In this episode of The UHNW Institute Podcast, host Russ Haworth is joined by Kevin Casey (Head of Corporate Development and Strategy, PathStone) and Joe Calabrese (COO, Key Wealth) to discuss their new UHNW Institute white paper on integrated wealth management. Together, they look at when a more integrated model makes sense, what it requires from leadership, and how profitability, capacity and culture intersect.

Kevin and Joe explain why integration is far more than adding services to an offering, and why it often calls for a shift in operating model, talent structure and economics. They also walk through a practical decision tree and an adapted DuPont model that help firms evaluate client demand, pricing power, adviser capacity and the true costs of delivering integrated advice.

Topics discussed include:

• Why integrated wealth management has moved to the forefront for UHNW firms
• How to distinguish genuine client demand from “sample of one” requests and avoid building “hobby businesses”
• The difference between true integration and simply bolting on tax, estate or philanthropic services
• Using a decision tree and DuPont-style analysis to understand pricing power, adviser capacity and profitability
• The economic and cultural implications of multi-disciplinary teams and insourced specialists
• What different models along the integration spectrum can teach leaders about growth, retention and risk

For a deeper review of the concepts in this episode, click here to read the UHNW Institute white paper on integrated wealth management.

You can also listen to a related discussion of the Ten Domains framework, found here.

Listen to the full conversation:

Apple Podcasts

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