Episode 126: This week, Kyle Van Pelt talks with Sarah Simmer, Partner and Senior Wealth Advisor at Heritage Wealth Advisors. Sarah delivers customized wealth management and tax planning services to individuals and families, with a special focus on multi-generational households.
Sarah talks with Kyle about what world-class client experience truly requires, especially for ultra-high-net-worth families. She shares the tactical side of scaling a white-glove firm, highlighting the importance of rigorous client segmentation, the courage to have difficult fee conversations, and how to use data to determine exactly who you should and shouldn't be serving.
In this episode:
(00:00) - Intro
(03:10) - Sarah's money moment
(06:11) - How Sarah's mother influenced her career in wealth management
(09:13) - How an auditor's mindset translates to serving high-net-worth families
(10:30) - What client experience means for ultra-high-net-worth families
(13:16) - How Sarah uncovers and manages client expectations
(17:55) - Why proactively discussing fees can reinforce value
(22:46) - How Heritage scales white-glove service to ultra-high-net-worth clients