Wealth Advisor Master Class

FOX brings its extensive knowledge of wealth owners’ needs and their expectations of advisors to a new course for individuals and firms interested in strengthening their sales and delivery of integrated services to ultra-high-net-worth families.

  • About
  • Agenda
  • Speakers
  • Accommodations
  • Sponsors

The latest in an ongoing series of workshops designed specifically to meet educational needs expressed by FOX members and the wealth advisor community, this workshop examines what it takes to run a successful wealth advisory business.

During the course of this unique, 2½-day workshop, we will draw from FOX research and case studies to examine in detail the strategy for enhancing and sustaining a successful wealth advisory business, including:

  • The unique challenges of wealth owners
  • Pricing and profitability
  • Development of an integrated service delivery model
  • Sales and marketing strategies
  • Process management and operating systems

You will learn the best practices that FOX has identified across 22 years of working with wealthy families and their advisors, enabling you to avoid potentially costly mistakes and build a wealth advisory business that efficiently and effectively meets the diverse needs of a wealthy clientele.

Additional attendees from the same organization are eligible for a 20% discount.

Contact workshops@familyoffice.com with any questions. 

Wednesday, September 12

7:45 a.m.   Registration and Breakfast

8:30 a.m.   Module 1: Wealth Advisory Business Models and Strategies 

  • Private wealth industry landscape
  • Service providers value proposition
  • Architectures for scalable wealth advisor business
  • Pricing for profitability
  • Pricing methodologies
  • Sample fee schedules
  • How wealth owners measure value
  • Five dimensions of the advisory business
  • Eton Advisors case study



Module 2: Understanding Wealthy Families and Their Challenges Selecting the Right Clients to Fit Your Model 
  • Visible and invisible challenges
  • What wealth owners want from advisors
  • How wealth owners make advisor selections
  • The client of today and tomorrow
  • Understanding family diversity
  • Balancing generational differences
  • The need for family governance
  • Best practices for family governance

5:00 p.m.   Adjourn

6:30 p.m. Cocktail and Dinner Reception

Thursday, September 13

7:45 a.m.   Breakfast

8:30 a.m.   Module 3: Developing an Integrated Service Delivery Process 

  • Integration of services requires a process
  • Aligning client goals and strategies
  • Service needed by asset size
  • Diversity of ownership structures
  • Evaluating in-house and outsourcing approaches
  • Analyzing the advisor ecosystem
  • Striving for consistant delivery of services


Module 4: Talent and Team Structures 

  • The role of the trusted advisor
  • Team structure and centralized resources
  • Number of client relationships per team
  • Compensation and incentives to retain talented teams



Module 5: Marketing and Business Development - Understanding the Client Selection Process  

  • Developing the business development team structure
  • The service delivery promise
  • Differentiating the firm and communicating the message
  • Executing and managing the sales process
  • Building awareness and referral networks
  • Wealth advisor selection case studies

5:00 p.m.   Adjourn

6:30 p.m.   Cocktail and Dinner Reception


Friday, September 14

7:45 a.m.   Breakfast

8:30 a.m.   Module 6: Process Management, Operating Systems and Financial Reporting  

  • Technology needed for research stability
  • Accountability for service efficiency
  • 3 layers of data and information review
  • Technology needs for each layer
  • Cross functional process mapping
  • Accounting and entity relationship issues
  • Sample financial reports


Module 7: Discussion of Reviews of Participant Situations
  • Discussion of key metrics for the business
  • Discussion of management and business goals

12:30 p.m.   Adjournment 

Sara Hamilton, Founder and CEO

A recognized visionary in the private wealth community, Sara provides strategic direction for FOX and leads the development of programs and services supporting wealthy individuals, family office executives, and wealth advisory firms globally. For the past three years, she has been named as one of the "Top 50 Women in Wealth Management" by Wealth Manager. Sara is the co-author of Family Legacy and Leadership: Preserving True Family Wealth in Challenging Times and serves on the executive education faculty of the University of Chicago Booth School of Business for the "Private Wealth Management" course offered twice a year in Chicago.

Charles B. Grace, III, Senior Consultant

Charlie has more than 20 years of private wealth management experience, including 10 years at Ashbridge Investment Management LLC, a $1 billion multi-family office and single family office serving individuals and families with significant wealth. He is regarded as an expert in many facets of wealth management, including client relationships, business development, and corporate management and governance. He has been quoted widely in the media and is a frequent speaker at conferences focused on private investors and family offices.

Hotel Accommodations

The New York Palace
455 Madison Avenue
New York, NY 10022

Reserve Your Room Now

Family Office Exchange has reserved rooms at The New York Palace at a rate of $399/night plus sales tax.  Reservations are on a first-come, first-served basis,

To obtaine the discounted rates click here or contact the hotel directly at 212-888-7200 or toll free at 800-697-2522 and mention the FOX MFO business strategy workshop. The cutoff date for hotel reservations at this rate is Wednesday, August 29th, 2012.

All attendees are responsible for making their own hotel reservations.

Interested in sponsoring? Contact Sandra Ditore at 312.327.1233 or by email at sditore@familyoffice.com