
EP 25 – What High-Growth RIAs Do Differently with Mary Kate Gulick
<p><span style="font-weight: 400;">What actually separates firms that grow organically from those that rely on referrals and market lift?</span></p> <p><span style="font-weight: 400;">Daniel Gilmartin discusses the launch of Catchlight’s RIA Growth Marketing Proficiency Report with Mary Kate Gulick, Founder of MK Wealth Marketing. Together, they break down what organic growth truly means, how top independent RIAs are structuring their marketing teams, and the patterns that show up consistently in faster-growing firms.</span></p> <p><span style="font-weight: 400;">Dan discusses:</span></p> <ul> <li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">Kicking off Season 3 and introducing the RIA Growth Marketing Proficiency Report</span></li> <li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">How organic growth is defined, stripping out M&A and market-driven gains</span></li> <li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">The four marketing proficiency levels, from generalists to data-driven growth teams</span></li> <li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">Five key attributes of faster-growing firms: specialization, accountability, intentional investment, data-driven funnel math, and executive alignment</span></li> <li style="font-weight: 400;" aria-level="1"><span style="font-weight: 400;">And more</span></li> </ul> <p><b>Resources:</b></p> <ul> <li style="font-weight: 400;" aria-level="1"><a href="https://catchlight.ai/advisor-growth-program"><span style="font-weight: 400;">Access the RIA Growth Marketing Proficiency Report at Catchlight.ai</span></a></li> </ul> <p><b>Connect with Dan Gilmartin: </b></p> <ul> <li style="font-weight: 400;" aria-level="1"><a href="https://catchlight.ai/"><span style="font-weight: 400;">Catchlight</span></a></li> <li style="font-weight: 400;" aria-level="1"><a href="https://www.linkedin.com/in/dangilmartin/"><span style="font-weight: 400;">LinkedIn: Daniel Gilmartin</span></a></li> </ul> <p><b>About our Guest: </b></p> <p><span style="font-weight: 400;">Mary Kate Gulick is the Founder of MK Wealth Marketing and a seasoned marketing leader in the financial services industry. She has held leadership roles at firms including FiComm, Carson, TD Ameritrade, and IBM. Mary Kate specializes in helping wealth management firms align brand, strategy, and growth initiatives to drive measurable results.</span></p> <p><b>Connect with Mary Kate Gulick: </b></p> <ul> <li style="font-weight: 400;" aria-level="1"><a href="https://mkwealthmarketing.com/"><span style="font-weight: 400;">MK Wealth Marketing</span></a></li> <li style="font-weight: 400;" aria-level="1"><a href="https://www.linkedin.com/in/marykategulick/"><span style="font-weight: 400;">LinkedIn: Mary Kate Gulick</span></a></li> </ul>
30 total episodes available
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