Ep 22 | He Quietly Built a $100M RIA... Here’s the Philosophy That Made It Possible - feat. Steve Selengut

Retirement planning isn’t about theory—it’s about income.

In this episode of The Advisors Edge Podcast, we sit down with legendary income coach and veteran investment advisor Steve Selengut, who built and sold a $100M+ RIA by focusing on one timeless principle:

Cash flow is king.  Everything else is noise.

If you're a financial advisor or RIA struggling to serve clients in a high-volatility, low-yield market—or wondering how to scale your firm with real value—you need this conversation.

Steve breaks down the strategies he used to:

→ Build a client-first, income-focused RIA model
→ Deliver real, realized income (not hypothetical total return)
→ Survive—and thrive—through multiple market crashes
→ Exit successfully and still serve the advisor community

He even shares the real story behind why most firms are failing retirees—and what your clients are really asking for (even if they don’t say it out loud).

💡 What You’ll Learn:

✅ Why "total return" is a myth—and the 3 numbers that matter
✅ How to use closed-end funds to generate consistent 7–9% income
✅ The case for profit-taking rules and real diversification
✅ Why most advisors are still stuck in accumulation-mode
✅ The mistake Steve made during his exit (so you can avoid it)

🔗 Connect with our guest:
Steve Selengut, Private Income Coaching and Investment Portfolio Review for: "The Income Coach"
LinkedIn:  https://www.linkedin.com/in/privateinvestmentmanagement/
Website:  https://theincomecoach.net/

👇 Follow Us:
📲 Advisors Edge Podcast:  https://www.linkedin.com/company/the-advisors-edge-podcast/

🔗 Connect with the Hosts:
Rob Jacomen, Founder, Niche Growth OS & Niche Mastery Academy
LinkedIn:  https://www.linkedin.com/in/rob-jacomen/

Chad Ramberg, President, Box Professional Insurance
https://www.linkedin.com/in/chad-ramberg-71278533/

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🛡️ Special thanks to Box Professional Insurance for sponsoring our show—because great leaders have a protection strategy, not just a policy.

Box Professional helps RIAs safeguard their firms with tailored risk programs, so you can grow without the blind spots.

✅ Real partners.
✅ Built-for-RIA strategies.
✅ No gaps. No surprises.

🔗 Learn more: https://www.boxproinsurance.com/

Box Professional Insurance — Build boldly. We'll protect what matters.

To Book a Call with Us: https://calendly.com/d/z3t-b6h-xt5
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Timestamps:
00:00 – The Income Coach Enters the Chat
03:20 – Why He Wrote the Book Advisors Actually Need
06:50 – The Wake-Up Call Every Advisor Needs
10:45 – What the Industry Doesn’t Want You to Know About Income Strategies
17:15 – The Day He Fired His Job and Built a Scalable Advisory Practice
21:30 – Why Most Advisors are Still Stuck in the ‘4% Rule’ Trap
26:15 – How to Use Volatility to Build Wealth (Not Fear It)
33:10 – The Secret Weapon Nobody Talks About: Realized Income Strategy
36:50 – The #1 Thing That Grew His RIA (and Why Almost No One Does It)
42:05 – From $0 to $110M: The Business Philosophy That Built It All
50:10 – The Exit Playbook: What He Learned Selling His RIA After 40 Years
56:15 – Most RIAs Miss This: The Income Strategy No One’s Teaching
1:02:45 – Final Thoughts: Legacy, Leadership, and Leaving People Better Than You Found Them