The digitization of financial services is upon us and with it comes an opportunity to grow—not just in our use of technology, but also in the way we serve clients. In this age of hybrid financial advice, where clients wish to experience the same autonomy they have on Amazon with the customized advice they get from their therapist, we have a lot of growing to do in the industry to meet these demands. Innovation is the key and technology is just a piece of the puzzle.
Written by: Chelsea Emery | Jeff Motske has one of the strongest ways to tease out client priorities I’ve heard in quite a while.
“What if?” Motske asks clients.
“What if one if your partner needs critical care? What if you want to move to Arizona? What if one of your kids starts a family on the other side of the country?,” the CEO of Trilogy Financial asks.
It’s deceptively simple, but an excellent method for getting at the heart of clients’ values and fears.
“These are critical questions,” Motske told me during a recent visit to Financial Planning offices in New York. “You want to ask them before things happen.”
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Private equity-backed hybrid RIA Trilogy Financial Services has acquired a $1bn shop with a niche serving pilots and aviation professionals.
Trilogy said Thursday it has snapped up Mountain Capital Investment Advisors, located in Westminster in Colorado’s Denver-Boulder corridor. The terms of the transaction, which marks Irvine, Calif.-based Trilogy’s largest acquisition of the year, were not disclosed.
Mountain Capital is led by chief executive Brandt Burns and vice president Michelle Burns, a husband-and-wife duo who co-founded the firm in 2011 alongside founder emeritus Robert Loesch. Brandt Burns is a US Marine Corps veteran who previously worked as an advisor with Morgan Stanley Smith Barney for more than a decade. Before that, he was a commercial pilot at the now-defunct regional airline Atlantic Coast Airlines (later known as Independence Air). Michelle Burns worked for United Airlines for 14 years.
The firm provides financial planning to individual, family and small business clients with a focus on people involved in the aviation industry. It also offers tax preparation services and consulting services for pilots and airline professionals.
Brandt Burns stated that the deal allows Mountain Capital to retain its brand, leadership team, advisors and staff. The company will become Trilogy’s eleventh office and second location in Colorado.
Read the full article here.
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