$4.3bn PE-backed Trilogy names new recruiting head

Independent advisors need to lead the recruiting and training of a new generation of wealth managers, according Jeff Motske, president and CEO of Trilogy Financial, $3 billion hybrid RIA based in Huntington Beach, Ca.

“The public wants independent advisors and the industry is moving in that direction,” he said. “Clients are already asking older advisors about who is going to advise them when the advisor retires. Older clients want someone who can see their family through the estate transition process. A younger planner gives clients confidence that someone will be there to help them through their entire life and afterward.”

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Cerulli Associates, a leading financial services market research firm, projects that more than one-third (35 percent) of financial advisors will retire in the next 10 years. In its wake, the next generation of advisors will inherit roughly $6 trillion of advisor-managed assets. This begets a crucial question: where will the industry find this next generation of advisors? As it stands, only a quarter of today’s advisor population is under the age of 40, according to the CFP Board, and of this, a mere 10 percent are under 35, Cerulli reports.

Why is the industry experiencing this new talent shortage? Of the myriad obstacles, poor industry perception and a lack of necessary structure to engage and mentor promising young leaders are two worth noting. However, they can be overcome with a commitment to understanding millennial preferences in the workplace and investing in the necessary resources to inspire today’s brightest talent to choose financial advising. It’s an investmentthat will deliver significant returns for both advisory firms and their clients.

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