Tag: Wealth Management
RIA Edge Podcast: Brandon Odell on the State of Advisor Compensation & Staffing

RIA Edge Podcast: Brandon Odell on the State of Advisor Compensation & Staffing

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With the intense competition for talent in the wealth management industry, leaders of RIAs need to be more strategic than even when developing compensation, talent development and retention programs.

In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Brandon Odell, Partner and Director of Business Consulting at The Ensemble Practice, about the evolution of staffing and compensation in the RIA industry – and how the most successful firms are winning the war for talent. 

Specifically, Mark and Brandon discuss:

  • How RIAs are changing the way they hire and train new employees with a focus on retention 
  • How base and bonus compensation have evolved to ensure RIAs are paying competitively — without over-committing to long-term direct expense obligations
  • How RIAs are evaluating their organizational structures to align with future growth opportunities and client need

Resources:

Connect With Mark Bruno:

Connect With Brandon Odell:

About Our Guest:

As Partner and Director of Business Consulting, Brandon Odell works directly with clients on strategy development and growth planning and serves as faculty for the Ensemble Management Institute, the company’s intensive program of business management classes for independent advisory firms. Brandon also contributes his research expertise to our ongoing efforts to benchmark the growth of the industry, including participating in the leading advisor compensation and staffing study, which Ensemble conducts in partnership with InvestmentNews.

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RIA Edge Podcast: Brandon Kawal: How to Win the War for Talent in the RIA Industry

RIA Edge Podcast: Brandon Kawal: How to Win the War for Talent in the RIA Industry

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The competition for new and experienced individuals in the RIA channel is at an all-time high. Employees of RIAs have more options and opportunities than ever before — requiring leaders of RIA firms to be acutely focused on the management of human capital, compensation, benefits and retention. 

In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Brandon Kawal, Principal of Advisor Growth Strategies, on the keys to attracting, developing and retaining key talent in the RIA industry. 

Specifically, Mark and Brandon discuss:

  • How ‘quiet quitting’ has impacted the RIA industry
  • What can business owners do to increase employee retention and satisfaction levels
  • Where RIAs can source new talent for new roles 
  • How RIAs are re-imagining compensation, benefits and rewards

Resources:

Connect With Mark Bruno:

Connect With Brandon Kawal:

About Our Guest:

Brandon leads client engagements, thought leadership, and research. He is tasked with bringing insight, creativity, and analytical know-how to collaborate with and help our clients reach new heights.

Brandon enjoys writing about industry challenges and trends, especially all things millennial.  He authors and leads the annual M&A research for “The RIA Deal Room” which was recognized as the Industry Research Initiative of the Year in the 2021 Wealth Management Industry Awards.  Brandon has contributed to major industry publishers such as Wealth Management, Barron’s, Citywire, and ThinkAdvisor.  Brandon has been recognized as a ThinkAdvisor Luminary in Dealmaking and Growth.



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RIA Edge Podcast: Schwab’s Jalina Kerr: How RIAs Can Grow By Design – Not Default

RIA Edge Podcast: Schwab’s Jalina Kerr: How RIAs Can Grow By Design – Not Default

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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
  • And more

Resources:

Connect With Mark Bruno:

Connect With Jalina Kerr:

About Our Guest:

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.

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RIA Edge Podcast: Raj Bhattacharyya: The State of Play in RIA M&A

RIA Edge Podcast: Raj Bhattacharyya: The State of Play in RIA M&A

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RIA mergers and acquisitions have been re-shaping the industry for the last several years. But after years of record deal-making activity, how have the declining market conditions and rising interest rates impacted RIA M&A in 2022?

In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Raj Bhattacharyya, CEO of Robertson Stephens, on the latest trends in the M&A market and how an increase in deals within the past year might impact the future needs and wants of buyers.

Specifically, Mark and Raj discuss:

  • The primary drivers and changes in 2022 M&A activity levels
  • How the types of deals and buyers are likely to evolve in 2023
  • Where Robertson Stephens sees opportunity in the RIA market
  • Key questions all sellers or potential sellers should ask prospective buyers during a deal process

 Resources:

Connect With Mark Bruno:

Connect With Raj Bhattacharyya:

About Our Guest:

Raj has over 27 years of experience in the financial services industry, leading large franchises across trading and capital markets.

Raj spent 17 years at Deutsche Bank, in both New York and London, in various senior roles.  Most recently, he was the head of the Foreign Exchange Franchise in the Americas, as well as the head of the Latin American Markets business.  Previously, while based in London, he ran Capital Markets and Treasury Solutions for Western Europe, which covered all European corporations and financial institutions for their financing, risk management and treasury needs.  



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RIA Edge Podcast: Carolyn Armitage on The Importance of Succession Planning for RIAs

RIA Edge Podcast: Carolyn Armitage on The Importance of Succession Planning for RIAs

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The number of advisors looking to execute a succession plan in 2022 has nearly doubled since the beginning of the year, according to the latest RIA Edge Study “Pulse Poll” released in September. What is driving this accelerated shift?

In this episode of the RIA Edge Podcast, Mark Bruno, managing director at Informa Wealth Management, speaks with Carolyn Armitage, head of Thrivent Advisor Network, about the importance of creating a succession plan—and ultimately, the best and worst practices for putting a formal succession plan in place. 

Specifically, Mark and Carolyn discuss:

  • What is motivating RIA firm leaders to execute succession plans now
  • Why it’s important to have a formal written succession plan
  • How to determine when it is the right time for the founder to exit—and the employees to take over
  • Who business owners are choosing as successors and the importance of ensuring cultural alignment

Resources:

Connect With Mark Bruno:

Connect With Carolyn Armitage:

About Our Guest:

Carolyn Armitage leads Thrivent’s newly crafted independent RIA, Thrivent Advisor Network. With her extensive experience in the wealth management industry, Carolyn’s strategic guidance will enable the next phase of development for the organization.

Her experience includes roles as an independent Financial Advisor, producing Branch Manager, the head of multiple wealth management teams such as HD Vest – now Advantax, ING Advisors Network – now Voya & Cetera, among others. She also led the Large Enterprise Business Management Consulting team for LPL Financial. Prior to her current role of heading up Thrivent’s RIA, Thrivent Advisor Network, Carolyn provided investment banking and consulting services, including valuation, expert witness, strategic planning and positioning, compensation, incentives, and equity sharing structuring, and internal and external succession planning to the industry’s most elite firms through the firm ECHELON Partners. 

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RIA Edge Podcast: Lisa Salvi on The Secrets of Top-Performing RIAs

RIA Edge Podcast: Lisa Salvi on The Secrets of Top-Performing RIAs

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The RIA industry has experienced a significant amount of growth in recent years – but a handful of firms have found the keys to driving sustainable, long-term growth that will set them up for success in the future?

What are the “secrets” to becoming a top-performing RIA? In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Lisa Salvi, Managing Director at Charles Schwab Advisor Services, about the results of Schwab’s 2022 RIA benchmarking study, and offers insights into the human capital and professional management approaches driving the growth of the industry’s top firms. 

 Mark and Lisa discuss:

  • Benchmarking growth in the RIA channel and the drivers of growth for the top 25% of the RIA industry
  • The intense battle for talent in the RIA segment, and how top-performers are successfully recruiting and retaining talent
  • The positions and skill sets that are the most sought after in the RIA market – and how it aligns with current and future growth opportunities
  • From a compensation perspective, the labor market has influenced both compensation levels, as well as the structure of compensation packages

 Resources:

Connect With Mark Bruno: 

Connect With Lisa:

 About Our Guest:

Lisa Salvi is a member of the Advisor Services leadership team and is responsible for Schwab’s Business Consulting and Education offer. Her team develops and manages programs and one-on-one consulting engagements designed to help independent advisors make lasting and significant improvements within their firms by focusing on key business, technology, and cybersecurity issues. Salvi’s team leads the annual RIA Benchmarking Study, the Compensation Study, and programs that support the development of advisor talent through executive education and student initiatives. They also provide insights and tools that help the Advisor Services sales and support teams deliver outstanding client service to



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RIA Edge Podcast: SVB Private’s DeChellis on Embracing a Growth Mindset

RIA Edge Podcast: SVB Private’s DeChellis on Embracing a Growth Mindset

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There is a “CEO state of mind” that some leaders of advisory firms have adopted to ensure that growth is front-and-center for all of its team members every day. SVB Private is one of the best examples of this and their growth mindset can provide a blueprint and framework for hundreds of RIAs to learn from. 

In this episode of RIA Edge, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Anthony DeChellis, CEO of SVB Private Bank, on growth within the RIA market. Anthony reveals how a client’s financial planning needs influence who they go to for financial advice, and how RIAs can expand through organic and inorganic strategies. 

Mark and Anthony discuss:

  • How does SVB approach the market given its history in the RIA space and what are some of the unique problems it solves for.
  • What drew SVB to acquire Boston Private in 2021 and how it’s transforming the company.
  • How SVB Private approaches M&A activity and evaluates acquisition opportunities
  • Best practices for creating truly strategic – and repeatable – organic growth

Connect With Mark Bruno:

Connect With Anthony DeChellis:

About Our Guest:

Anthony DeChellis is the Chief Executive Officer of SVB Private. He served as the CEO and President of Boston Private and President and a member of the Boston Private Board of Directors for 2 years prior to the close of SVB Financial Group’s acquisition of the firm in 2021.

Anthony has over 30 years of experience in the financial services industry. Before joining Boston Private, he was President of OurCrowd Venture Capital, an equity capital crowdfunding platform. From 2006 to 2013, Anthony was the CEO of Credit Suisse Private Banking, Americas, where he led dramatic growth of the Private Banking & Wealth Management businesses across North and South America.

 

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RIA Edge Podcast: Cresset’s Doug Regan on Strategic, Purposeful Growth

RIA Edge Podcast: Cresset’s Doug Regan on Strategic, Purposeful Growth

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While market appreciation, traditional referrals and word-of-mouth marketing has driven growth for a number of RIAs, the industry’s largest and most successful firms are strategically leveraging M&A, digital marketing and data to drive their next wave of growth. 

Cressit, the $23 billion RIA based out of Chicago, may be one of the industry’s best examples of how to drive purposeful, scaleable – and consistently thoughtful growth. 

In this episode of RIA Edge, Mark Bruno, managing director at Informa Wealth Management, speaks with Douglas Regan, founder and co-chairman of Cresset, on growth within the RIA channel and zeroes in on mergers and acquisitions, organic growth tactics and the importance of ensuring cohesion when acquiring firms and talent.

Specifically, Mark and Douglas discuss:

  • The role Cresset plays in the RIA ecosystem, and how it is unlocking growth potential for its recently acquired firms
  • How M&A has – and will continue to transform the RIA industry
  • How Cresset looks at their talent acquisition strategy – and how it balances hiring and acquiring talent
  • How Cresset has leveraged digital marketing to drive over $1 billion in new client assets to the firm

Connect With Mark Bruno:

Connect With Douglas Regan:

About Our Guest:

Doug Regan is a founding partner & co-chairman, executive managing director of Cresset. Doug is responsible for Cresset’s Wealth Advisory Practice; Wealth Strategy and Planning; and Family Governance and Education. He works directly with Cresset Advisors, centers of influence, and most importantly, clients.

Doug spent 27 years at Northern Trust in a variety of executive positions including president of the Global Family Office business. Prior to that position, Doug was chairman and chief executive officer for the Southeast Region of Northern Trust, N.A., with responsibility for 29 offices throughout Florida, Atlanta, Georgia.



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RIA Edge Podcast: Thrivent Advisor Network Carolyn Armitage on true drivers of growth in the RIA space

RIA Edge Podcast: Thrivent Advisor Network Carolyn Armitage on true drivers of growth in the RIA space

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When it comes to business growth within the M&A space, you must be strategic in development while acquiring companies that fit your business model.

In this episode, Mark Bruno, Managing Director at Informa Wealth Management, speaks with Carolyn Armitage, CFP®, CIMA®, Head of Thrivent Advisor Network, about the key findings from the RIA Edge study, focusing on developments within the M&A industry and how financial advisors’ vision for the future impacts their strategies for business growth through M&As.

Mark and Carolyn discuss:

  • The RIA edge study and historical growth rates and growth expectations for RIA firms over the next several years. 
  • Talent acquisition and the role that human capital can play in driving growth. 
  • What steps are necessary to solve wealth management’s widespread succession. problem and the differences between an internal transaction versus an external sale.
  • What is the role of TAN as a buyer in today’s marketplace and how are they a differentiator for financial advisors in the industry.
  • The qualitative versus quantitative fit when looking at Advisors to enhance the Thrivent Advisor Network business.

Connect With Mark Bruno:

Connect With Carolyn Armitage:

About Our Guest:

Carolyn Armitage leads Thrivent’s newly crafted independent RIA, Thrivent Advisor Network. With her extensive experience in the wealth management industry, Carolyn’s strategic guidance will enable the next phase of development for the organization.

Her experience includes roles as an independent Financial Advisor, producing Branch Manager, the head of multiple wealth management teams such as HD Vest – now Advantax, ING Advisors Network – now Voya & Cetera, among others. She also led the Large Enterprise Business Management Consulting team for LPL Financial. Prior to her current role of heading up Thrivent’s RIA, Thrivent Advisor Network, Carolyn provided investment banking and consulting services, including valuation, expert witness, strategic planning and positioning, compensation, incentives, equity sharing structuring, and internal and external succession planning to the industry’s most elite firms through the firm ECHELON Partners. 



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RIA Edge Podcast: Pathstone’s Matthew Fleissig on the Journey to $35BN

RIA Edge Podcast: Pathstone’s Matthew Fleissig on the Journey to $35BN

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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. 

Connect With Mark Bruno:

Connect With Matthew Fleissig:

About Our Guest:

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. 

 

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