027: Barry Glassman on Scaling a $1 Billion RIA from Ground Up & the Secret to Creating an Award Winning Culture

027: Barry Glassman on Scaling a $1 Billion RIA from Ground Up & the Secret to Creating an Award Winning Culture

In this episode, I talk with Barry Glassman, who is the President and Founder of Glassman Wealth Services®, where he leads an RIA that not only oversees a billion dollars of assets but has also been named best place to work by just about every major publication in the DC area. It’s amazing how Barry has found a way to both scale his business and his team very quickly, while at the same time creating an incredible place to work, this isn’t common in financial services and we cover a lot of how he does it in our conversation. Besides the best places to work awards, Barry’s also been featured in major publications such as The Wall Street Journal and Washington Post and has been honored with advisor awards from Barron’s, Financial Times, and Investment News to name a few.

Outside of the office, Barry’s an incredible chef and photographer and we speak to how incorporating this into his business and sharing it with his clients has helped deepen his connection from that of just a business relationship.


Here are a few highlights from our conversation:


  • We start off with the story of how Barry and I actually met and how this speaks to the importance of getting outside of your industry to learn and surround yourself with other big achievers. Some great insights here from Barry.
  • Next we get into FinTech and how this is changing the financial advising world and what you can do to take advantage of it as an advisor. There is also a great takeaway here that Barry learned from his client newsletter when he decided to run a secret survey on his clients to see who was actually reading it. Funny story that you all are going to love.
  • Finally we dive really deep into what sets Barry’s firm apart when it comes to building a team and the 1 characteristic he’s found that is critical in his hiring process. Also Barry shares a great outside of the box interview question to seek out this characteristic, I’m guessing a few of you will borrow it from him!

Already heard it once or twice? Please leave a short review here, and tell me which guests I should have on!





Want to take a look at all of Barry’s NYC shots? Click here to see more 🙂


  • [05:30] How to host your next event like a pro, so guys like Barry go out of their way to attend!
  • [07:12] Why it’s critical for you to look outside of the financial services industry if you really want to stand out.  
  • [13:00] Why great customer services is no longer special, it’s a minimum standard.
  • [15:44] How is FinTech changing the value we can bring to our clients?
  • [18:53] Find out how you can use technology to create more meaningful conversations with your clients.
  • [24:16] Is anyone actually reading your newsletter? Barry shares a story that highlights the 3 things your client communication must include in order to be effective!
  • [29:38] Discover the financial advisor website do’s and don’t’s and how Barry interrupts the pattern in order to separate himself from the pack!
  • [34:09] Barry shares his secret to showing your clients true objectivity. This may be one of the coolest things I’ve ever heard a financial advisor say!
  • [39:02] Don’t just talk the talk! Learn how you can “interrupt the pattern” at every point of communication, from your ‘About Us’ page on your website to your ‘Out of Office’ autoreply. This section is filled with gold and will help you build real relationships with prospects, clients, and influencers.
  • [49:09] What does it take to be awarded ‘Best Place To Work’ and why do most financial firms never even get considered!
  • [56:51] Barry reveals the single most important characteristic when hiring.
  • [01:00:51] Learn how to transfer the trust your clients have with you to your entire team.  
  • [01:06:55] Barry shares his favorite business book, which also happens to explain his company’s philosophy more than anything else.
  • [01:08:47] Why hitting a billion under management doesn’t matter to your clients. Remember, bigger isn’t always better.
  • [01:11:41] Find out why Barry thinks of Jeff Bezos when he hears the word successful.
  • [01:13:02] The best red wines you never heard of!  


  • Connect with Barry Glassman

Facebook |Twitter | LinkedIn | Instagram



Thanks for checking out our latest show, here’s this weeks featured review!

Elite Advisor Blueprint Review - LockwoodJ

LockwoodJ really appreciate the kind words and super excited for some of the guests we have booked and coming up so stay tuned, more big names to come including one of the largest RIAs in the country. By the way, for you out there who haven’t connected with me on Twitter yet and have ideas on future guests, look me up at @brad_johnson and let me know who I should have on!


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This is provided for informational purposes only. Producers are ultimately responsible for the use or implementation of these concepts and should be aware of any and all applicable compliance requirements. Results from the use of these concepts are no guarantee of your future success.

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