Top Advisor Podcast #101 – Becoming the First-Call Advisor: Insights from Family Office Expert Rich Wolkowitz
What can financial advisors learn from those guiding the world’s wealthiest and most complex families?
And how can you position yourself as the advisor your A+ clients call first?
In this episode of the Top Advisor Podcast, Bill Cates interviews Rich Wolkowitz – attorney, advisor, and founder of Xylogenesis. From White House counsel to family office insider, Rich shares unique lessons that every financial professional can use to deepen trust, expand value, and strengthen client relationships.
3 Key Takeaways:
- Advising ultra-wealthy families is about more than money. The right brain side – trust, relationships, and emotional dynamics – is often where true value is built.
- Being the “first call” advisor sets you apart. Learn how to position yourself so clients rely on you first – for both financial strategy and unexpected family challenges.
- Legacy requires alignment. Rich’s brilliant tree rings metaphor shows families (and their advisors) how to connect future aspirations with present-day decisions in a meaningful, lasting way.
Bill and Rich Discuss:
- Why speaking truth to power is essential for advisors who want lasting influence
- Rich’s personal journey – from next-gen family business member to White House attorney to trusted family office advisor
- Real-life examples of the unexpected roles a family office advisor can play – from finding rare medical specialists to supporting a cat with cancer
- Why building a strong advisory team and collaborating across disciplines keeps you off the “replace” list
- How to help families build sustainable, purpose-driven offices with the right people and plan
- … And more!
Connect With Rich Wolkowitz:
- Email: rich@xylogenesis.com
- LinkedIn: https://www.linkedin.com/in/richardjwolkowitz/
- Website: https://www.xylogenesis.com
Resources:
- RapidFire Referrals
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- Grab your copy of The Hidden Heist today!
- Find Mitch Anthony’s books here!
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy
About Rich Wolkowitz:
Rich Wolkowitz is the Founder of Xylogenesis® | Family Office Advisory, bringing more than 25 years of first-hand experience working inside and alongside family offices of every type.
A third-generation member of his own family’s enterprise, Rich grew up learning about stewardship, responsibility, and the values of family leadership from his father. That early foundation shaped his career in law, business, and family office management.
Rich began his legal journey at the White House before joining an AM 100 law firm, where he became an Equity Partner and Chair of the Hiring Committee. He specialized in international and domestic mergers and acquisitions, serving as outside counsel and trusted consigliere to public companies, private equity- and venture-backed firms, and family enterprises. He later stepped into his own family’s business and went on to lead two different single-family offices as a non-family executive.
Prior to founding Xylogenesis®, Rich managed a global family business consulting firm.
Known for his ability to “speak truth to power.” Rich now advises multigenerational families, their family offices, and teams of trusted advisors on the complex continuum of family, business, and legacy needs.