Leads, Prospects And Converting Them Into Clients

Plus Coverage From The Morningstar Conference, Our Deals & Recruiting Roundup, Direct Indexing, Cerulli’s ETF Report, Kingswood And NewEdge Hires, Orion And SageView Launch New Solutions, Perigon’s Latest Acquisition And Kovair’s App Development Collaboration
Larry Roth, CEO, Wealth Solutions Report
Larry Roth, CEO, Wealth Solutions Report

Traditionally, leads are generated through relationships and word-of-mouth referrals across many industries, including wealth management. While these are still important today, modern technologies and techniques can boost advisors’ ability to find leads and engage prospects. This week, we hear from three marketing experts at F2, Savvy and Snappy Kraken on how to use the summer season to advance lead gathering and prospecting, as well as Testimonial iQ’s strategies on closing top-of-funnel leads.

We also bring you coverage of the Morningstar Investment Conference including AI, investments and investment vehicles, and a keynote on optimism, as well as our weekly Deals & Recruiting Roundup. Alphathena makes the case for direct indexing. Cerulli releases a report on ETFs. NewEdge hires an investment strategist. Kingswood U.S. hires military veterans for defense investments. Orion launches standalone trading. Kovair provides app development to Boomi. SageView launches retirement solutions with Transamerica. And Perigon acquires a New York firm.

Deals & Recruiting Roundup: This edition covers Perigon acquiring Creative Financial Planning, Raymond James recruiting the Takahashi Retirement Group, Snowden Lane Partners bringing on The Yarza Group, Savvy onboarding four advisors, NewEdge Advisors recruiting Fortis Wealth Advisors and NewEdge Wealth hiring Brian Nick as Head of Portfolio Strategy, Commonwealth recruiting Terramar Wealth and Kin Wealth, SageView Advisory Group partnering with Transamerica, Certuity appointing Scott Welch As CIO, Annex Wealth Management appointing Jeff Pierce as President and COO, and UBS reportedly appointing Michael Camacho as its U.S. Wealth Head.

Morningstar conference insights: WSR spoke with experts at the Morningstar Investment Conference about index-based investing, U.S. versus international equities, private markets, interval funds, leveraged loans and how AI will change wealth management. Commentary from Zack Kass, the former Head of GTM at OpenAI; Dan Lefkovitz, Strategist at Morningstar Indexes; Sanjay Arya, Head of Index Innovation at Morningstar Indexes; Katie Binns, Director of Fixed Income and Multi-Asset at Morningstar Indexes; and Brian Moriarty, an Associate Director on the Fixed Income and Manager Research team.

Optimistic market outlook: Bank of America Merrill Lynch’s Managing Director, Head of U.S. Equity and U.S. Quantitative Strategy, Savita Subramanian, gave the keynote on the first day of the Morningstar Investment Conference. Subramanian made the case for optimism and U.S. large cap value holdings.

Summer marketing for prospects: Advisors can get ahead on lead generation and engagement with prospective clients during summer. To learn how, we spoke with marketing experts Jeremy Jackson, CMO at F2 Strategy; Robert J. Sofia, Chairman and CEO of Snappy Kraken; and Rajat Deva, Head of Marketing at Savvy Wealth.

Direct indexing: Mohan Naidu, CEO and Co-Founder of Alphathena, explains the history and benefits of direct indexing and why technology has made it more readily available for investors. ETF momentum: ETF asset growth over the last decade has significantly increased, driven by increased ETF adoption by financial advisors and end-investors, according to Cerulli Associates in a new report. Matt Apkarian, Associate Director at Cerulli, provides comments.

Portfolio veteran hire: Veteran investment strategist Brian Nick joined the management team of NewEdge Wealth as Managing Director, Head of Portfolio Strategy. Nick and the firm’s CEO and Co-Founder, Rob Sechan, provide comments.

Lead-closing strategies: Andrew Johnson, Co-Founder and CEO of Testimonial iQ, explains how to close more top-of-funnel leads, especially paid leads, through social proof, understanding client readiness and assessing your team’s strengths.

Military prowess: Kingswood U.S. hired military veterans experienced in capital markets to form the Kingswood Defense Group, led by Jeff Thompson, Managing Director. It will focus on the defense and aerospace sectors. Thompson and Michael Nessim, CEO and Managing Partner of Kingswood U.S., provide comments.

Wealthtech offerings: Orion Advisor Solutions introduced new standalone solutions and a new bundled offering that it said were designed to provide advisors with greater flexibility. Orion Trading is a standalone integrated trading and rebalancing tool. Foundation Stack is targeted mainly at smaller RIA firms and those new to the space. Orion CEO Natalie Wolfsen and Orion Advisor Technology President Brian McLaughlin provide comments.

Regtech apps: Kovair Software recently announced it has joined the Boomi Technology Partner Program to provide cloud-based application development to the Boomi Enterprise Platform. Reggie Penn, VP of Boomi Marketplace and Technology Alliances, and Sid Yenamandra, CEO of Kovair and Surge Ventures, provide comments.

Retirement solutions: SageView Advisory Group is collaborating with Transamerica to launch Integrity Pooled Solutions, which will offer a 401(k) Retirement Plan Exchange and a Choice Pooled Employer Plan (PEP), on July 1. Jon Upham, President & Head of Institutional Retirement, SageView, and Darren Zino, Senior Managing Director for Retirement, Transamerica, provide comments.

Creative acquisition: Perigon Wealth Management announced the acquisition of Creative Financial Planning, based in New York, with $150 million in assets. The firm previously affiliated with Commonwealth Financial Network. Perigon CEO Arthur Ambarik provides comments.

Let us hear from you! Send us your ideas and questions via email, and connect with us on LinkedIn.

Larry Roth
CEO
Wealth Solutions Report

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