How did a commercial banker who lived just six blocks away from his future employer end up transforming a small investment firm from breaking even to nearly doubling its business in four years?
Brad Wheeler, President of Shaker Investments, shares his journey from commercial banking to leading a growing investment firm. With over 25 years in financial services, Brad has grown Shaker from seven employees and breaking even to eleven employees while nearly doubling the business in four years. He discusses the challenges of scaling a business, the importance of client retention over acquisition, and practical strategies for business development and client communication.
5 Key Takeaways➤ Client retention is more valuable than acquisition because the hardest client to get is the one you lost.
➤ Balance sheet analysis reveals business blind spots that profit and loss statements miss.
➤ Strategic pivoting requires honest self-assessment and letting go of ego when strategies aren't working.
➤ Communication frequency must match individual client preferences to prevent attrition.
➤ Transparency during both market wins and losses builds stronger client relationships.
Quote by Brad:
"When we make a mistake, that's when you got to get on the phone, and it's when you can talk to people. And I would say most people, when you do that, they're unbelievable. They're understanding and they respect the fact that you picked up the phone and made that call."Connect with BradWebsite: <a href="https://www.shakerinvest.com/">https://www.shakerinvest.com/</a>Email: <a href="mailto:brad@shaker-invest.com">brad@shaker-invest.com</a> Learn more about your ad choices. Visit <a href="https://megaphone.fm/adchoices">megaphone.fm/adchoices</a>

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Episode 287: Scaling Investment Firms and the Art of Client Retention

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