Ep 277: Crafting A More Unique Value Proposition By Investing Into A More Focused Clientele with Lauren Oschman
Financial Advisor Success
Michael Kitces
4.8 • 696 Ratings
🗓️ 19 April 2022
⏱️ 98 minutes
🧾️ Download transcript
Summary
Lauren Oschman is the CEO of Vestia Personal Wealth Advisors, an independent RIA based out of Nashville that oversees $600 million in assets for nearly 500 households. Lauren has epitomized what it means to niche down by not only serving a unique niche of physicians, but also serving niches within their client base and providing hyper-specialized services that allow them to truly differentiate.
Listen in as Lauren shares how her firm has developed niches within their client base to better serve them, including advising on salary contract negotiations, mortgages, and disability insurance for variable incomes. You'll learn how the adversity Lauren faced in her career has shaped how she has built her firm to make a bigger impact, as well as why she believes that learning to communicate and cultivate human connections with clients is just as important as learning how to build a financial plan.
For show notes and more visit: https://www.kitces.com/277
Transcript
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| 0:00.0 | Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with |
| 0:06.8 | financial planner, speaker, and consultant Michael Kitsis to hear stories of how leading |
| 0:12.1 | financial advisors navigated the inevitable challenges that arise on the path to success |
| 0:17.2 | and get insight from leading industry consultants about how to break through to the next |
| 0:21.9 | level in your advisory business. And now here's your host, Michael Kitsis. Welcome, everyone. |
| 0:28.1 | Welcome to the 277th episode of the Financial Advisory Success podcast. My guest on today's |
| 0:33.6 | podcast is Lauren Oshman. Lauren is the CEO of Vestia Personal Wealth Advisors, |
| 0:38.3 | an independent RAA based in Nashville, Tennessee that oversees nearly 600 million in assets |
| 0:42.7 | under management for 500 client households. What's unique about Lauren, though, is how she and her |
| 0:47.9 | firm not only serve a unique niche of physicians, but have also built practice groups within the |
| 0:52.3 | firm that serve niches within the niche, |
| 0:54.4 | including female physicians and orthopedic surgeons, |
| 0:57.0 | and how they've developed hyper-specialized services for their unique clientele |
| 1:01.0 | that allows the firm to truly differentiate. |
| 1:04.0 | In this episode, we talk in depth about how Lauren and her partners built a firm dedicated |
| 1:08.3 | to providing high-touch service that still fits in the busy |
| 1:11.4 | lifestyles of physicians. How the firm develops services that help their physician clients with the |
| 1:16.7 | unique challenge they face when it comes to salary contract negotiations and mortgages and |
| 1:21.3 | disability insurance for doctors with highly variable income. And the way that Lawrence firm is |
| 1:25.9 | specialized in student loans and helping |
| 1:28.4 | physicians understand when they may qualify for potentially six-figure public student loan |
| 1:32.7 | forgiveness for their nonprofit hospital work. We also talk about how starting her career in a male |
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