30th May 2024 by James Sellon, CFA, CFP™

James Sellon joins a panel discussion at the Summit for Wealth Management London

James Sellon panel discussion

On May 20th, 2024, James Sellon, Co-Founder and Managing Partner of MASECO Private Wealth, was invited to the Summit for Wealth Management London to offer his insights in a panel discussion titled 'Serving the Ultra High Net Worth Segment: What does it take to deliver a premium service on a crowded market.' He was joined on the panel by Richard Adams, Chief Operating Officer and Chief Compliance Officer at Capital Generation Partners, and Robert Hughes-Penney, Investment Director at Rathbones.


The panel delved into the sophisticated strategies employed to attract clients within the ultra-high-net-worth (UHNW) segment. The importance of tailoring services to meet the specific needs of UHNW clients was touched on by all panelists who concurred that this bespoke approach involves leveraging intermediary networks, tailored guidance with regards unique family requirements, developing a team approach and designing a tailored family office program for each client. Such methods are designed to establish and nurture strong, personalized connections with clients.

The discussion addressed the evolving landscape of wealth management, noting a significant shift from inherited wealth to a client base dominated by entrepreneurs and successful individuals. These clients are primarily acquired through personal recommendations and referrals, emphasising the importance of a robust network and reputation.

Clients today demand transparency, desiring real-time access to their assets and a clear understanding of their performance. The panelists agreed that offering a tailored service that considers the client's family dynamics and personal circumstances significantly enhances client satisfaction and success rates.

In an industry heavily regulated, maintaining a client-centric approach can be challenging. The panel discussed the necessity of balancing stringent regulatory compliance with the delivery of a personalised client experience. 

The advent of artificial intelligence (AI) and advanced technologies presents both challenges and opportunities for wealth management firms. While these innovations can enhance service delivery and operational efficiency, the panelists stressed the importance of not losing sight of the human element in client relationships. AI should augment, not replace, the personalized service that UHNW clients value. This underscores the need for wealth management professionals to adapt and innovate in the face of technological advancements.

The growing prevalence of digital marketing was also a key topic. The panel considered how effective digital marketing strategies enhance brand visibility and awareness, positioning firms to attract new clients, especially younger audiences who are more responsive to digital outreach. By embracing digital marketing, wealth management firms can ensure they remain relevant and accessible in an increasingly online world.

The panel also discussed the impact of shifting geopolitical circumstances and pending legislative changes. With a record number of global elections this year, there are significant implications for tax investments, financial planning, and overall client confidence. In particular, the potential changes to non-dom rules in the UK were highlighted as a critical area of focus for 
 

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