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.

Four people sit around a glass-topped conference table, talking amiably.

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.

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.

"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.

"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.

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.

Culture

"Culture is key in finding the collaboration and enjoying the services that we get from Schwab."

—Steve Braverman, Co-Chairman, Pathstone

Learn

  • 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.

  • 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.

  • 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.

A woman wearing a navy business suit sits at a desk while talking on the phone.

BMO Family Office, Cresset, and Pathstone Family Office 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.
 

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