Guiding Advisors Through the Survival Phase

Episode Summary

In this episode, Adam Figura sits down with longtime colleague Alejandro M. Jerez to unpack one of the most challenging — and defining — periods in an advisor’s career: the survival phase. Drawing from more than a decade of industry experience, Alejandro shares what makes the early years so difficult, why mentorship and market access are critical, and how habits, activity, and accountability ultimately determine long-term success. Together, they explore common mistakes new advisors make, the power of a team-based approach, and practical guidance for both next-gen advisors and the leaders bringing them into their firms.

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⏱️ Episode Timeline & Key Topics

• 00:02 – Welcome & Guest Introduction
• Adam introduces the podcast and welcomes Alejandro M. Jerez, highlighting his 13+ years in the industry and experience coaching next-generation advisors.
• 01:30 – What the “Survival Phase” Really Means
• Alejandro explains why the first three to five years can be true “sink or swim,” balancing client acquisition, compliance, paperwork, and learning the business — often with limited resources.
• 02:50 – Why Mentorship & Market Access Matter
• Adam and Alejandro discuss how mentorship and real market access create meaningful at-bats, and why simply “throwing advisors out there” often sets them up to fail.
• 05:00 – Knowledge, Attitude, Skills & Habits (KASH)
• They revisit the KASH framework and emphasize why habits and attitude are controllable early on, while knowledge and skills develop over time.
• 05:43 – The Power of Consistent Habits
• Alejandro shares how relying on one or two big cases early can be misleading — and why steady activity, client touches, and recurring revenue matter more than headline numbers.
• 07:17 – Activity Drives Momentum
• Adam reinforces the idea that this is a numbers game, and that consistent activity is what creates long-term growth and confidence.
• 07:54 – Time Blocking & Organization
• Alejandro explains why time management is critical, especially early on — including why paperwork should never replace prime prospecting hours.
• 09:21 – Tracking, Accountability & Knowing Your Numbers
• From AUM to new deposits, Alejandro breaks down how tracking metrics creates clarity, accountability, and predictability — even years into a career.
• 11:10 – Common Mistakes New Advisors Make
• They explore overconfidence, going solo too early, and failing to do the math before transitioning to commission-based roles.
• 13:35 – Why Teams Are the Future
• Adam and Alejandro discuss why team-based models are becoming the standard — especially for developing next-gen talent and integrating new ideas.
• 14:32 – Technology & Next-Gen Value
• Alejandro shares how younger advisors can add immediate value through technology, systems, and efficiency — including AI-powered follow-up and planning support.
• 16:14 – Adding Value Builds Confidence
• Adam explains why confidence grows when advisors focus on how they can contribute — not by trying to replace the senior advisor, but by enhancing the practice.
• 16:39 – Looking Back: What Would He Do Differently?
• Alejandro reflects on removing the “training wheels” too early and why deeper mentorship could have shortened his own survival phase.
• 18:39 – Trying Everything (and Learning What You Don’t Like)
• From networking groups to professional alliances, Alejandro explains why experimenting early helped him refine what truly fit his long-term vision.
• 19:52 – Failure Is Part of the Process
• Adam reinforces that failure is inevitable — and necessary — to discover what works and what doesn’t.
• 20:21 – One Piece of Advice for Next-Gen Advisors
• Alejandro emphasizes activity above all else: talk to everyone, create momentum, and let opportunities develop organically.
• 21:40 – “10 Meetings a Week” Philosophy
• Adam shares a simple benchmark that has stood the test of time for building a sustainable advisory practice.
• 22:10 – Advice for Hiring & Developing Next-Gen Advisors
• Alejandro explains why hiring is a long-term investment, how to identify hunger and cultural fit, and why mentorship pays dividends over time.
• 24:20 – Culture, Fit & Playing the Long Game
• Adam closes by stressing the importance of culture, patience, and intentional development when building advisory teams.
• 25:06 – Final Thoughts & Closing
• Adam thanks Alejandro for sharing his journey and insights, and wraps up the episode.

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✅ Key Takeaways

• The “survival phase” is real — and for many advisors it can last 3–5 years, not just the first 12–24 months.

• Mentorship + market access are the two biggest differentiators that help next-gen advisors gain traction faster.

• Habits beat hero years. Don’t build a career around one big case; build it around consistent activity and repeatable process.

• Time blocking matters early. Use peak hours for client-facing activity; handle paperwork and prep outside prime prospecting time.

• Track your numbers like a business owner. Metrics create clarity, confidence, and better decision-making.

• Going solo too early is a common mistake. Teams, structure, and aligned incentives increase the odds of long-term success.

• Next-gen advisors can add immediate value through technology, systems, planning support, and process improvement.

• Hiring a next-gen advisor is an investment. The right culture fit + development path creates long-term leverage and succession strength.

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🎧 Sound Bites

• “It really is sink or swim — that survival phase.”

• “Mentorship and market access are the two ends.”

• “You want to pick up the right habits from day one.”

• “You should never be doing paperwork in the middle of the day.”

• “If you don’t know your numbers, how can you be successful?”

• “If you aren’t failing, you aren’t trying.”

• “If you have 10 meetings a week, you’ll figure out a way to be successful.”

• “Make hiring a next-gen advisor a high-slow decision.”

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📇 Contact Info

Confident Advisor Practice Podcast

Host: Adam Figura

afigura@horizonfg.com

Guest: Alejandro M. Jerez

Founder & Financial Advisor, Valoris Wealth (Cambridge Investment Research Advisors)

ajerez@valoriswealth.com

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Disclosure

The views depicted in this material are for informational purposes only, and are not necessarily those of Cetera Advisors, LLC. They should not be considered specific advice or recommendations for any individual. Neither Cetera Advisors, LLC nor any of its representatives may give legal or tax advice.

Pete Bush, Bill Bush, and Andy Bush are registered representatives offering securities and advisory services through Cetera Advisors, LLC, member FINRA/SIPC, a broker/dealer and registered investment adviser.

Adam Figura is a registered administrative assistant of Cetera Advisors, LLC, member FINRA/SIPC.

Today’s guest is not affiliated or registered with Cetera Advisors, LLC. Any information provided by our guest is in no way related to Cetera Advisors, LLC or its registered representatives.

Cetera is under separate ownership from any other named entity.

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