))
Don’t Do That: Don’t Mistake Activity for Achievement with Nate Lenz, Concurrent
Manage episode 514246948 series 3650463
What does it take to build a platform that attracts entrepreneurial advisors while simultaneously making strategic acquisitions that most firms wouldn't even consider?
In this episode, host Kelly Waltrich sits down with Nate Lenz, CEO and Co-Founder of Concurrent, to discuss scaling with purpose, avoiding the trap of busyness, and why the best growth strategies often come from solving problems you see right in front of you.
Nate shares Concurrent’s unconventional path, from launching a minority equity investment program to acquiring a $10B retirement plan consulting business to targeting platform consolidation as their next major play. He reveals how his college football days shaped his leadership philosophy, why he'd rather his team work five productive hours than 80 busy ones, and how "speaking things into fruition" has become a secret weapon for execution.
Kelly and Nate cover:
00:01 – The non-linear reality of entrepreneurship + Concurrent’s momentum
01:47 – What makes Concurrent different
03:30 – Advisor centricity & celebrating independence in a consolidating industry
07:19 – Why the pendulum swung: aging demographics, mainstream PE & strategic FOMO
09:12 – How discipline + growth-mode bias protect returns
11:30 – Strategic logic behind acquiring Next Retirement Solutions
14:23 – Why firms should pursue creative acquisitions beyond AUM roll-ups
15:41 – Next play: targeting RIAs supporting 10–50 advisors needing scale
16:02 – How to identify true growth-mode firms beyond financials
18:33 – What drives organic growth: niche focus, not “anyone with $2M”
20:40 – Creating content that shows who you really serve
22:13 – Nate’s “Don’t Do That”: never mistake activity for achievement (wisdom from college football coach & John Wooden)
24:06 – Building a culture rejecting the “cult of busy” and focusing on outcomes
25:35 – The quarterly exercise: what’s the one thing that moves the needle?
26:30 – Don’t let perfect block good: launching Wealth Select + iterating on feedback
28:32 – Speaking solutions into existence: how socializing ideas drives innovation
31:09 – Framework for imperfect launches: define problem, incorporate authorship, iterate
36:48 – Kelly’s reminder: write down your goal and look at it daily
37:02 – Nate’s office philosophy: “No window is safe” when you need a whiteboard
About Our Guest: Nate Lenz, CEO & Co-Founder, Concurrent
Nate Lenz is the Co-Founder and CEO of Concurrent, bringing nearly 2 decades of experience in financial services and a singular focus on empowering advisors to have a meaningful impact on those they serve.
📩 Stay Informed – Join Our Newsletter!
Stay ahead of industry trends and get exclusive updates straight to your inbox: Sign Up Now https://intention.ly/
💬 Let’s Talk!
Have questions or ready to start your next marketing campaign? Contact us: https://intention.ly/contact-us/
Chapters
1. Kicking off the conversation: why scale is essential in the RIA space (00:00:00)
2. Concurrent’s momentum and what’s driving their success (00:01:46)
3. Advisor centricity and values at the heart of the business model (00:03:31)
4. The pendulum swing: aging advisors, PE, and industry FOMO (00:07:16)
5. How discipline and bias toward growth protect returns (00:09:12)
6. Strategic logic behind acquiring Next Retirement Solutions (00:11:30)
7. Creative acquisitions beyond traditional AUM roll-ups (00:14:23)
8. Targeting RIAs that need scale to survive (00:15:41)
9. Identifying firms in true growth mode (00:16:02)
10. Real organic growth comes from niche focus (00:18:33)
11. Creating content that reflects who you really serve (00:20:40)
12. Nate’s “Don’t Do That”: activity ≠ achievement (00:22:13)
13. Building a culture that rejects the cult of busy (00:24:06)
14. Quarterly focus: identifying the one thing that moves the needle (00:25:35)
15. Launching Wealth Select without letting perfect get in the way (00:26:31)
16. Speaking solutions into existence through advisor feedback (00:28:32)
17. Framework for launching imperfect solutions (00:31:09)
18. Kelly’s reminder: write down your goals daily (00:36:49)
19. Nate’s “no window is safe” whiteboard philosophy (00:37:02)
32 episodes
Share
