The Promise—and Peril—of Working With Family Members | Next Gen
Jan 30, 2025
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Lisa VanArsdale, a senior wealth advisor at SageView Advisory Group, works alongside her mother, leading their family-run firm. They delve into the dynamics of family partnerships in wealth management, discussing the blend of personal and professional roles. Lisa shares insights on serving unique demographics like teachers and small businesses and emphasizes the impact of an all-female team in a male-dominated industry. The conversation also highlights the importance of empathy, client interactions, and adapting strategies to meet the needs of affluent education sector clients.
The mother-daughter dynamic in the advisory business enhances empathy and understanding, leading to stronger client relationships and trust.
The shift in wealth management with women increasingly becoming breadwinners highlights the need for advisors to adapt their strategies to meet evolving client demographics.
Deep dives
The Unique Approach of a Family-Run Firm
The firm in focus began as a mother-daughter team and has evolved through a series of acquisitions to now serve a diverse clientele, notably working and retired teachers in Illinois. This dynamic relationship has fostered a supportive environment that benefits not only the advisors but also the clients. The incorporation of personal experiences allows for a deeper understanding of clients' needs, as both advisors can share their unique insights—one from a historical perspective and the other from a contemporary viewpoint. Meetings with clients are held together, creating a harmonious balance in addressing different generational topics, ultimately resulting in strong relationships and trust within families.
Targeting the Emerging Women's Market
The podcast highlights the recognizable shift in wealth management dynamics, with women increasingly assuming responsibility as breadwinners, now accounting for 45% of households compared to just 15% in the 1970s. The unique mother-daughter dynamic within the firm and its all-female team has proven advantageous in attracting female clients who value empathy and communication. Responses from clients show a significant preference for the firm’s approach, as many feel assured that their spouses and children will be cared for financially in the event of a life change. This strategy has allowed the firm to thrive and expand its reach into a previously under-tapped market.
Adapting to Changes in the Financial Advisory Landscape
The firm experienced a major transition when moving to a different Registered Investment Advisor (RIA), which required thorough due diligence and open communication with clients throughout the process. This transparency not only facilitated a smooth transfer of nearly all clients but also strengthened trust and fostered referrals. The firm’s commitment to supporting clients at all financial levels, not just the ultra-wealthy, has proven beneficial in cultivating a loyal client base and generating organic growth through referrals. The evolving financial industry presents challenges and opportunities, making it essential for advisors to continually adapt their services and stay connected to their clients’ needs.