Don't Do That
Podcast Description
Introducing the Don’t Do That podcast hosted by Kelly Waltrich: Sick of self-proclaimed experts on podcasts telling you what to do? Us too. Don’t Do That, hosted by Kelly Waltrich, is the antidote to canned cliches and generic business advice perpetuated on the popular platform. Every episode features a financial services leader, entrepreneur, or innovator sharing the mistakes he or she made on the road to success (whatever that might be for you), so you can take a shortcut to your goals.
Podcast Insights
Content Themes
The podcast covers critical themes surrounding business missteps and personal growth, including client interaction pitfalls, the integration of AI in professional environments, and innovative marketing strategies. For example, episodes like 'How AI is Revolutionizing the Advisor-Client Journey' and 'Don’t Assume You Know What Your Clients Want' delve into the real-life mistakes made by industry leaders, offering listeners concrete lessons on avoiding failure.
Introducing the Don’t Do That podcast hosted by Kelly Waltrich: Sick of self-proclaimed experts on podcasts telling you what to do? Us too. Don’t Do That, hosted by Kelly Waltrich, is the antidote to canned cliches and generic business advice perpetuated on the popular platform. Every episode features a financial services leader, entrepreneur, or innovator sharing the mistakes he or she made on the road to success (whatever that might be for you), so you can take a shortcut to your goals.
In this episode of Don’t Do That, Kelly sits down with Mike Barrasso and David DeCelle, co-founders of Wealth Reach, to break down how modern advisory firms should think about growth, prospecting, and technology. They explore the shift from passive referrals to proactive, data-driven outreach and why combining intent data with human follow-up is driving real results.
The episode features a powerful double “Don’t Do That”: don’t approach growth selfishly – focus on helping more people – and don’t skip the fundamentals by jumping straight into tactics without a plan. The takeaway is clear: sustainable growth comes from strong foundations, clear messaging, and disciplined execution, not shortcuts.
Kelly, Mike, & David cover:
00:00 Early traction and real results from Wealth Reach users (including a $500K win in week one)
00:48 Introduction to Mike and David and their backgrounds
02:53 Why Wealth Reach was built: “people in motion” vs. “money in motion”
05:43 How website visitor identification and intent data work together
08:59 Early results and what’s driving success
10:14 Why phone outreach still wins when paired with digital
11:17 The power of intent data in modern marketing
13:11 The sales infrastructure gap in advisory firms
14:21 How larger firms are building outbound teams
17:12 Don’t Do That #1: Don’t approach growth selfishly
20:59 Don’t Do That #2: Don’t skip planning or try to do everything at once
22:25 Reframing growth around serving clients
25:58 Why starting in the middle of the funnel fails
27:16 Building a full funnel before scaling tactics
30:34 Final takeaway: fundamentals first, then scale
About Our Guests:
David DeCelle is the Co-Founder of WealthReach and CEO of Model FA. David also co-authored Organic Growth Revolution with Dan Allison.
Mike Barrasso is the Co-Founder and CEO of WealthReach, an AI-powered organic growth platform purpose-built for RIAs and wealth management firms.
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