The advisor multiplier: How Sequent is redefining practice growth from the ground up

Great practices aren't built on corporate mandates;  they’re forged in the daily grind of client meetings, operational hurdles and the push to deliver real value. 

That’s why Action!’s Suleman Din caught up with Chelsea Kiehler, Managing Principal at Sequent Planning, to unpack what it actually takes to scale a modern advisory business.

From her days prioritizing payroll as a business owner to managing billions in AUM, Kiehler brings a practical, battle-tested perspective to practice growth. In this candid Q&A, she breaks down how Sequent is ditching traditional table stakes for tailored support, turning compliance into an ally, and helping advisors build durable businesses that put clients first.

Suleman Din: How do you stay on top of industry trends to make sure Sequent is always one step ahead? What are some key themes shaping your perspectives on what's next?

Chelsea Kiehler: I stay on top of industry trends in a few different ways. Conferences and industry research are certainly important; they help me understand the broader themes shaping the industry and give us perspective on what may be coming next. But I believe our most valuable source of insight is staying closely connected to advisors, particularly through our Advisory Board.

First and foremost, we will not be a firm that simply sends directives and ideas down from management when those decisions are disconnected from the experience of sitting across the table from a client. The people closest to clients often have the clearest view of what is changing, the questions clients are asking, the problems they need solved and where their expectations are headed. That feedback loop is incredibly important to me. We want to combine what we're seeing at the industry level with what our advisors are experiencing every day and use both to shape where we focus, how we evolve and what we prioritize.

At the end of the day, while we serve and support our advisors, everything we do ultimately has to create a better experience and better outcomes for clients. Staying close to advisors keeps us close to the people we're ultimately here to serve.

Din: What makes Sequent's support unique for independent advisors looking to grow? Are there services Sequent is developing that go beyond typical firm table stakes?

Kiehler: It starts with our culture and people. We have an entrepreneurial mindset and recognize that no two advisors (or their practices) are the same. Our job isn't to prescribe one definition of growth; it's to understand where an advisor wants to go and provide the support to help them get there.

We've built three distinct development paths – ramp up, accelerator and pre-transition – designed to meet advisors at different stages of their journey. Beyond traditional firm table stakes, we're investing in development, community, consulting and practice-management resources that help advisors grow both personally and professionally while building stronger, more durable businesses.

I think of our services as buffet-style. Some advisors fill their plate with everything we offer; others have a strong infrastructure already and select only the resources that fill a specific gap. Ultimately, our goal is twofold: develop the advisor and the practice while building a moat around the client relationship. If we can help advisors become better business owners, create stronger practices, and deliver an increasingly valuable client experience, we're creating growth that is sustainable – not just growth for growth's sake.

Din: How does Sequent demonstrate an "advisors-first" culture?

Kiehler: Being advisors-first is embedded in our mission: helping advisors put themselves in a place of distinction so they can ultimately do more for their clients. It's not just something we say; it's reflected in how we operate every day.

Our CARES values – Collaboration, Accountability, Respect, Ethics, and Service – define how we show up. Our FA KIT takes that commitment even deeper: we treat advisors like Family, take Action, value Knowledge, act with Integrity and support the Team.

Ultimately, we aim to be transformational for our advisors, not transactional. We understand the pressure they face because this business doesn't operate on a convenient timeline. Client needs often feel like they were due yesterday. There are fires to put out, difficult decisions to make, and moments when serving clients requires real sacrifice.

Our advisors shouldn't have to navigate those moments alone. We want to be right there beside them – solving problems, removing obstacles, sharing the load and helping them build stronger practices. When our advisors succeed and are better positioned to serve their clients, we've fulfilled our purpose.

Din: How is Sequent turning traditional compliance into a supportive growth partner rather than a roadblock?

Kiehler: At Sequent, we believe compliance should be a partner, not an adversary. That starts by giving compliance a seat at the table in business strategy discussions, not bringing them in at the end to simply say yes or no.

By understanding what our advisors are trying to accomplish upfront, our compliance team can help find the right path to get there. Whether an advisor wants to launch a new marketing initiative, develop new materials, or bring an idea to life, we can collaborate during the creation process or efficiently review what they've developed.

We're also focused on being proactive rather than reactive. We provide Compliance FYIs, timely reminders around required logs and responsibilities and supportive audits designed to identify potential issues before they become problems.

Ultimately, good compliance shouldn't slow responsible growth; it should help enable it. Our goal is to create an environment where advisors feel comfortable bringing ideas forward, asking questions early and working collaboratively with compliance. When we do that well, we're not only protecting the advisor and the firm; we're helping advisors confidently grow their businesses while protecting the clients we all serve.

Din: How does your background as a successful entrepreneur help you guide advisors as they build their own business?

Kiehler: This one hits close to home because I've lived the realities of entrepreneurship. I've had to prioritize which bills to pay to make payroll. I've been the boss who does every job when someone is sick, and I've dealt with the toilet breaking, the air going out and the anxiety of spending money on a new idea before knowing whether it will work. I understand the hope, the grind, and the grit it takes to build something.

I also have a uniquely diverse background that comes together around advisory businesses: Strategic Business Management, HR, an MBA focused on Financial Services, the CFA designation, building and selling a business, managing $3.2 billion in AUM, and consulting with Barron's and Forbes ranked advisors and teams.

But what matters most is that I genuinely love business, financial services, and helping people succeed. I want our advisors to build great businesses because their clients need them. We need more great advisors, and I want to use everything I've learned to help them become one.

Din: What is the most rewarding part of helping independent advisors build thriving, scalable practices?

Kiehler: The most rewarding part is seeing the evolution from dream, to wonder, to want, to action, to results and ultimately, to success. Growth is always a process, and I've found it tends to follow those steps.

There really are no overnight successes. Behind every thriving practice is a story of discipline, drive, determination, sacrifice and countless small decisions that compound over time.

What I love most is watching advisors begin to see what they're truly capable of. Sometimes the vision is there, but they need a plan. Sometimes they have the plan, but they need resources or accountability. And sometimes, they simply need someone who believes in the possibility and gives them a little encouragement to take the next step.

Then you get to watch the momentum build: the advisor grows, the team grows, the business becomes stronger and more scalable and ultimately more clients benefit. Being able to play even a small role in that journey and then watch someone achieve something they once only imagined is incredibly rewarding.

Din: What inspired your personal shift from serving ultra-wealthy clients to wanting to help ordinary americans achieve better financial futures and financial literacy?

Kiehler: During COVID, I was forced to pause. I was living in a state with significant lockdowns, and that isolation gave me more time for self-reflection than I had probably ever had. There's really no other way to describe it: I felt a calling to do something more.

At first, I thought that meant simply moving down-market from serving ultra-high-net-worth families with $10 million-plus to high-net-worth clients. But I quickly realized that wasn't it. I wanted to help expand access to quality financial guidance and improve financial literacy for everyday Americans.

In 2023, I joined SMS to build the Retirement Planning Center and develop a financial wellness platform. Then, in 2025, I became Managing Principal of Sequent with an even bigger opportunity: to become a multiplier.

Rather than helping one client at a time, I can help advisors become better, build stronger businesses, and reach more people who need quality financial guidance.

Today, I feel incredibly alive in the work I'm doing. I'm grateful every day for the opportunity to support advisors and, through them, help more people build better financial futures.

Financial planning and investment advisory services offered through Sequent Planning, LLC, a Registered Investment Adviser (RIA). Sequent Planning conducts business as Futurity First Wealth Management (FFWM). Futurity First Insurance Group (FFIG) and Sequent Planning are wholly owned subsidiaries of Senior Market Sales (SMS). Advisors are registered with Sequent Planning as independent contractors and not employees of Sequent. Insurance products, Legal, Tax and Accounting advice are not offered through Sequent Planning.