How to Build and Scale a Mission-Driven Advisory Practice

Think managing a financial advisory practice is challenging? Try running operations for a global organization with 36,000 members across 33 countries while navigating shifting political landscapes and maintaining a mission-driven culture. Kellan Brown has cracked the code on something advisors everywhere struggle with: how to scale efficiently without losing the personal touch that drives client loyalty.

In this candid conversation, Kellan shares the operational strategies that transformed her from nonprofit side-hustler to COO of one of finance’s most influential networks. We explore the frameworks that matter most to advisory practices: building systems that empower your team to deliver exceptional client experiences, creating multiple revenue streams that support your growth goals, and developing authentic relationships that turn prospects into advocates.

Key Topics Discussed:

• Scaling Global Operations: Managing 36,000+ members across 33 countries with practical strategies for growth without losing mission focus
• Team Investment Philosophy: The controversial 20% salary allocation rule for top performers and when to let others “rotate through”
• Revenue Diversification: Building multiple income streams from corporate sponsorships to membership models that support sustainable growth
• Volunteer and Team Engagement: Proven tactics for managing 600+ volunteers using structured handbooks, term limits, and career advancement opportunities
• Strategic Decision Making: The art of saying “no” to opportunities that look attractive but don’t align with core objectives
• Authentic Relationship Building: Why staying true to your personal brand creates stronger partnerships than copying others’ approaches
• Technology and Systems: Leveraging CRM platforms and data-driven processes to scale operations while maintaining personal connections
• Global Market Adaptation: Tailoring value propositions across different regulatory environments and cultural expectations
• Personal Mission Integration: Defining your purpose and values to guide business decisions and leadership approach

Resources:

• Organizations referenced: 100 Women in Finance, YPO (Young Presidents’ Organization)