The Best Question to Ask Clients – And Yourself

Given projections for a 100,000 financial advisor shortfall over the next 10 years, successfully recruiting next-gen advisors has taken on added urgency for both our industry as a whole and the wealth management firms seeking to thrive within it.

Meeting this demographic challenge head-on is complicated by the evolving nature of wealth management. Increasing numbers of breakaways forgoing the wirehouse model, as well as the growing presence of aggregators, consolidators and private equity, are altering the landscape. The expansion of W-2 models in the independent space is redefining what it means to be independent. At the same time, technological innovation, particularly AI, offers great promise and an equal amount of trepidation.

The generational differences next-gen advisors and their clients bring to the table – priorities, expectations, skills and values – present yet another challenge when it comes to effectively engaging this group. However, meeting next-gen advisors where they are is a solid recruiting practice some firms can’t get their arms around. There’s a reason firms currently thriving in the marketplace with younger advisors are enjoying success…Read More

Trilogy Capital, a hybrid registered investment advisor based in Irvine, Calif., has struck its largest deal of the year with Mountain Capital Investment Advisors, a $1 billion RIA based in Westminster, Colo.

The move marks Trilogy’s second office in Colorado and its 11th overall, with a footprint in California, Arizona and Massachusetts.

Mountain Capital was founded in 2011 by U.S. Marine Corps veteran and former pilot Brandt Burns and specializes in working with aviation professionals. Other team members include current and former pilots, airline executives and industry experts. Burns and other senior leaders owned the firm, according to its most recent Form ADV.

“Partnering with Trilogy allows us to maintain our firm’s personalized service and expertise, while enhancing additional offerings that matter most to our clients,” Burns said in a statement.

Mountain Capital, which will keep its brand name with the move, offers consulting services, including interview preparation for pilots and aviation professionals, as well as tax preparation for airline professionals. The services will be combined with Trilogy’s existing Trilogy Tax & Consulting, an affiliated company the firm launched in September.

Read the full article here.