March 2026 – The Broken Dealer

Building the Right Team: The “Who Not How” Framework for Scaling Your Practice (Ep. 23 | Pt. 5)

By The Broken Dealer | March 13, 2026

Most advisors are so buried in the day-to-day that they never stop to ask the most important question: Who should be doing this instead of me?

What would change in your business if you stopped asking “how do I do this?” and started asking “who should do this for me?”

In this episode, the fifth and final installment of their series on scaling financial advisory businesses, Carmine Corino and Daren Blonski break down the “Who Not How” framework and what it actually looks like to build a team that frees you to operate as the visionary in your firm. They walk through the key hires every advisor needs to scale, from executive assistants to COO-integrators to servicing advisors, and explain why the right culture matters just as much as the right candidate.

They also address how AI and CRM technology function as “digital who’s” that eliminate low-level tasks and create space for higher-value relationship work.

Carmine and Daren discuss:

How shifting from “how do I do this?” to “who should do this?” is one of the most important mindset changes for advisors who want to scale
Why hiring the right people is an investment, not a cost, and why the cheapest hire almost always costs you the most in the long run
How strong internal culture and trust-based leadership determine whether great hires stay and thrive or leave within months
The three key human roles every growing advisory firm needs: an executive assistant, a COO or integrator, and a servicing advisor
How AI platforms and CRM tools serve as technology “who’s” that automate low-level tasks and free your team to focus on client relationships
And more!

Resources:

Connect with Daren Blonski:

Connect with Carmine Corino:

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Why Your Ideal Client Avatar Is the Foundation of a Scalable Advisory Practice (Ep. 22 | Pt. 4)

By The Broken Dealer | March 6, 2026

Most advisors were trained to take every client who walks through the door. But what if that habit is quietly killing your ability to scale?

In part 4 of our series on scaling financial advisory businesses, Daren Blonski and Carmine Corino break down why defining your ideal client avatar is one of the most critical decisions you can make as an advisor. They explore how the scarcity mindset leads to burnout, why niching down creates more effective marketing and stronger COI relationships, and how big, ambitious milestones drive the behavioral changes needed to scale.

They also share real-world strategies for setting a client floor, eliminating what no longer serves your growth, and building accountability structures that keep you on track.

Daren and Carmine discuss:

How the fear of turning clients away keeps advisors stuck in a scarcity mindset that limits long-term growth
Why defining a clear ideal client avatar makes your operational systems repeatable and far easier to scale
How communicating your client floor to COIs positions you as more credible and generates better referrals
The power of compressing your 10-year milestone into a 3-year goal to force meaningful behavioral change today
Why elimination, not addition, is the most important discipline for advisors who are serious about scaling
And more!