For years, the wealth management industry has been rising on a geyser of assets under management. From an estimated $27 trillion in 2018, assets are estimated at $64 trillion today and are projected by Statista Market Insights to hit $87 trillion in 2028.
But fast-growing industries face challenges. For this week’s Big Q , we asked industry professionals to identify some of them. The question: What are the biggest challenges facing the wealth management industry and why are they so important?
Alan Moore, CEO, XY Planning Network and AdvicePay: A major change is the shift from product sales to advice. It means you have to actually train on finances and advice, not just learn sales. It’s creating a spike in demand for CFP professionals—we just had the largest cycle of exam takers in the past 12 months—after the CFP has been around for 50 years. And there’s a shortage of talent who can handle being advisors.
Product organizations hired for salespeople for years and now have to adapt to hiring advice givers. It’s causing products to be reinvented with no-commission alternatives. It’s leading people to switch channels and break away—because broker-dealers are technically securities product/sales distribution platforms, and you don’t need one if you’re in the advice business.
The shift to advice has been under way for over 30 or 40 years. But the vast majority of the industry, probably 90%-plus, is still built around a product distribution business model, not around advice. You see this in recruitment efforts, where folks are being recruited into sales roles and you lose 90% to 95% of your new hires because they don’t make the cut. We don’t have 90% or 95% turnover on new hires into advice roles, but people who want to work in the advice industry are very different from the folks who want to do sales.
Ryan Parker, CEO, EP Wealth Advisors: My one-word answer as far as the biggest challenge is “people.” This has always been a talent industry. It’s about people serving people. But increasingly, the talent opportunity and challenge is getting more and more complicated and nuanced. To serve clients, it’s no longer sufficient to just have the best advisors. Plus, the best advisors are increasingly difficult to attract and to develop and to cultivate. That’s either because they’re happy with where they are, or once they get in a good situation, they probably do serve clients well by staying the course.
The talent that surrounds the client and enables the advisor, that’s where the war is really heating up. And it’s not just the financial planning or tax or estate, but it’s the technical talent—people who understand and can deploy the different technologies that are inside our industry and increasingly ubiquitous across industries. I really think that whatever your time horizon is, the ability to attract, develop, align, and then reward and retain the best talent throughout the organization is critical.
I think it starts with the front lines who are interfacing with clients every day, but it goes now to every single position. That is what’s going to separate those who are able to build something of scale and significance over time. Clients are going to go where the best talent resides. So to compete, I’m going to go for the best people.
Daniel Burke, founding partner, investment management, Callan Family Office: One of the biggest challenges facing the industry is managing the complexity and volume of all clients’ personal data.
An ultrahigh net worth family or family office often has data everywhere—siloed at multiple providers and custodians, old tax returns, et cetera. As advisors, we have to help them manage this data in order to provide good advice and execute across their full balance sheet. We’re investing more and more in data processes, data quality, and technology to help families make decisions across a clean, comprehensive set of data.
The challenge is that even if we invest to collect all of that data, the systems downstream, the third-party applications, CRMs, trading systems, reporting systems, and financial planning software, this whole ecosystem of apps and fintech investments, can’t necessarily work with all that data. The fact that so many of the technology players are focused on solving for the mass affluent leaves a real gap in the process for the ultrahigh net worth. And that’s a challenge for the industry to try to solve.
Mitch Avnet, CEO and managing partner, Compliance Risk Concepts: We provide outsourced, ongoing compliance support to asset management firms and independent investment advisors, and to the institutional folks and to broker dealers as well. To me the challenge is figuring out how to embrace new technology concepts out there, whether it’s AI, crypto, or anything else coming on the horizon Advisors have to really be thoughtful, careful and pragmatic in terms of how they leg into this stuff.
One of the biggest concerns I think any regulator or compliance officer would have when a firm gets into the world of what I call one-offs, like AI or crypto, is having the operational infrastructure expertise or capabilities to support it in place.
It’s great to say that you’re going to embrace AI. But how is that built into your overall model, specific to portfolio management? Are you just turning over the keys to a machine, or are you using it as a tool in how your team does their overall analysis and how they implement strategies? I think early entrants can get caught with their pants down when there’s a flight to a new, shiny object, if they haven’t really thought about what the potential ramifications are if something goes wrong.
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Starbucks is making another major leadership change just one week after new CEO Brian Niccol started his job.
Michael Conway, the 58-year-old coffee chain’s head of North America, will be retiring at the end of November, according to a Monday filing with the Securities and Exchange Commission.
The decision came only six months after Conway took on the job. His position won’t be filled. Instead, the company plans to seek candidates for a new role in charge of Starbucks’ global branding.
The chief brand officer role will have responsibilities across product, marketing, digital, customer insights, creative and store concepts.
“Recognizing the unmatched capabilities of the Starbucks team and seeing the energy and enthusiasm for Brian’s early vision, I could not think of a better time to begin my transition towards retirement,” wrote Conway in a statement.
Conway has been at Starbucks for more than a decade, and was promoted to his current job—a newly created role—back in March, as part of the company’s structural leadership change under former CEO Laxman Narasimhan.
The coffee giant has been struggling with weaker sales in recent quarters, as it faces not only macroeconomic headwinds, but also operational, branding, and product development challenges.
Narasimhan was taking many moves to turn around the business, but faced increasing pressure from the board, shareholders, and activist investors.
One month ago, Starbucks ousted Narasimhan and appointed Brian Niccol, the former CEO at Chipotle, as its top executive. The stock has since jumped 20% in a show of faith for Niccol, who started at Starbucks last week.
When he was at Chipotle, Niccol made a few executive hires that were key to the company’s turnaround.
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