234 Best Practices of Prospecting with Gavin Filasek, Wes Young, and Sten

In this episode, Sten Morgan sits down with Wes Young and Gavin Filasek to unpack the prospecting spectrum — from the early “brute force” days of calling anyone who would listen, to building a more mature system where value, referrals, niche expertise, and better communication create momentum. They discuss why early advisors need reps, why language matters, how to answer “what do you do?” in a way that creates curiosity, and how great firms build systems that help advisors grow faster. Wes and Gavin also share practical ways they use tax strategy, niche markets, client conversations, and referral processes to create a prospecting flywheel. The throughline: prospecting gets easier when you stop leading with your title and start leading with value.

Takeaways

1. Early prospecting is hard, but the reps build confidence. 
2. Don’t answer “what do you do?” with a label — lead with a problem you solve. 
3. The best advisors create value before they ask for referrals. 
4. Niches make prospecting easier because the problems are clearer. 
5. A repeatable process turns referrals, client conversations, and money-in-motion opportunities into a growth flywheel.

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