The Psychology of Prospecting: How VRGL Helps Advisors Win More Clients

Modern Financial Advisor

On this episode of the Modern Financial Advisor Podcast, Mike Langford welcomes Kyle Zasky, the new CEO of VRGL, for his first-ever podcast appearance. The two dive deep into why so many advisors struggle with client acquisition and how VRGL’s proposal and analytics platform is designed to change that. Kyle shares candid insights on the emotional hurdles advisors and prospects face, the importance of establishing trust quickly, and why tools that demonstrate value before conversion are the future of advisor growth.

They also explore:

• Why most advisors are stuck in a comfort zone that limits growth
• The “organ rejection” risk for new CEOs and how Kyle overcame it
• How AI is both exciting and anxiety-inducing for advisors
• Why great advisors are part portfolio strategist, part therapist

Whether you’re an advisor looking to sharpen your edge or a wealth management exec planning for scalable growth, this conversation delivers actionable perspective on what it takes to thrive in the modern RIA landscape.

Chapters:

00:00 Introduction and Episode Overview

01:19 Guest Introduction: Kyle Zasky

01:52 The Human Element in Financial Advice

03:27 Kyle's Journey to CEO of VRGL

08:20 Building Trust and Rapport

14:15 VRGL's Role in Client Acquisition

24:53 The Psychology of Financial Advising

30:55 Psychology of Financial Advisors

31:56 Addressing the Shortage of Financial Advisors

32:38 Reaching Younger Demographics

33:06 Expanding Financial Services Downstream

36:07 The Role of AI in Financial Advisory

38:50 The Importance of Human Touch in Financial Advisory

40:55 Building a Sustainable Financial Advisory Career

50:02 Navigating the FinTech Landscape

55:24 Future of Financial Advisory

01:00:10 Conclusion and Final Thoughts