Growth in wealth management often comes down to trust, process, and knowing where to focus.
How do you build stronger referral partnerships with accountants and custodians? How can predictive analytics and technology enhance client relationships without losing authenticity?
In this episode of Grow Organically, host Dan Gilmartin speaks with Chris Thom, CFP®, ChFC, CLU, CWS, Executive Vice President and Strategy and Partnerships Officer at Sequoia Financial Group, about how his firm drives growth through referrals, wallet share expansion, and technology-led client engagement. 
Chris shares lessons on scaling trust, focusing on strengths, and leveraging innovation to deliver integrated client experiences.
Key takeaways:

How Sequoia deepened partnerships with accountants through co-location, events, and knowledge-sharing
The firm’s disciplined process for maximizing referral conversions and building credibility
Using predictive analytics to help expand wallet share while preserving advisor-client trust
The role of AI and marketing insights in creating proactive, value-added client conversations
Why firms should focus on core competencies and resist the “fear of missing out” on the latest trend
And more!

Connect with Dan Gilmartin: 

Catchlight
LinkedIn: Daniel Gilmartin

Connect with Chris Thom: 

Sequoia Financial Group
LinkedIn: Chris Thom

About our Guest: 
Christopher B. Thom (Chris) serves as Executive Vice President and Chief Strategy & Partnerships Officer for Sequoia, based in Akron, Ohio. With 25 years of experience in financial advisory and wealth planning, Chris is dedicated to advancing Sequoia’s commitment to comprehensive, client-centered service. A CERTIFIED FINANCIAL PLANNER and Certified Wealth Strategist®, Chris uses his experience to strengthen partnerships with custodians and accounting firms, positioning Sequoia as a trusted partner for families navigating complex financial landscapes.
Chris is passionate about Sequoia’s Growth Culture, which emphasizes trust, specialization, and enduring client relationships. Leading Sequoia’s marketing efforts, he champions the firm’s unique strengths, delivering on a vision where families receive seamless, customized solutions for wealth management, tax, estate, and financial planning. His goal is to make Sequoia a go-to destination for families seeking tailored, long-term financial planning and investment management services.
A Texas Tech University graduate with a BBA in Marketing, Chris is deeply invested in supporting his alma mater’s athletics. Alongside his wife, Kim, and their three children, Chris resides in Sharon Township, Ohio, where he values the balance of family life and a thriving professional career.

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