Bridgehead Prepared for David at Luminary
Luminary For David

Wealth Managers Sales Playbook

David, we’ll build your new sales team’s first 100 accounts in 10 days. The first 25 are below, and they’re yours either way.

If your Revenue Operations Manager seat stays open another quarter, ignore this. If it doesn’t, the next two minutes are worth it.

What we noticed

You raised a $22M Series A on September 10, and you said the money goes to add to your commercial team to meet strong, growing demand.

Your Account Executive and Business Development Rep roles have been posted since July 24, and your Revenue Operations Manager role went up on November 9.

  1. July 24 Account Executive and Business Development Rep roles first posted
  2. September 10 $22M Series A, led by Ten Coves Capital
  3. November 9 Revenue Operations Manager role posted; the first 25 accounts are on this page

What changes for your new AE

Your new sales team starts day one with 100 accounts you approved and drafts written to the first five, instead of spending their first weeks finding them. Your case studies show how your customers use Luminary; this shows which firms to call first, and why now.

Your first 25 accounts

Picked from how you describe your buyers in your Series A announcement and on your site. Each one has the reason it’s here and the source.

Yours either wayKeep these 25 whether or not we ever talk.
Cut any you wouldn’t callTell us why, and we replace it. We keep going until you’d keep at least 80 of the 100.
  1. Cresset New York office; national · family office, ultra-high-net-worth
    1

    A new head of family office services owns trust and estate delivery for the firm's largest families, which is the work you turn from documents into data.

    Signal: Jun 8, 2026 Source
    Buyer: Head of Family Office Services or CEO Susie Cranston
    Why it’s ranked here

    A strong fit.

    • A wealth manager, family office, trust company or CPA wealth arm serving high-net-worth families, in the size range of Caprock and SCS Financial, not a platform of hundreds of advisors.
    • Estate, trust or multigenerational planning is part of what the firm says it sells.
    • Enough planners that a repeatable, firm-branded estate deliverable matters across the team.
    • Something changed in the last nine months: a deal, a launch, a new head of planning or a new CEO.
    • Not already a customer. Caprock, IEQ Capital, Wealth Enhancement Group, SCS Financial, New Republic Partners and Bragg Financial are out.
    • Tax or legal work sits in the firm or right beside it, so more than one professional reads the same estate documents.
  2. Americana Partners Houston, TX and Southern California · $12.1B in client assets
    2

    A new family office group with an accounting arm serves business owners with multigenerational wealth, and it plans to take that practice nationwide.

    Signal: Sep 23, 2026 Source
    Buyer: Matt Celenza, who leads the family office group
    Why it’s ranked here

    A strong fit.

    • A wealth manager, family office, trust company or CPA wealth arm serving high-net-worth families, in the size range of Caprock and SCS Financial, not a platform of hundreds of advisors.
    • Estate, trust or multigenerational planning is part of what the firm says it sells.
    • Enough planners that a repeatable, firm-branded estate deliverable matters across the team.
    • Something changed in the last nine months: a deal, a launch, a new head of planning or a new CEO.
    • Not already a customer. Caprock, IEQ Capital, Wealth Enhancement Group, SCS Financial, New Republic Partners and Bragg Financial are out.
    • Tax or legal work sits in the firm or right beside it, so more than one professional reads the same estate documents.
  3. Waverly Advisors Smithfield in Pittsburgh, PA · 34 transactions since 2021
    3

    They bought a trust company, so trust and estate administration now sits inside the firm. Their CEO called acquiring trust companies a long-standing goal.

    Signal: Jun 17, 2026 Source
    Buyer: CEO Justin Russell or the head of the new trust business
    Why it’s ranked here

    A strong fit.

    • A wealth manager, family office, trust company or CPA wealth arm serving high-net-worth families, in the size range of Caprock and SCS Financial, not a platform of hundreds of advisors.
    • Estate, trust or multigenerational planning is part of what the firm says it sells.
    • Enough planners that a repeatable, firm-branded estate deliverable matters across the team.
    • Something changed in the last nine months: a deal, a launch, a new head of planning or a new CEO.
    • Not already a customer. Caprock, IEQ Capital, Wealth Enhancement Group, SCS Financial, New Republic Partners and Bragg Financial are out.
    • Tax or legal work sits in the firm or right beside it, so more than one professional reads the same estate documents.
  4. Aprio Wealth Management Garner in Plano, TX · about $6.1B after the deal
    4

    A CPA firm's wealth arm just absorbed a firm that advises concentrated-stock and multigenerational families, with a tax team down the hall to work from the same documents.

    Signal: Nov 2, 2026 Source
    Buyer: Head of Aprio Wealth Management
    Why it’s ranked here

    A strong fit.

    • A wealth manager, family office, trust company or CPA wealth arm serving high-net-worth families, in the size range of Caprock and SCS Financial, not a platform of hundreds of advisors.
    • Estate, trust or multigenerational planning is part of what the firm says it sells.
    • Enough planners that a repeatable, firm-branded estate deliverable matters across the team.
    • Something changed in the last nine months: a deal, a launch, a new head of planning or a new CEO.
    • Not already a customer. Caprock, IEQ Capital, Wealth Enhancement Group, SCS Financial, New Republic Partners and Bragg Financial are out.
    • Tax or legal work sits in the firm or right beside it, so more than one professional reads the same estate documents.
  5. Novare Capital Management Charlotte, NC · $2B+ in assets; employee-owned
    5

    They just hired someone whose job is multigenerational wealth transfer, and their managing director says wealth transfer is more than estate plans and investment strategies. That role needs estate documents turned into something the family can read.

    Signal: Sep 4, 2026 Source
    Buyer: Managing Director or the new legacy planning specialist
    Why it’s ranked here

    A strong fit.

    • A wealth manager, family office, trust company or CPA wealth arm serving high-net-worth families, in the size range of Caprock and SCS Financial, not a platform of hundreds of advisors.
    • Estate, trust or multigenerational planning is part of what the firm says it sells.
    • Enough planners that a repeatable, firm-branded estate deliverable matters across the team.
    • Something changed in the last nine months: a deal, a launch, a new head of planning or a new CEO.
    • Not already a customer. Caprock, IEQ Capital, Wealth Enhancement Group, SCS Financial, New Republic Partners and Bragg Financial are out.
    • Tax or legal work sits in the firm or right beside it, so more than one professional reads the same estate documents.
  6. Alvarez & Marsal Private Wealth Partners West Palm Beach, FL; offices in New York, Atlanta and Los Angeles · 20 people, 7 partners at launch
    6

    A new RIA with a wealth planning division and a former law firm chairman has to build its estate deliverables from scratch, in a firm style, for ultra-high-net-worth clients.

    Signal: Mar 3, 2026 Source
    Buyer: Practice Lead or head of the wealth planning division
    Why it’s ranked here

    A strong fit.

    • A wealth manager, family office, trust company or CPA wealth arm serving high-net-worth families, in the size range of Caprock and SCS Financial, not a platform of hundreds of advisors.
    • Estate, trust or multigenerational planning is part of what the firm says it sells.
    • Enough planners that a repeatable, firm-branded estate deliverable matters across the team.
    • Something changed in the last nine months: a deal, a launch, a new head of planning or a new CEO.
    • Not already a customer. Caprock, IEQ Capital, Wealth Enhancement Group, SCS Financial, New Republic Partners and Bragg Financial are out.
    • Tax or legal work sits in the firm or right beside it, so more than one professional reads the same estate documents.
  7. Bluespring Wealth Austin, TX; KDI team in Scottsdale, AZ · 16 professionals in the merged KDI team
    7

    Two client books just combined into one team whose stated depth is wealth transfer, so two sets of estate documents need one format.

    Signal: Oct 7, 2026 Source
    Buyer: The combined practice's leaders
    Why it’s ranked here

    A strong fit.

    • A wealth manager, family office, trust company or CPA wealth arm serving high-net-worth families, in the size range of Caprock and SCS Financial, not a platform of hundreds of advisors.
    • Estate, trust or multigenerational planning is part of what the firm says it sells.
    • Enough planners that a repeatable, firm-branded estate deliverable matters across the team.
    • Something changed in the last nine months: a deal, a launch, a new head of planning or a new CEO.
    • Not already a customer. Caprock, IEQ Capital, Wealth Enhancement Group, SCS Financial, New Republic Partners and Bragg Financial are out.
    • Tax or legal work sits in the firm or right beside it, so more than one professional reads the same estate documents.
  8. Evertern Wealth Naples, FL · about $2.4B team, newly formed
    8

    A new firm with no legacy systems is picking its estate planning stack now, for business owners facing liquidity events.

    Signal: Apr 10, 2026 Source
    Buyer: Founders Jason Stephens and Mic Lundon
    Why it’s ranked here

    A strong fit.

    • A wealth manager, family office, trust company or CPA wealth arm serving high-net-worth families, in the size range of Caprock and SCS Financial, not a platform of hundreds of advisors.
    • Estate, trust or multigenerational planning is part of what the firm says it sells.
    • Enough planners that a repeatable, firm-branded estate deliverable matters across the team.
    • Something changed in the last nine months: a deal, a launch, a new head of planning or a new CEO.
    • Not already a customer. Caprock, IEQ Capital, Wealth Enhancement Group, SCS Financial, New Republic Partners and Bragg Financial are out.
    • Tax or legal work sits in the firm or right beside it, so more than one professional reads the same estate documents.

Your new sales team’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

  • 100 accounts you approve, each with the reason
  • Drafts to the first five, in your voice
  • Your team runs it without us
  • Any account you cut, we replace

How does Luminary sell?

An outside read from your Series A announcement, your site, your customer stories and your postings, built to be corrected: tell us anything that’s wrong. Tap a clip to play it from that moment.

In your posts and interviews1 quotes
  1. When a store moves
    “tax and wealth transfer are the new alpha for high-net-worth clients”
    Series A announcement (PR Newswire via Morningstar), September 10
What your customers sayFrom Series A announcement (PR Newswire via Morningstar), Revenue Operations Manager posting, withluminary.com/users/wealth-managers, Case study: SCS Financial, withluminary.com/company, Case study: Caprock, Case study: Bragg Financial, Case study: New Republic Partners, luminary.com home
  1. SASeries A announcement
    “Its customers span the high-net-worth wealth management ecosystem, including Caprock, IEQ Capital and Wealth Enhancement Group, as well as leading tax advisory practices, AM Law 100 legal practices and trust companies”
    Series A announcement · Series A announcement (PR Newswire via Morningstar)
  2. RORevenue Operations Manager posting
    “Leading wealth managers, national tax advisory practices, and AM Law 100 law firms use Luminary to plan, model, and execute estate and wealth transfer strategies for their clients.”
    Revenue Operations Manager posting · Revenue Operations Manager posting
  3. JJCOO, Caprock
    “Before, we were spending more time grinding through documents. Now, we’re spending that time speaking with the client”
    Jefferson Jewell, COO, Caprock · withluminary.com/users/wealth-managers
  4. PHManaging Director of Wealth Strategy, SCS Financial
    “Luminary impressed everybody who used it.”
    Pam Halter, Managing Director of Wealth Strategy, SCS Financial · Case study: SCS Financial
  5. LFfounder story
    “At the heart of the problem is trust & estate information stuck in original documents”
    Luminary, founder story · withluminary.com/company
  6. JJCOO, Caprock
    “One day you realize there’s a better way — the PDF and PowerPoint diagrams just weren’t going to cut it anymore.”
    Jefferson Jewell, COO, Caprock · Case study: Caprock
  7. EAPresident, Bragg Financial
    “It was just much more data entry on our end with respect to the estate documents”
    Evan Anderson, President, Bragg Financial · Case study: Bragg Financial
  8. MKWealth Planner, Bragg Financial
    “Their response time to inquiries was long”
    Marta Keiser, Wealth Planner, Bragg Financial · Case study: Bragg Financial
  9. JLWealth Strategist, New Republic Partners
    “Being able to read a trust and instantly generate a summary has saved us hours per client.”
    Jack Lowe, Wealth Strategist, New Republic Partners · Case study: New Republic Partners
  10. JLWealth Strategist, New Republic Partners
    “It’s a fantastic, centralized resource for us to both review the same set of facts”
    Jack Lowe, Wealth Strategist, New Republic Partners · Case study: New Republic Partners
  11. ZDManaging Partner, New Republic Partners
    “We’re by no means trying to replace estate counsel”
    Zelle Dunn, Managing Partner, New Republic Partners · Case study: New Republic Partners
  12. LFFAQ
    “Luminary does not offer document drafting or other legal services.”
    Luminary, FAQ · luminary.com home
  13. SASeries A announcement
    “Luminary was built on the idea that wealth transfer is not a one-time event, but rather a set of ongoing services that will define the future of wealth management.”
    Series A announcement · Series A announcement (PR Newswire via Morningstar)
  14. SPTen Coves Capital
    “Trillions of dollars will change hands in the years ahead as wealth passes from one generation to the next”
    Steve Piaker, Ten Coves Capital · Series A announcement (PR Newswire via Morningstar)
  15. MKWealth Planner, Bragg Financial
    “Luminary is just more intuitive”
    Marta Keiser, Wealth Planner, Bragg Financial · Case study: Bragg Financial

Words you use

  • “wealth transfer”
  • “single source of truth”
  • “source-verified”
  • “human-in-the-loop”
  • “tax alpha”
  • “estate waterfall”
  • “firm-branded”
  • “system of action”
  • “AI-native”
  • “friction”

How the list learns your calls

In the first session you react to accounts like these: keep or cut, and why, the way you’d tell a cofounder. Each reason becomes a rule you can read, the pool re-scores, and ten more show whether it learned. Keep eight of ten and the hundred is built on your rules.

  1. You cut one on the call, and say why
  2. It becomes a rule
  3. The pool re-scores
  4. Ten more test it

Which questions can only you answer?

Your announcement and your case studies don’t say which firms you’d never spend a meeting on, or what a wealth manager has to see before they switch from a tool they already have. About 30 minutes of you reacting to real accounts answers these.

  1. 1

    Which firm shape closes fastest for your team: an advisor-led RIA, a family office, or a trust company?

    Row 1 is a family office, row 3 is a trust company, row 5 is an RIA hiring for multigenerational planning. Your answer reorders the list.

  2. 2

    Does a new acquirer or a new head of planning buy sooner than a firm with no change?

    Rows 12 and 21 turn on a new executive; rows 14 and 15 turn on a deal.

  3. 3

    Is there a size where you stop calling?

    Row 23 (160+ advisors on one platform) and row 22 ($40B) are here to find that line.

What does your Revenue Operations Manager’s first morning look like?

Without

The CRM you have now. The early weeks go to learning which accounts you’d call, and why.

With · Revenue Operations Manager, first morning

  • CCressetDraft written
  • APAmericana PartnersDraft written
  • WAWaverly AdvisorsDraft written
  • AWAprio Wealth ManagementDraft written
  • NCNovare Capital ManagementDraft written

A hundred accounts you approved, the rules behind them and drafts to the first five, so their time goes to buyers.

From week two, your mornings too: one brief, drafts to approve, every message sent by you.

How the 10 days run

What happens in the ten working days?

November 16, 2026 to December 1, 2026. About a day of your time in total.

  1. Before by November 16

    You send the customers you’d clone and three deals that went wrong, plus 10 to 20 emails or posts you wrote. “How you sell” is drafted from your talks and posts.

    You: 20 minutes
  2. Day 1 November 16

    The playbook session: we fill the gaps and correct the draft together. Your CRM is connected.

    You: 2 hours
  3. Day 2 November 17

    Your first rules are written; a few hundred companies are scored against them.

    You: none
  4. Day 3 November 18

    You review the first 25 (talking it through is fine).

    You: 30 minutes
  5. Day 4 November 19

    Your reasons become rules; you see the re-score and judge 10 more. First touches are written in your voice to the accounts you kept, and you read ten. Touches start logging to the CRM.

    You: 30 minutes
  6. Day 5 November 20

    The hundred is built. The research tool is set up; you test it on three accounts you know.

    You: 15 minutes
  7. Day 6 November 23

    The morning run is set up; your first morning, with us.

    You: 30 minutes
  8. Day 7 November 24

    You review all hundred, and any cut is replaced. Team training, session one.

    You: 1 hour 20 minutes
  9. Day 8 November 25

    Your first morning on your own. Training session two, hands-on for each person.

    You: 1 hour plus your morning
  10. Day 9 November 30

    Your second morning on your own. Each person on your team runs the morning alone.

    You: your morning
  11. Day 10 December 1

    Your third morning on your own. A week of touches is in the CRM. Handover sign-off.

    You: 30 minutes plus your morning
Kash Badami

Who builds it?

The person in the video does the work with you, from the first session to the handover.

$100M+in deals sold in a single year
$0 to $10MARR in 12 months, for a company I built
  1. “Kash and I built ERT Credit together in 2021. He took my MVP and turned it into a SaaS that hit $10M ARR in twelve months.”

    Jordan Anderson, CEO, PayStreetgobridgehead.ai/about

  2. “Analytical in approach, technologically-knowledgeable, and earnest in conviction, Kash was able to drive pipeline in a notoriously challenging tech region.”

    JBJason Brandt, Managing Director, Sales, ePlus inc.LinkedIn recommendation, April 2020

Where does this go from here?

Three options. Each one is fine.

Not a fit

Say so in a line, and that’s the end of it.

Not now

Keep the 25 and the read on how you sell, and share them. When the role fills, the offer stands.

Talk with Kash

Ask Kash to call you, or email him. He calls to set up a 30-minute strategy session. Bring your cofounder or your sales leader.

Your new sales team’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

  • 100 accounts you approve, each with the reason
  • Drafts to the first five, in your voice
  • Your team runs it without us
  • Any account you cut, we replace

Luminary sales playbook, in brief

Luminary sells AI estate planning software that turns estate documents into structured data for wealth managers, law firms, tax advisors and trust companies. David Barnard describes wealth transfer as an ongoing service, not a one-time event.Series A announcement (PR Newswire via Morningstar), withluminary.com/company

Customers describe the problem as time lost in documents and slide decks, and say Luminary frees them to talk with the family: “We’ve flipped it.”withluminary.com/users/wealth-managers, Case study: Caprock

Customers say the product saves hours per client on trust summaries, works beside the estate attorney, and replaced a tool that made the team enter documents by hand.Case study: New Republic Partners, Case study: Bragg Financial

The first 25 accounts for a new sales team are wealth management firms, family offices and trust companies, each scored on six rules and backed by a dated, sourced signal such as a deal, a launch or a new head of planning: fifteen strong fits, six in the middle and four edge cases that test the rules.

Prepared by at Bridgehead · November 9, 2026 · Every source

Questions founders ask

Can’t my AE build this when they start?

They can. But wouldn’t you rather they were selling? Reps spend 28% of their time selling, and the average new AE takes 6.2 months to ramp. This replaces the weeks they would spend building the list and learning what you already know.

28%: Salesforce, State of Sales (7,700+ sellers, 2022) · 6.2 months: Bridge Group, 2026 AE report (158 companies)

How much sooner does my new AE get to work?

From day one, because the accounts you approved and the first drafts are waiting. The average new AE takes 6.2 months to ramp, and at a $200K median OTE that is about $103K paid before they are fully productive. Only 48% of AEs hit quota.

6.2 months: Bridge Group, 2026 AE report (158 companies) · $103K: arithmetic ($200K median OTE × 6.2 months ÷ 12); Bridge Group, 2026 AE report (158 companies) · 48%: Bridge Group, 2026 AE report (158 companies)

We tried an outreach tool and it sounded like a robot. How is this different?

Nothing goes out on its own. Every account on the list is one you approved, every draft is written to one person, and you send each message yourself. It learns your voice from what you’ve written and from every edit you make.

How much of my time does it take?

About a day, spread across the ten working days: the 2-hour session on how you sell, short list reviews you can talk through, two training sessions and your first mornings. The hours your AE gets back go to selling, where reps spend just 28% of their time today.

28%: Salesforce, State of Sales (7,700+ sellers, 2022)

What happens after you leave?

It keeps learning. Each week it proposes rule changes from what your cuts, replies and silences showed, and you approve or reject each in a line.

Where does my data live?

In your own accounts: your Claude, your CRM, your files. Nothing runs on anyone else’s side, and any rule can be changed in plain English.

How is it priced?

The first engagement is one fixed price for the ten days. It depends on how many people we train and which systems we connect, so Kash quotes it on a short call. After handover, you can keep us on a retainer to keep supporting your sales process and refining it, if you choose that route.

The research behind this page 11 sources · 3 postings · 6 customers · 60 stores looked at

Your talks and posts

  1. luminary.com home
  2. withluminary.com/company
  3. Series A announcement (PR Newswire via Morningstar), September 10, 2026
  4. The SaaS News: Luminary raises $22M Series A, September 11, 2026
  5. Case study: Caprock
  6. Case study: New Republic Partners
  7. Case study: SCS Financial
  8. Case study: Bragg Financial
  9. withluminary.com/users/wealth-managers
  10. withluminary.com/users/law-firms
  11. withluminary.com/integrations

Your open roles

  1. Revenue Operations Manager, first posted November 9, 2026
  2. Account Executive, first posted July 24, 2026
  3. Business Development Rep, first posted July 24, 2026

Your customers

Caprock · IEQ Capital · Wealth Enhancement Group · SCS Financial · New Republic Partners · Bragg Financial (santehq.com/customers and your posts). Customer photos are from santehq.com/customers.

How the 25 were picked

60 stores found and scored on 6 rules; the 25 chosen to teach: 15 strong, 6 middle, 4 at the edges. Logos are from each store’s own site.

  • Sources: InvestmentNews, Wealth Solutions Report, Dakota, Pulse 2.0 and the firms’ own announcements, each opened and saved on November 9, 2026.
  • None of the 25 appears in your case studies or your Series A announcement, which name Caprock, IEQ Capital, Wealth Enhancement Group, SCS Financial, New Republic Partners and Bragg Financial.
  • Rows 11 and 13 (Simplicity Group, Cerity Partners) come from monthly roundups (August and September 2026); the source gives the month, not the day.
  • Where a source says nothing about estate planning or tax work, that rule scores low. It means not shown in the source, not absent.