In this episode of The UHNW Institute Podcast, host Jamie McLaughlin speaks with David Salsburg (President and Founder, Gresham Partners) and Michael Zeuner (Managing Partner, WE Family Offices) about what is different about “the integrated advisor” and what is different—from the perspective of the firm—in identifying and supporting the development of such individuals.
The conversation centers on a fundamental shift in the wealth management industry: the move away from isolated specialists toward advisors capable of coordinating the complex ecosystem of providers who serve families. David and Michael share how their organizations source, hire and cultivate this talent through structured development programs, mentorship frameworks and long-term commitment to advisor growth.
They also examine how AI and new organizational models are affecting the talent pipeline, and why retention ultimately depends on offering a clear career path underpinned by substantive support of an advisor’s development.
Topics discussed include:
- The core differences between integrated advisors and subject matter specialists
- Which competencies can be taught in structured settings versus those requiring hands-on experience
- Development and mentorship approaches at Gresham Partners and WE Family Offices
- How AI is influencing firm structure and advisory roles
- The connection between career transparency, culture and the retention of top talent serving UHNW clients
Hosts & Guests
Jamie McLaughlin
CEO
J.H. McLaughlin & Co.
David Salsburg
Founder & President
Gresham Partners, LLC
Michael Zeuner
Managing Partner
WE Family Offices