As more firms target UHNW families, the question isn't just how to reach them, it's also how to serve them profitably and well.
In Part 2 of this Wealth Horizons Podcast Season 2 kickoff, Rosemary Denney continues her conversation with
Jamie McLaughlin, founder and CEO of
J.H. McLaughlin & Co. and co-founder of
The UHNW Institute, exploring what separates message from model as firms pursue UHNW clients.
Jamie and Rosemary dig into the disconnect between public claims and operating reality, why "comprehensive, integrated, family office services" can read hollow, and where firms are actually investing to make the model real. They also explore the rise of mega-firms, relationship capital as a true business asset and how to scale without losing client intimacy.
In Part 2, they cover:
- Relationship capital and its impact on loyalty, referrals and value
- Protecting client intimacy as firms scale
- When marketing outpaces operational reality
- What sets successful mega-firms apart
- Investing in people and culture as UHNW priorities
- How compensation and ownership drive behavior
- Vision and values as anchors for client trust
If your firm is weighing growth in the UHNW segment, this episode looks at the choices that determine whether the model holds up over time.
Links & Resources
What is The Wealth Marketing Podcast?
The Wealth Marketing Podcast (The Wealth Horizon Podcast) examines the trends, marketing practices and growth approaches shaping wealth management firms today. Hosted by Rosemary Denney, founder and CEO of Wealth Matters Consulting, the show features guest conversations and examples from the field that help financial advisors, RIAs and family offices strengthen client relationships and talk about their work without overcomplicating it.
As advisor marketing and online presence continue to influence how firms are seen, The Wealth Marketing Podcast offers support for wealth management professionals who want to improve visibility, communicate with purpose and keep their firms focused on the goals that guide their work.