As more firms target UHNW families, the question isn't just how to reach them, it's also how to serve them profitably and well.
In Part 2 of this Wealth Horizons Podcast Season 2 kickoff, Rosemary Denney continues her conversation with Jamie McLaughlin, founder and CEO of J.H. McLaughlin & Co. and co-founder of The UHNW Institute, exploring what separates message from model as firms pursue UHNW clients.
Jamie and Rosemary dig into the disconnect between public claims and operating reality, why "comprehensive, integrated, family office services" can read hollow, and where firms are actually investing to make the model real. They also explore the rise of mega-firms, relationship capital as a true business asset and how to scale without losing client intimacy.
In Part 2, they cover:
If your firm is weighing growth in the UHNW segment, this episode looks at the choices that determine whether the model holds up over time.
Links & Resources
Firms across wealth management are eyeing the ultra-high-net-worth (UHNW) segment. The appeal is clear; the execution is not.
In Part 1 of this two-part kickoff to Season 2 of The Wealth Horizon Podcast, Rosemary Denney talks with Jamie McLaughlin, founder and CEO of J.H. McLaughlin & Co. and co-founder of The UHNW Institute, about the gap between marketing claims and operating reality.
They discuss why margins often compress as firms “move up-market,” how pricing tied only to AUM breaks down and where outsourcing supports quality without losing primacy. The conversation also looks at compensation systems, ownership and “relationship capital” and why scale can threaten client intimacy if firms aren’t deliberate.
In the episode, Rosemary and Jamie unpack:
For leaders looking to grow thoughtfully in the UHNW space, this conversation details what it takes to protect both quality and economics.
Links & Resources
When it comes to regulatory risk, few areas are more visible, or more scrutinized, than marketing.
In this episode of The Wealth Horizon Podcast, Rosemary Denney is joined by Ted McCutcheon, founder of Securities Law Counsel, to explore how registered investment advisors can communicate with confidence while staying in bounds with the SEC. With more than two decades of experience spanning enforcement, in-house roles and outsourced compliance, Ted offers a rare 360-degree view of what good marketing compliance actually looks like.
Their conversation covers the most frequent missteps RIAs make: relying on outdated assumptions, using overly polished language or treating compliance as a separate function rather than a shared responsibility. Ted also breaks down the current SEC rules on testimonials, third-party rankings and performance advertising, clarifying what firms can do and where caution is still needed.
Ted offers a practical perspective on how marketing and compliance can support one another when approached thoughtfully to help firms communicate clearly while minimizing regulatory risk.
In the episode, Ted and Rosemary go over:
This episode offers clear guidance for advisors who want to communicate effectively without crossing regulatory lines, especially when developing websites, pitch materials or broader messaging.
What makes a great leader in today's multifamily office landscape? Strategy still counts, but the leaders making the biggest impact are also strong communicators, good listeners and thoughtful storytellers.
In this episode of The Wealth Horizon Podcast, host Rosemary Denney of Wealth Matters Consulting sits down with Kristen Oliveri, senior family office advisor at The UHNW Institute and founder of Wealth Reimagined. With a background in financial journalism and over two decades of experience in the wealth management space, Kristen brings a people-centered approach to a constantly changing industry.
Their conversation examines how leadership is responding to demographic shifts, growing generational divides and rising expectations from clients and team members. From succession planning and reverse mentorship to marketing in a digital-first world, Kristen shares what today's advisors need to understand and what tomorrow's leaders can't afford to overlook.
In the episode, Kristen and Rosemary discuss:
For advisors and executives dealing with growth, transitions or generational change, this episode offers a renewed take on what it means to lead with purpose.
In this episode of The Wealth Horizon Podcast, Rosemary Denney is joined by filmmaker, author and founder of StoryQ, Dr. Rick Stevenson, for a powerful conversation about the role of storytelling in family legacy, emotional intelligence and multi-generational wealth planning.
With insights gained from more than 7,500 interviews across six continents, Rick explains how storytelling goes beyond connection. It's a way to spark reflection, deepen relationships and preserve wisdom. He also speaks directly to wealth advisors, with a reminder that, while numbers may be familiar territory, they rarely create lasting loyalty. As Rick puts it:
"It's not the thing your client needs most, and it's not the thing that ultimately holds the client."
Rick shares more insight during the episode, including:
This episode is for anyone thinking about how to preserve more than just assets and how real connection, built through storytelling, helps families understand and carry forward what matters most.
Learn more at storyq.com.
Joseph Reilly's name comes up often in family office circles and for good reason. As founder of Circulus Group and host of the Private Capital Podcast (ranked #5 globally among family office podcasts), Joe has created a space that combines intellectual content with professional connection.
In this episode of The Wealth Horizon Podcast, Rosemary Denney, CEO of Wealth Matters Consulting and Joe Reilly discuss the profound impact podcasting can have in the wealth management industry and why it stands out as a unique medium for sharing knowledge and building connections.
Joe reflects on the origins of his podcast, describing how a simple idea evolved into a respected platform for insightful, unscripted dialogue. Together, they examine how podcasting serves not only as a tool for knowledge sharing, but also as a powerful vehicle for building credibility, expanding professional networks and fostering authentic engagement in an increasingly digital landscape.
In this episode you'll learn:
For those thinking about starting a podcast or rethinking how they share their perspective, this episode offers a behind-the-scenes look at how meaningful content is made.
In this episode of The Wealth Horizon Podcast, host Rosemary Denney, CEO at Wealth Matters Consulting, talks with Naz Hassanein, founder of Worthy Circles, a Boston-based peer-to-peer networking group for professionals in the family office and UHNW advisory space. With over 25 years of industry experience, Naz shares the inside story of how and why she built a thriving community rooted in trust, authenticity and long-term relationship building.
In this episode, you'll hear helpful insights on:
If you're an advisor trying to crack the code on COI marketing—or just want to hear how one woman turned a powerful idea into a professional movement—this episode will provide clear ideas you can put into practice.
In this episode of The Wealth Horizon Podcast, host Rosemary Denney, CEO at Wealth Matters Consulting, sits down with Brian Hughes, president of Eton Advisors, for a conversation about what it takes to grow a modern advisory firm with clarity and discipline.
With a long track record of guiding some of the industry's top wealth management teams, Brian shares what he's learned about scaling intentionally, offering his perspective on client engagement, team development and the smart use of digital tools. He also touches on the most common mistakes firms make when trying to grow too quickly or without a clear strategy.
If you're building a boutique advisory practice or charting the next chapter for your multi-family office, this conversation offers perspective worth hearing.
Key Topics Discussed in This Episode:
1. Brian’s Journey to Eton Advisors
Brian shares his background in the wealth management industry and the path that led him to his current role at Eton Advisors. He discusses the evolution of his career, the lessons he’s learned and how those experiences shape his approach to leadership and firm growth today.
2. The Challenges of Firm Growth
Scaling a wealth management firm isn’t just about getting more clients—it’s about having the right infrastructure in place. Brian and Rosemary discuss:
3. The Power of Digital Marketing and Thought Leadership
Marketing in the wealth management industry has changed dramatically. Brian emphasizes the importance of digital marketing, content creation and thought leadership as essential tools for growth. In this discussion, they cover:
4. The Role of Scalability and Systems in Growth
Many advisors reach a plateau because they don’t have the right systems in place. Brian shares insights on how firms can:
5. Common Pitfalls to Avoid in Wealth Management Growth
Brian and Rosemary discuss some of the biggest mistakes firms make, including:
❌ Failing to track key performance indicators (KPIs) and flying blind.
❌ Not having a defined growth strategy—relying too heavily on referrals without a proactive plan.
❌ Neglecting client engagement and retention while focusing too much on new acquisitions.
6. The Evolving Landscape of Client Acquisition and Engagement
Today’s clients expect more from their financial advisors. The conversation highlights:
All episodes of The Wealth Horizon podcast are available on Apple Podcasts, Spotify and more. Subscribe today to receive new episodes as soon as they premiere.
In honor of Women's Month this March, the inaugural episode of The Wealth Horizon Podcast features a special conversation with Mel Lagomasino, wealth management industry leader and chief executive officer & managing partner at WE Family Offices. Host Rosemary Denney, chief executive officer at Wealth Matters Consulting, sits down with Mel for a deep and insightful discussion about her career, the evolving role of women in finance and the future of wealth management.
With over three decades of experience advising some of the world’s wealthiest families, Mel shares her personal journey—from immigrating from Cuba to leading major financial institutions like JP Morgan Private Bank. She reflects on how her early experiences shaped her passion for helping families navigate wealth transitions and make thoughtful financial decisions.
Key takeaways from this episode include:
This conversation with Mel highlights the major shifts in wealth management—from the growing influence of women to the impact of technology. As the industry evolves, success will depend on embracing diversity, prioritizing relationships and empowering clients with knowledge. Mel's insights offer valuable lessons for women and anyone navigating the future of finance.
All episodes of The Wealth Horizon podcast are available on Apple Podcasts, Spotify and more. Subscribe today to receive new episodes as soon as they premiere.