The Connected Advisor 
The Rising Tide 
Building Tomorrow’s Advisors
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Episode 082: On this week’s episode of The Connected Advisor, I speak with JC Abusaid, CEO and President at Halbert Hargrove, about the company’s generational growth model.
JC shares how the firm transitioned from hiring experienced advisors with existing books of business to cultivating homegrown talent through a structured internship and mentorship program. He also discusses how Halbert Hargrove overcame the stigma of selling and the importance of separating management from client service roles to ensure efficiency and sustainability in a growing firm.
Key Takeaways
Halbert Hargrove has grown through strategic decisions and a commitment to sustainability. It involved deliberately prioritizing succession planning and developing the next generation of advisors.
Sales shouldn’t be a taboo word. If you believe in the value you bring to clients, selling is about helping more people.
A well-structured talent pipeline is crucial for any firm looking to sustain growth. Being intentional about sales, mentorship, and professional development leads to a stronger, more resilient team.
The firm transformed its internship program into a structured, meaningful experience. Mentorship and exposure to all aspects of the firm help interns understand career paths within the industry.
Quotes
“A manager can only do so much, but a mentor can have way more personal conversations. They can talk about stuff even from a human resource perspective. That creates a triage where the manager has to deal with what they’re measuring and hold people accountable. A mentor plays a critical role in accelerating somebody’s progress through the organization.” ~ JC Abusaid
“You have to have a philosophy about technology and innovation where you’re willing to try things, knowing that you’re going to flop. Some stuff is not going to work, and you’re going to go through some expensive tryouts. It doesn’t matter. You have to keep trying.” ~ JC Abusaid
“The industry is becoming more efficient and more aware of how to scale. If you don’t figure out how to outsource the stuff that you traditionally have been doing internally, you’re going to have big issues in expense structure.” ~ JC Abusaid
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Kyle Van Pelt
