Referrals may still be the most common method to prospect for new clients today, but AI is rapidly proving its worth in the arena of lead generation. Tomorrow’s lead gen will be human-led and AI-powered, like many areas of financial advisory work. My quarterly dive into wealthtech covers this trend with industry leaders in marketing and wealthtech.
Five Big Pitfalls Trapping Wealth Firms In The Age Of AI
Ryan George of Docupace makes the case that AI is not a strategy and execution is still the alpha while covering AI pitfalls including misplaced beliefs, automating before operationalizing, ignoring outcomes, expecting AI to be human and forgetting execution’s importance.
George explains in-depth why firms must focus on operations first and let AI help, rather than the other way around.
How AI Will Change The Lead Generation Game
AI-based lead generation tools are causing a sea change in client prospecting. I unpack the details with Robert J. Sofia of Snappy Kraken, Michelle Winkles of Mission Wealth, Susan Theder of FMG, Chris Broussard of NewEdge, Victoria Toli of FINNY and Derek Janis of AcquireUp.
AI can do more than find prospects. It can identify when a prospect is likely to need an advisor – and much more.
M&A Is Masking A Slowdown In Organic Growth
We take a look at the intersection of M&A and organic growth with Michael Bryan of Strategic Blueprint, Neil Turner of NewEdge, Andrew Christofferson of Berthel Fisher and Scott Neils of 49 Financial.
Private equity players will determine whether organic growth is a requirement for advisors going forward.
Empower The Back Office Through Empathy And Human-Centered Design
We spoke with Louis Retief of Hubly, a Docupace subsidiary, about the Schwab IMPACT conference and how back offices should be empowered through empathy and human-centered design.
Retief sees a future in which AI enhances – not replaces – human work.
Cerulli: RIAs Are Shifting To Organic Growth But Facing Challenges
Cerulli research shows that the recent focus on inorganic growth through M&A is shifting to organic growth. While 93% of $1 billion and over RIAs see referrals as a top growth strategy, other marketing strategies are strengthening.
Advisors only spend 7% of their time on business development, and 83% of respondents said that time constraints are a challenge.
Investments Roundup
This month’s Investments Roundup features private markets news from Cetera, GeoWealth and AssetMark; ETF news from Cerulli, Pictet, Goldman and VistaShares; acquisitions by F2 and Schwab; and more from Envestnet and CAIS.
According to Cerulli, active ETFs have gone from $71 billion in 2018 to $1.17 trillion in the second quarter of this year.
Deals & Recruiting Roundup
This week’s roundup features recruitment by Sanctuary and HB; acquisitions by Waverly, Bluespring, AssetMark; Alaris’ M&A portal; LPL’s fee changes; appointments by Essential Edge, the FPA, Modern and Trilogy; and Wealth.com’s partnership with Indivisible Partners.
LPL says its reduced pricing reflects the industry’s shift from brokerage to advisory work.
Sanctuary Wealth Recruits Atlanta-Based MartinWright Advisory
Sanctuary Wealth recruited the newly founded MartinWright Advisory, co-founded by advisors Margaret Wright from Truist and Bradley Martin from Balentine, who collectively oversaw $4.5 billion in client assets at their previous firms.
MartinWright serves UHNW clientele.
Private Markets Shifted From ‘Niche To Necessity,’ AssetMark Advisor Survey Finds
There has been a strategic shift in advisor priorities, with private market investments moving from “niche to necessity,” according to the findings of an advisor insights survey by AssetMark. Ninety-one percent responded that access to private market investments had become critical for differentiation.
This research dovetails with AssetMark’s CIO Christian Chan’s views on private markets.
GeoWealth Launches Private Model Marketplace
GeoWealth announced the launch of a Private Model Marketplace (PMM) on its TAMP, where RIAs can integrate private market funds into their client portfolios. The PMM uses GeoWealth’s UMA technology to enable advisors to build fully managed custom models or select pre-built models constructed by Apollo, BlackRock, Goldman Sachs Asset Management and J.P. Morgan Asset Management.
Private markets are developing as fast as AI, and steps like this build its infrastructure.
Schwab And Amplified: Barriers To Entry ‘Still Run Deep’ For Advisors
New advisors continue to face significant challenges when entering the profession, according to the findings of research by Schwab Advisor Services and Amplified Planning.
Despite the enthusiasm of aspiring planners, the new research brief pointed out that many face high barriers to entering the profession.
Trilogy Hires Hayley Henningsen As Vice President Of Business Development
Trilogy Financial Services hired Hayley Henningsen, formerly of Sowell Management, to assist in the firm’s inorganic growth plans.
The firm said her efforts will focus on mid-sized RIAs and financial advisory practices.
Docupace Upgrades PreciseFP Data Management Platform
Docupace announced an upgrade to the user interface for its PreciseFP client engagement and data-gathering software, including an AI template builder and a customizable reporting feature.
The firm intends to boost advisor’s client engagement capabilities with these upgrades.
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Larry Roth
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Wealth Solutions Report
