Stories From Advisors Serving High-Net-Worth Clients
Hear insights and advice from the leaders of three firms who have made names for themselves navigating the complex needs of high-net-worth (HNW) and ultra-high-net-worth (UHNW) clients.

Looking back on how they broke into the market
Shannon Kennedy began working with HNW and UHNW clients early in her career. Eric Becker created the firm he couldn't find. Matt Fleissig and Steve Braverman joined forces to start something unique. Learn how these family office professionals in the independent Registered Investment Advisor (RIA) model have built successful careers working with wealthy clients.
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Watch video: Becoming elite advisors: Shannon Kennedy
Shannon Kennedy, Global President of BMO Family Office, shares how she found her true calling.
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Watch video: Becoming elite advisors: Eric Becker
Eric Becker, Founder and Co-Chairman of Cresset, discusses the transition from client to firm owner.
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Watch video: Becoming elite advisors: Matt Fleissig and Steve Braverman
CEO Matt Fleissig and Co-Chairman Steve Braverman tell the story of the friendship that became Pathstone.
Build
"We've been able to build something special, something started by clients for clients."
—Eric Becker, Founder and Co-Chairman, Cresset
Meeting and exceeding client expectations
RIA firms have become the preferred business model among wealthy clients. Learn how these firm leaders balance customization with business goals to help their clients—and their firms—succeed.
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Watch video: A fiduciary mindset: Eric Becker
Eric shares what surprised him most about the RIA industry.
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Watch video: A fiduciary mindset: Shannon Kennedy
Shannon discusses the most important objectives for her firm.
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Watch video: A fiduciary mindset: Matt Fleissig and Steve Braverman
Matt and Steve explain how client relationships change in the RIA model.
"Build the team. Think about the organization that you want to stand for and those people you want to have with you on the same side of the table."
"Build the team. Think about the organization that you want to stand for and those people you want to have with you on the same side of the table."
—Steve Braverman, Co-Chairman, Pathstone
Growing a firm dedicated to HNW and UHNW clients
Having strong relationships with clients is foundational to a firm's success. The leaders of three firms share their insights on how they build and nurture these special relationships with wealthy clients.
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Watch video: Fostering client relationships: Matt Fleissig and Steve Braverman
Pathstone Family Office takes steps to breed a culture of proactivity.
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Watch video: Fostering client relationships: Shannon Kennedy
At BMO Family Office, success is about mutual respect.
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Watch video: Fostering client relationships: Eric Becker
Eric shares the joy he gets from being of service to his clients.
"The best compliment I can get from a client is, 'I feel like I'm your only one, but I know you have plenty.'"
"The best compliment I can get from a client is, 'I feel like I'm your only one, but I know you have plenty.'"
—Shannon Kennedy, Global President, BMO Family Office
Choosing standout technology and financial products
At Schwab, we make our best-in-class technology available to all of our advisors so they can deliver customized service to their HNW and UHNW clients.
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Watch video: Building custom infrastructure: Shannon Kennedy
One way that Shannon sets her firm apart from competitors is by tailoring products and services to match her clients' tastes.
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Watch video: Building custom infrastructure: Matt Fleissig and Steve Braverman
Matt and Steve leverage technology to deliver exceptional service to their clients.
Innovation
"Innovation has always been at the core of everything we do."
—Matt Fleissig, CEO, Pathstone
Working with Schwab to meet complex needs
Our advisors have access to best-in-class technology, networking resources, and specialized consulting teams. Hear how firm leaders have benefited from the experience we've gained over three decades of leading the RIA industry.
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Watch video: Finding the right fit: Eric Becker
Eric says the company's people-first mentality inspired him to choose Schwab as a custodian.
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Watch video: Finding the right fit: Matt Fleissig and Steve Braverman
Matt and Steve appreciate being able to call upon Schwab's expertise whenever they need it.
Culture
"Culture is key in finding the collaboration and enjoying the services that we get from Schwab."
—Steve Braverman, Co-Chairman, Pathstone
Learn
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See how Schwab helps advisors of HNW and UHNW clients
Learn how we put our scale and experience to work for advisors who serve HNW and UHNW clients.
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Explore Schwab services designed for family offices
Tap into our expertise, technology, and resources for family offices—all backed by more than three decades of experience.
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Learn what HNW and UHNW clients want
Our study asked clients with $1 million or more in investable assets what they look for in an advisor.
How to better serve your ideal clients
How to better serve your ideal clients
Offering insights into working with HNW and UHNW clients is just one way Schwab helps you advance your firm. Speak with a Schwab Business Development Officer to learn about more ways we help RIA firms achieve their goals.
All conversations are confidential.

Shannon Kennedy, Eric Becker, Matt Fleissig, and Steve Braverman are clients of Schwab and were not compensated for their comments. Schwab did pay for some travel-related expenses. The experience described may not be the experience of all clients and is not a guarantee of future performance or success.