SAN DIEGO -- While advisers have a “rich opportunity” to capture a healthy share of an estimated $23 trillion wealth market, they also face a daunting challenge: How to get clients to pay for new value-added services.

As commoditization of investment management increases, advisers will increasingly define their value by their relationships with clients and “getting into more aspects of their clients lives,” Bernie Clark, head of Schwab Advisor Services, said at a briefing at the Schwab Impact conference.

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