Are you carrying the weight of every business decision on your shoulders?

In this episode of Don't Do That, Kelly Waltrich chats with Adrian “AJ” Johnstone, CEO and co-founder of Practifi, about the delicate balance of leadership decision-making. 

AJ shares his journey of leading Practifi back to its roots serving RIAs and why growth should be purposeful rather than pursued at all costs. With refreshing candor, AJ discusses the privilege of supporting financial advisors who help clients achieve their personal outcomes while offering practical advice about building strong teams and making confident decisions in the face of conflict.

Kelly and AJ cover:

2:07 AJ's background and a brief overview of Practifi as a "kick-ass CRM for advisors" 
3:11 Practifi's transformation and return to focusing on RIAs 
4:43 Evolution of Practifi's brand story and authentic positioning 
6:50 Practifi’s role in helping the advisor shine
7:06 The importance of integrity in growth strategies versus "grow at all costs" mentalities 
9:06 The freedom of growth and entrepreneurship without PE pressure 
10:35 AJ's “double-edged” Don't Do That: Don’t assume you have to make all the business decisions – but don’t hesitate to swim against the tide.
13:07 Building a strong leadership team and trusting their expertise 
14:37 Finding outside sounding boards and maintaining vulnerability as a leader 
18:26 Advice for financial advisors on defining growth on their own terms 
21:41 The challenges of CRM implementation and viewing technology as an investment 
23:12 Discussion about business planning gaps in the industry 
24:51 Caution against making decisions based on fear messaging and industry pressure
26:16 The importance of learning from mistakes on the path to success

Connect with Kelly Waltrich: 

• LinkedIn: Kelly Waltrich
• LinkedIn: Intention.ly
• X: Intention.ly
• Instagram: Intention.ly

Connect with Adrian Johnstone

• LinkedIn: Adrian Johnstone
• LinkedIn: Practifi
• Website: Practifi

About Our Guest:

Adrian has over 20 years experience helping advice businesses of all sizes leverage technology for growth. A regular presenter at industry events in Australia and United States, Adrian offers deep insight into the technology needs of advisors. Adrian owns Practifi’s go-to-market strategy and direction globally.