This week, Jack Sharry talks with Tom Lewandowski, Principal and Leader of the High-Net-Worth (HNW) Segment at Edward Jones. Tom leads the development and execution of strategies to better serve HNW households, including defining a unique value proposition for clients and branch teams, product and service strategy, pricing, compensation, operations and infrastructure, integration, and internal and external communication.

Tom talks with Jack about how Edward Jones leverages its deep-rooted culture of trust to serve the HNW market. Tom explains how the firm's Generations Program provides branch teams with access to specialized expertise in estate planning, tax strategy, and business transitions, ensuring that complex client needs are met with the same personalized touch the firm is known for.

In this episode:

(00:00) - Intro
(01:10) - Tom's role at Edward Jones
(02:10) - Tom's journey in the wealth management industry
(03:42) - Why Edward Jones leaned into high-net-worth clients
(05:53) - The genesis of the Edward Jones Generations Program
(07:56) - How Edward Jones' home-office specialists support local branch teams
(11:43) - Latest updates on Edward Jones Generations Program
(15:25) - Helping families move from uncertainty to clarity
(17:10) - Edward Jones' future goals
(20:21) - Tom's key takeaways
(21:09) - Tom's interests outside of work

Quotes

"Trust is that gateway to the conversations that matter." ~ Tom Lewandowski

"We strongly believe that family conversations are the most important. If you want to remove that burden or turn it into something positive in terms of how that comprehensive plan can impact your family, we'd love you to consider an Edward Jones financial advisor, because we're the best in the business of driving those." ~ Tom Lewandowski

"If you can marry the best of both worlds—great advice, solid products and services—into a comprehensive financial planning conversation, that's what clients are really looking for." ~ Tom Lewandowski

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How Edward Jones Scales Advice for High-Net-Worth Clients with Tom Lewandowski