About this episode…

What does it really take to build a world-class advisory business?

Ultimately, the answer seems quite simple. As Jack Ginter shares, it comes down to the recognition that clients at every level of wealth have different expectations—and to meet those expectations means thinking differently about your service model.

It was an answer that developed over the course of Jack’s three-decade career serving ultra-high net worth clients. This discerning group expected much more than what was available in the “packaged” solution environment of the big brokerage firms.

It’s advice that’s relevant to advisors serving all client segments – from the mass affluent on up – as competition from all corners of the industry drives the need to offer more than core planning and investment services.

In Jack’s case, he left his role as president of Abbott Downing, Wells Fargo’s ultra-high net worth business unit in 2021, and in 2022 launched Callan Family Office. This uniquely self-financed independent firm partnered with Callan LLC., one of the largest independently-owned investment consulting firms in the US, and was designed from the ground up with specific intentions around serving the unique needs of their ultra-high net worth client base.

In this episode with Louis Diamond, Jack talks candidly about:

• His blockbuster break from Abbott Downing—and what led him to launch an independent firm.
• The choice to launch the now $5B Callan Family Office—and why he did so without taking on debt or selling equity.
• The relationship with Callan LLC—and what value the firm brings to the table.
• The specific client needs he sought to address—and how that has become the competitive advantage he sees in independence.
• The importance of customization—and how it helps deliver what it really takes to go head-to-head with the biggest names in the business for the wealthiest clients.
• And, ultimately, advice for advisors of all levels on what you need to pay attention to when taking your business upmarket.

It’s the one episode that reveals why advisors – regardless of where they practice – need to ask themselves this critical question: How can we best serve our clients?

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