In this episode of Financial Behavior Thought Leaders, Dr. Mary Bell Carlson welcomes Evan Beach, CFP®, EA, AWMA®, a nationally recognized wealth management speaker, author, and one of Financial Behavior Keynote Group’s exclusive speakers. Evan stands out in the industry not just for his engaging keynotes but for being a true practitioner—he continues to work directly with clients while bridging the gap between financial research and real-world application.

Mary and Evan dive into his signature keynote, “Retain and Gain: An Evidence-Based Client Communication Schedule to Maximize Referrals and Retention.” Evan shares his journey from cold-calling in a Philadelphia boiler room to leading growth and business development for a major RIA firm, drawing on his years of front-line client work and his passion for translating academic research into actionable advice. This conversation is especially relevant for financial advisors, planners, and event organizers looking for practical, research-backed strategies to improve client retention, boost referrals, and challenge the “we’ve always done it this way” mindset in financial services.

Throughout the episode, Evan reveals how he crafts keynotes that blend storytelling, real-life results, and interactive insight. Listeners will get a behind-the-scenes look at how he developed his evidence-based communication schedule, and how it dramatically changed both client outcomes and firm growth at his prior firm. He also shares personal stories that shape his approach to client work, keynote speaking, and life—including a powerful lesson learned from the 2013 Boston Marathon bombing.

About Evan Beach:

After graduating from the University of Delaware and Georgetown University, Evan pursued a career in financial planning and is a practicing CFP® professional and IRS enrolled agent. He was the first G2 partner at a $1B+ RIA before selling his shares back to launch Exit 59 Advisory.

Evan’s extensive experience in retirement income and tax planning as well as practice management has attracted industry and media attention. Evan is a columnist for Kiplinger and a frequent contributor to Yahoo Finance, CNBC, Credit.com, TheStreet.com, Bloomberg News, and U.S. News and World Report, among others. He served as a special topics instructor at Texas Tech University’s highly regarded undergraduate and graduate personal financial planning programs for over eight years.

A native of Bethesda, Maryland, Evan spent almost all his adult life in the capital region. Evan lives in Old Town, Alexandria, with his wife, Ali, daughters Viv and Lucy, and dog, Tenley.

Five Key Takeaways:

1. Break Free from Tradition – Let Data Drive Your Process
2. Evan underscores the importance of moving beyond “the way we’ve always done it” in client communications. Rather than sticking to annual meetings or quarterly investment updates out of habit, advisors should turn to research and client feedback to shape their engagement cadence and content. By asking “why?” at every turn, advisors can uncover practices that truly add value rather than just ticking a box.
3. Evidence-Based Communication Yields Big Results
4. Drawing on research from Texas Tech and other universities, Evan demonstrates that the frequency and nature of client communications tangibly impact both client retention and referrals. He details how his firm shifted from annual to more frequent, targeted touchpoints—such as monthly investment updates and biannual meetings—which significantly increased client satisfaction and loyalty.
5. Tailor Communications to Client Needs (Not Just Firm Preferences)
6. One of the biggest lessons is that value is defined by the client, not the advisor. Evan encourages advisors to ask clients directly what they find valuable, monitor their engagement (such as email open rates), and adjust their approach accordingly. Not every client needs or wants the same frequency, especially as the relationship evolves—newer clients may initially want more touchpoints, while long-term clients usually prefer less frequent, high-impact meetings.
7. Bridge the Research-to-Practice Gap
8. Evan’s career has centered on bringing rigorous financial planning research to life in actual practice. He shares examples of how research insights can—when thoughtfully applied—immediately enhance advisory workflows, improve client communications, and boost overall results. But he also highlights the reverse: real-world implementation sometimes challenges or refines academic theory, creating a two-way street between research and practice.
9. The Power of Proactivity (and Real-Life Stories)
10. Advisors should prioritize proactive client engagement—answering questions before they’re asked, and addressing concerns before they become problems. Evan illustrates this with systems like sending regular, relevant video updates based on client questions, and proactively sharing the “why” behind portfolio moves. He also shares how his keynote is shaped by a sense of urgency and perspective, drawn from personal experiences like the Boston Marathon story, inspiring both advisors and audiences to take immediate, meaningful action.

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