With markets no longer providing advisers with a wide number of opportunities to grow their assets, RIAs must be truly intentional about how they drive meaningful organic growth.
In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Jalina Kerr, Managing Director of Client Services for Schwab Advisor Services, on creating intentional growth strategies and how companies must adapt to the next generation’s wants and needs.
Specifically, Mark and Jalina discuss:
What companies can do create and manage intentional growth plans
How digital onboarding has changed the way advisors grow their clients base post-pandemic
What are advisors currently doing to accelerate their growth
How should advisors interact with the next generation of investors compared to previous generations
Jalina Kerr is the Managing Director of Client Experience for Schwab Advisor Services. Kerr’s team shapes the constantly evolving client experience with progressive technical and human resources designed to support the custody needs of a diverse advisor base.
Kerr began her career at Schwab in 1994 on the Advisor Services trading desk. During her tenure at Schwab, Kerr has held roles in client service delivery, operations, advisors in transition, strategy, and technology.
In 2016, AZ Business Magazine recognized Kerr as one of Arizona’s Most Influential Women. Kerr also serves on the Board of the Arizona Women’s Leadership Forum.
Leaders of RIA firms have a number of strategic options to consider when evaluating organic growth opportunities. When your RIA is part of a broader national tax planning business, however, the opportunities for growing a wealth management business can be plentiful – provided you have the right strategies and processes in place.
In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Matt Cosgriff, Director of Wealth Management at Bergen KDV, on the growth strategies used by Bergen KDV to expand its wealth management business into a firm that now advises on over $2BN in assets.
Specifically, Mark and Matt discuss:
How Matt and his group have been leveraging Bergen KDV’s accounting and tax planning businesses to drive scalable, repeatable growth
How Bergen KDV’s wealth business has also successfully leveraged custodial referral programs
The role M&A could play in Bergen KDV’s future growth in in wealth management
What is EOS and why are more firms embracing it within the wealth management space
Matt leads the wealth management group and is passionate about ensuring the team is constantly focused on its mission to positively impact the lives of its clients. As the group director, Matt works to ensure that the Private Client, Retirement Plan Solutions, and Investment Management teams are working diligently to exceed client expectations at every opportunity.
Matt holds a bachelor’s degree in economics with a concentration in finance from Saint Olaf College and serves on the Breck School Alumni Council. He is a CERTIFIED FINANCIAL PLANNER™ and a certified plan fiduciary advisor. Matt has been featured in numerous industry publications, most recently being named to the 2019 40 Under 40 class by InvestmentNews.
Few firms have experienced the growth that Pathstone – one of the largest RIAs in the business — has enjoyed in recent years.
Through a strategic approach to M&A, technology, and socially responsible investing, Pathstone has emerged as one of the most successful advisory firms to ultra-high-net-worth individuals.
In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Matthew Fleissig, President, Pathstone about the secrets behind their success, and specifically focuses on:
How does Pathstone think about growth – and more specifically, how does Pathstone embed it into the mindset of the overall team?
Current opportunities in the RIA M&A landscape
While Pathstone has grown through M&A and recruiting in recent years, they have also experienced some significant organic growth, excluding markets. Matthew shares some details on their organic growth rate and the focus on ESG and SRI in the contribution to that growth.
What new strategies does Pathstone have in place to power its growth engine and specifically use technology to acquire new clients.
Prior to his role as President, Matthew served as a Managing Director at Pathstone Family Office. Prior experiences include the role of Principal for Harris myCFO Investment Advisory Services and a Financial Planner at The Ayco Company, A Goldman Sachs Company. Matt was a member of Harris Bank’s Outside Advisor Review Committee, a select group of 12 senior investment professionals, which directed manager due-diligence, search and selection for the bank’s $60 billion platform. He was also a member of Harris Bank’s Investment Management Committee, where policies for asset allocation, alternative investments, equity and fixed income managers and compliance are decided at the firm level. At Ayco, Matt provided comprehensive financial counseling to Fortune 500 executives and high net worth individuals.