Episode Description
Growth in wealth management often comes down to trust, process, and knowing where to focus.
How do you build stronger referral partnerships with accountants and custodians? How can predictive analytics and technology enhance client relationships without losing authenticity?
In this episode of Grow Organically, host Dan Gilmartin speaks with Chris Thom, CFP®, ChFC, CLU, CWS, Executive Vice President and Strategy and Partnerships Officer at Sequoia Financial Group, about how his firm drives growth through referrals, wallet share expansion, and technology-led client engagement.
Chris shares lessons on scaling trust, focusing on strengths, and leveraging innovation to deliver integrated client experiences.
Key takeaways:
- How Sequoia deepened partnerships with accountants through co-location, events, and knowledge-sharing
- The firm’s disciplined process for maximizing referral conversions and building credibility
- Using predictive analytics to help expand wallet share while preserving advisor-client trust
- The role of AI and marketing insights in creating proactive, value-added client conversations
- Why firms should focus on core competencies and resist the “fear of missing out” on the latest trend
- And more!
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About our Guest:
Christopher (Chris) B. Thom serves as Executive Vice President and Chief Strategy & Partnerships Officer for Sequoia Financial Group, a national RIA with headquarters in Akron, Ohio. With 25 years of experience in financial advisory and wealth planning, Chris is dedicated to advancing Sequoia’s commitment to comprehensive, client-centered service. Chris uses his experience to strengthen partnerships with custodians and accounting firms, positioning Sequoia as a trusted partner for families navigating complex financial landscapes.
Chris is passionate about Sequoia’s growth culture, which emphasizes trust, specialization, and enduring relationships. Leading Sequoia’s partnerships, corporate development, marketing, retirement plan services, and wealth planning functions, he is a champion for the firm’s collaborative service approach. His goal is to make Sequoia the go-to destination for families across the wealth continuum seeking tailored, integrated long-term financial planning and investment management services.
Chris previously served in senior executive leadership roles at Charles Schwab, Edelman Financial Engines, and RWA Wealth Partners, and has volunteered on numerous working committees at the CFP Board of Standards. He received a BBA in marketing from Texas Tech University, is a CERTIFIED FINANCIAL PLANNER® professional, and holds Certified Wealth Strategist® (CWS®), Chartered Financial Consultant® (ChFC®), and Chartered Life Underwriter® (CLU®) professional designations.
Alongside his wife, Kim, and their three children, Chris resides in Sharon Township, Ohio, where he values the balance of family life, dabbling in music, and enjoying any form of Red Raider athletics.
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