Unlock the secrets to successful wealth management with Kevin Corbett, Managing Director of Corporate Development and Strategy at Mariner Wealth Advisors. Gain valuable insights into Mariner's rapid growth strategy aimed at affluent and high-net-worth individuals, and discover how Kevin's expertise in M&A opportunities has propelled the firm to operate across 41 states with over 800 advisors. Learn the three keystones of Kevin's success: meticulous attention to detail, unwavering honesty and integrity, and the power of teamwork. Kevin also delves into the emotional journey of entrepreneurs transitioning from owners to employees, offering a unique perspective on the psychological elements of selling.

Trace Kevin's professional journey from working directly with individual clients to liaising with institutions and advisors. Explore his career-defining move to North Texas in 2003 to join Fidelity Institutional, where he played a pivotal role in helping advisors establish their own RIA firms. Uncover the story of Kevin's relationship with Marty Bicknell, the founder and CEO of Mariner Wealth, and how their shared values and trust shape Mariner's client-first mindset. This episode underscores the cultural considerations in business acquisitions and the importance of maintaining strong personal connections for long-term success.

In our conversation, we emphasize the significance of fostering a culture of success within a team, where putting the customer first and delivering exceptional value are paramount. We discuss the challenges of evaluating cultural fit remotely and the benefits of viewing partnerships over mere vendor relationships. Reputation and integrity take center stage as Kevin shares how high standards and nurturing long-term relationships can unlock growth opportunities. Finally, we highlight the indispensable role of CRM systems in managing deals, fostering accountability, and driving strategic decision-making through meticulous data tracking. Join us for an episode brimming with actionable strategies and insights into the dynamic world of wealth management.

Kevin helps lead the corporate development function at Mariner Wealth Advisors. His work includes the strategic lift-out of advisors and teams, assessing and identifying key talent for recruiting, as well as RIA firm acquisitions across the U.S. Kevin works closely with a wide range of industry participants (investment banks, RIA custodians, COIs, etc.) across the industry in pursuit of our goals. He is also a member of the Mariner Trust Company Board of Managers.

Prior to joining the firm, Kevin was a senior relationship manager at Fidelity Investments, where he worked closely with Mariner Wealth Advisors. Through his 17-year tenure at Fidelity, Kevin held various roles throughout the retail and institutional brokerage businesses, including positions in national financial services, capital markets and institutional wealth services. Kevin’s past experience also includes working as a head trader with Bainco International Investors. Kevin has a bachelor’s degree in marketing from the Isenberg School of Management at the University of Massachusetts in Amherst.

Quotes:

"I think attention to detail is paramount. Understanding every facet of a potential acquisition ensures our conversations are in-depth and truly beneficial."

"Honesty and integrity have been hallmarks of my career. In financial services, where trust is everything, being upfront and truthful builds lasting relationships."

"You can't achieve success in isolation. It's about leveraging the strengths of your team and knowing that it takes a village to close a deal."

Links:

Kevin’s LinkedIn - https://www.linkedin.com/in/kevin-w-corbett/

Mariner - https://www.marinerwealthadvisors.com

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/

Unlock the secrets to successful sales leadership as we sit down with Lee Weech, Vice President of Sales for Executech. Learn from Lee's vast experience as he discusses how Executech has thrived over the past 25 years in managed services, IT infrastructure, cybersecurity, and cloud solutions. Discover why cloud migration and robust cybersecurity measures are more critical now than ever and get tips on how to protect your corporate data in the age of AI technologies like ChatGPT.

Gain priceless insights from Lee’s early sales experiences, where transparency and confidence played a pivotal role in closing deals. Hear his candid stories about failures and the lessons they imparted, illustrating how accountability and resilience can turn professional hardships into stepping stones for success. Lee's personal philosophy on sales will inspire you, whether you're starting your career or looking to overcome your own professional challenges.

Peek behind the curtain of sales leadership with Lee as he shares the ups and downs of steering a team in the managed service provider industry. Learn the art of balancing responsibilities, the importance of self-care, and the role of delegation in fostering a cohesive and successful team. Lee’s approach to hiring, transparency, and leadership will offer you practical strategies to build a supportive, honest, and high-energy work environment. Tune in for invaluable lessons and inspiring stories that can transform your approach to sales and leadership. Lee Weech is the Vice President of Sales for Executech having helped clients find solutions for Managed IT, Security and Cloud-based solutions to improve their efficiencies for 8 years within 8 locations in 6 states.

Lee is originally from San Diego moving to Utah is 2005. Along with his two kids, Jackson 18 and Kara 16, they enjoy a very active life together including ATV riding, skiing, golf, hiking, paddle boarding, traveling and proud to carry the National Park annual pass. Lee enjoys giving back to the community as the former chair of the Salt Lake City President Ambassadors and volunteers within the Daybreak community in South Jordan, UT.

Quotes:

"Honesty, showing up, and transparency are the core values I hold true. Whether it's telling a client they don't need an expensive solution or showing up in a snowstorm, these principles build trust and long-term relationships."

"The hardest thing for me in leadership is delegation. By doing everything myself, I'm not helping my team grow. It's important to give them opportunities to handle challenging situations, knowing I've got their back."

"Reflecting on past failures, I've learned that lack of effort and attention to detail can lead to job losses, but these experiences also serve as critical learning opportunities. Accountability and resilience are key to transforming professional hardships into stepping stones for success."

Links:

Lee’s LinkedIn - https://www.linkedin.com/in/leeweech/

Executech - https://www.executech.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog

Kevin Kostiner, Chief Commercial Officer of ClimaFi, joins us to discuss their revolutionary microgrid technologies and strategic energy solutions. As grid instability grows, Kevin emphasizes the crucial need for businesses to secure reliable energy sources to avoid disruptions. Drawing from his own career, he shares invaluable advice on the importance of focus, passion, and perseverance. We also explore the shifting landscape of career trends in the tech industry, from long-term employment to frequent job changes.

In a heartfelt segment, we tackle the transformative power of vulnerability and genuine confidence. Behind the polished exteriors often seen at business events, many rely on artificial confidence to hide insecurities. By sharing personal anecdotes from my entrepreneurial journey and my daughter's post-college challenges, we highlight how embracing discomfort and being open about struggles can lead to meaningful connections and personal growth.

Lastly, we delve into authenticity in leadership and the evolving virtual work culture. The shift to remote work has allowed for greater authenticity and a healthier work-life balance. We discuss the importance of supporting employees' passions, the benefits of casual attire, and how personal touches in virtual settings can foster deeper connections. We also emphasize the significance of effective CRM systems in enhancing productivity and avoiding manual inefficiencies. Tune in for a comprehensive look at achieving success in sales leadership and creating a thriving, authentic work environment.

Kevin Kostiner is the Chief Commercial Officer at ClimaFi, an innovative startup backed by Google Ventures, focused on revolutionizing microgrid solutions through advanced software and funding. Prior to recently joining ClimaFi, Kevin spent 5 years as Head of Business Development & Partnerships at a leading electric vehicle charging manufacturer. As a recognized leader in the EV charging and renewable energy sectors, Kevin is focused on driving growth and forging impactful partnerships that expand sustainable solutions to deliver a greener present and future.

Quotes:

"In today's world of grid instability, businesses must proactively secure their energy needs to avoid operational disruptions. It's about building resilience and reliability into their infrastructure."

"The ability to focus, find interest in your work, and persevere through challenges are key drivers of success. It's not about a perfectly curated life plan but about being adaptable and seizing opportunities as they come."

"True confidence comes from embracing vulnerability and being genuine. The façade of artificial confidence at business events hides insecurities that many people have."

Links:

Kevin’s LinkedIn - https://www.linkedin.com/in/kevinkostiner/

ClimaFi - https://www.climafi.com

Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog