I've come to a conclusion that would have shocked a younger version of me: the Carolinas might have the best barbecue in America.

For years I held fast to Kansas City and Texas. Burnt ends. Brisket. Thick, sweet sauce. Somewhere along the way, maybe as my palate matured, maybe just from living here long enough, I found myself drawn to the bright tang of vinegar-based Carolina barbecue. These days, it's king for me.

Which makes what happened earlier this week a little ironic.

I spent an afternoon doing meetings at one of my favorite places in Charleston, Lewis Barbecue. I sat outside while smoke drifted over from the pits, carrying the scent of brisket and ribs that had been cooking low and slow for hours. You don't just taste a place like that. You breathe it in.

And here's the thing about Lewis: it's Texas barbecue. It sits in the heart of the Lowcountry, and it keeps growing across the Southeast. It brings a New Mexico and Texas sensibility with it, a reverence for the Hatch chile and a deep respect for brisket. Then it meets the vinegar, the local ingredients and the culture of this place, and the whole thing coalesces into something wholly other.

You can get the best of both worlds in one tray. Texas and Carolina, honored together, and what emerges is something new. John Lewis grew up in El Paso, cut his teeth in Austin, and hauled his smokers to Charleston in 2015. As he once put it to Atlanta Magazine: "We took something good and made it better."

I keep coming back to that idea of influence. Lewis didn't abandon where he came from, and he didn't ignore where he landed. He took the best of both and created his own thing.

That's a powerful model for those of us in wealth management. The firms I admire most carry their roots with them, whether that's a wirehouse pedigree, an independent streak or a family-office sensibility, and they stay open to what's around them. New tools, new client expectations, new ways of delivering advice. The best of those influences get folded in, and the firm becomes something its clients can't find anywhere else.

That takes confidence. Honestly, it takes a whole lot of dedication and a real determination to understand who you are and what you care most about.

For Lewis, the center of gravity is brisket. Beef is king in a land of pork, and they own it. They bring their methodology with them and they don't apologize for it. Lewis has said his kitchen goes through about two tons of brisket a week and wastes none of it. Trimmings go into the house sausage, and the rest of the fat gets rendered. "We don't buy oil anymore," he told Texas BBQ Posse. "We cook with all-beef tallow."

Over at Home Team BBQ, they own their pulled pork. And I'd be remiss not to tip my hat to Rodney Scott. His Charleston spot has closed as he's gone on to celebrity-chef fame, and his spatchcock turkey will be deeply missed. It's been a staple at my Thanksgiving table for the past six years, an extraordinary piece of craft that takes turkey to stratospheric heights. Each of them knows exactly what they are, and each of them commits to it fully.

Charleston is better for having all of them. Nobody is trying to be everything. Everybody is trying to be exceptional at the thing they care about most.

What's your brisket? What's the thing your firm does with so much conviction that people seek you out for it? If you can't answer that quickly, it's worth sitting with.

Here's my one hard rule: never get barbecue for takeout.

You'll get the meat, sure. But you'll miss so much of it. The ambiance. The vibes. The line of people who drove across town for this. The smoke. Great barbecue is a cultural experience, and the food is only part of it.

The same is true for what we deliver to clients. A plan, a report or a portfolio can be technically excellent and still feel like takeout, handed over in a bag and unwrapped after the warmth is gone. The firms that earn deep loyalty let clients feel the craft. They can sense the care behind the work, the hours that went into it and the dedication that runs through every interaction.

That's my hope for everything we're building, and for everyone reading this.

I hope we help people smell the smoke. I hope they feel it. I hope the way we exist gives off a real presence, a spirit of dedication to a craft we care deeply about.

When you do that, respect follows. Clients don't just stay. They bring friends. They tell the story. The work becomes a bit of a celebration.

So find your brisket. Own it with confidence. Let the best influences shape you into something wholly your own. And whatever you do, don't let your clients settle for takeout.

Until next week,

Jud

Episode 167: This week on Next Mile, Kyle Van Pelt is joined by Marcos Segrera, Principal, Wealth Manager, and Director of Growth & Development at Evensky & Katz/Foldes Wealth Management. Marcos began his career in insurance before moving into the RIA channel, where his work now spans client advice, advisor development, growth strategy, and the firm’s next generation of leadership.

Kyle and Marcos explore why sales is really a transfer of confidence, and why RIAs need to invest more intentionally in developing young advisors. Marcos shares how Evensky & Katz is expanding its approach to marketing and content as AI makes authentic human connection more valuable. They also discuss “funded contentment,” the role of advisors as guides, and why firms preparing for AI should focus first on clean data, documented workflows, and client-facing talent. 

In this episode:

(00:00) - Intro

(02:33) - Marcos's money moment

(06:31) - Why learning to sell still matters

(10:09) - Developing advisors straight out of college

(14:37) - Why Evensky & Katz is investing in content

(19:45) - Why authenticity matters more in the age of AI

(21:57) - Finding purpose beyond financial success

(27:01) - Why AI won't replace human connection

(29:49) - The value of an advisor who challenges you

(32:12) - Preparing a 40-year-old firm for AI

(35:41) - Designing the workflow before choosing the technology

(37:07) - Marcos's outlook on the future of the wealth management industry

(41:21) - Marcos's Milemarker Minute

AI tools change fast, but your firm's decisions still have long-term consequences.

Kailash Duraiswami and I discussed how wealth management firms can evaluate AI tools, focus on lasting foundations like data and governance, and avoid chasing every new release.

Missed the session? Learn how to make smarter AI decisions for your firm by watching the webinar replay here:

If you would like to arrange a meeting time, please reply to this email, and we’ll schedule something on the calendar.

Jud Mackrill