This week, Jack Sharry talks with Chip Roame, Founder & Managing Partner of Tiburon Strategic Advisors & Tiburon CEO Summits. Chip is a leading strategic advisor to 700+ Tiburon corporate member firms and other clients, primarily advising CEOs, senior executives, and boards of directors of wealth and investment management firms. He is responsible for all of Tiburon's research and advisory activities, keeping him at the leading edge of strategic initiatives in the industry's fastest-growing businesses.

Jack and Chip break down the real forces shaping wealth management today. Chip shares insights from the latest Tiburon CEO Summit in Boston, covering shifting client segments, asset flows across channels, the dominance of ETFs and private credit, and why scale continues to win. They discuss lead generation as a defining competitive advantage, the accelerating pace of consolidation, and how AI may drive efficiency and personalization without replacing advisors.

In this episode:

(00:00) - Intro
(01:26) - Five major themes from the Tiburon CEO Summit
(02:38) – How investors are changing—and why the generational wealth transfer is overstated
(05:39) – Where the money is really flowing across wealth management channels
(08:37) – Cheap beta vs. private markets: the widening product divide
(11:05) – Why scale keeps winning and the biggest firms keep getting bigger
(13:07) – Business strategy today: lead generation, advisors, and growth models
(15:03) – What real organic growth looks like—and why it matters
(19:47) – Industry structure: consolidation, M&A, and what’s coming next
(22:10) – AI in wealth management: efficiency, personalization, and realistic timelines
(24:39) - Chip's key takeaways
(26:43) - Chip's interests outside of work

Quotes

"Private equity firms or the stock market value organic growth much higher than inorganic growth. And certainly, your cost to acquire a client will always be lowest in digital marketing, in social media, where you self-create the lead." ~ Chip Roame

"Don't get caught up in all the news that gets reported every day. Focus on which firms are actually gathering the most money because they're the ones that are doing something right." ~ Chip Roame

"Lead gen is a big deal right now, and I think those who figure it out are going to win. So if I were a wealth firm, I would be figuring out lead gen for my advisors at the home level." ~ Chip Roame

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