
What’s your take on the SEC’s Regulation Best Interest rule?
The reality and what concerns me is does that translate to anything meaningful as it gets implemented. Will consumers understand the differences between best interest and suitability? I don't know if it will really move the needle.
Will RIAs be able to differentiate themselves as fiduciaries?
What’s the biggest challenge for RIAs?
How can advisors pick the technologies that will create the most efficiency?
There’s a whole range of solutions out there — but they are point solutions. Then advisors are meant to figure out which ones are right for them and their offices and their clients and tie it all together into a cohesive system. It’s a major challenge for advisors.
Where do you see the most opportunity?
How can that data be put to use?
We’re just scratching the surface here and there is so much that can be done. The folks in the industry have been getting the systems in place that capture a lot of information. How do we in a responsible way learn from that and provide better service to clients going forward?
What are some of the dangers for the RIA channel?
You also have to engage with clients online. Advisors have to start addressing cyber security risks and the expectations of the SEC that you are doing what you need to be doing.
Those expectations have been increasing fairly quickly. There’s an added complexity in running your own business, in this regulated space, which is certainly a headwind for folks that are going independent.
Where do you see the advisor tech market moving?
The real trends and opportunities are around the shift from back-office to front-office technology — the technology that’s being used to engage clients. This is technology that clients have seen in other industries. Consumers have been getting trained by other industries about what a high level of service is and what an offering should look like. There’s a big gap in how wealth management interacts with clients and how they’re using tech.
There's been a ton of fintech focus on back-office and operational efficiency. How do you scale legacy wealth management? Now, the experience is on the other side, facing clients, and focused on how technology is used externally to enhance the relationship between client and advisor.