As more firms target UHNW families, the question isn't just how to reach them, it's also how to serve them profitably and well.

In Part 2 of this Wealth Horizons Podcast Season 2 kickoff, Rosemary Denney continues her conversation with Jamie McLaughlin, founder and CEO of J.H. McLaughlin & Co. and co-founder of The UHNW Institute, exploring what separates message from model as firms pursue UHNW clients.

Jamie and Rosemary dig into the disconnect between public claims and operating reality, why "comprehensive, integrated, family office services" can read hollow, and where firms are actually investing to make the model real. They also explore the rise of mega-firms, relationship capital as a true business asset and how to scale without losing client intimacy.

In Part 2, they cover:

• Relationship capital and its impact on loyalty, referrals and value
• Protecting client intimacy as firms scale
• When marketing outpaces operational reality
• What sets successful mega-firms apart
• Investing in people and culture as UHNW priorities
• How compensation and ownership drive behavior
• Vision and values as anchors for client trust

If your firm is weighing growth in the UHNW segment, this episode looks at the choices that determine whether the model holds up over time.

Links & Resources

• Access Jamie McLaughlin’s article A Cautionary Tale in Family Wealth Report
• Learn more about J.H. McLaughlin & Co.
• Explore The UHNW Institute
• Subscribe to The Wealth Horizon Podcast for future episodes