Unlocking Hidden Value: How Financial Advisors Can Leverage Investment Banking (Part 3)
In the third installment of our Raymond James investment-banking series, host Frank LaRosa brings together Ken Grider (Senior Managing Director, Raymond James Investment Banking) and a roundtable of Raymond James advisors - Lisa Detanna, Zac Hersman, Ryan Bass, Will Deupree, Cody Hilbun, and Mike Tutcher - to share how they’re practically weaving investment-banking capabilities into their wealth practices.
Advisor Talk with Frank LaRosa · Lisa Detanna, Zac Hersman, Ryan Bass, Will Deupree, Cody Hilbun, Mike Tutcher, Ken Grider, Frank LaRosa
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Show Notes
Across the conversation, the panel digs into:
• What IBex (Institute for Business Owner Excellence) and the Masterclass actually teach - and how “learning the language” opens doors with business owners and COIs.
• Why being early matters: profiling, asking better questions, and hosting local business-owner events that generate real pipeline.
• Multiple paths beyond a sale: capital-markets needs, growth capital, roll-ups, second bites, and direct private deals alongside traditional planning.
• Culture and collaboration: demystifying the process, quarterbacking expert teams, and the peer-to-peer sharing that’s accelerating growth across practices.
Key Chapters:
00:00 – Intro
03:10 – Ken Grider introduces the advisor lineup and program structure
05:17 – Lisa Detanna: 5.5 B AUM and 70% business-owner clients
10:14 – Training through IBex (Institute for Business Owner Excellence)
12:31 – How Raymond James bridges investment banking and planning
14:11 – Addressing big-bank perception vs. Raymond James capabilities
14:28 – Ryan Bass: learning the language of business-owner conversations
18:27 – Will Deupree: early-stage conversations that create loyalty
25:13 – Cody Hilbun: building an 18-person IB-focused advisory team
30:11 – Mike Tutcher: growth through Masterclass and golf-course networking
38:17 – Ken Grider: going where competition isn’t
39:29 – Zac Hersman: Americas Group and cross-border opportunities
45:06 – Lisa Detanna: culture, client-centric service, and firm leadership
50:16 – Inside IBex & Masterclass: demystifying the process
01:02:14 – Hosting local business-owner events and strategy summits
01:12:18 – Educating business owners creates lasting relationships
01:16:08 – Final thoughts: culture, vision, and paying it forward
If you work with business owners (or want to), this discussion offers concrete examples, candid lessons learned, and specific approaches you can adapt to your market - without promising outcomes and while keeping client interests front and center.
Resources:
Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com
Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com
Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com
JEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.com
Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/
Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners