Lisa Crafford, Managing Director and Head of Advisory for Constellation Wealth Capital, joined Adam Wendel, Senior Director of Advisor Growth for BNY Pershing, at BNY INSITE 2026 to discuss strategies for driving advisory firm growth.
Crafford notes that achieving organic growth has become increasingly complex, requiring firms to take a more proactive approach. She encourages firms to examine where leads are coming from, establish a strong brand presence, clearly communicate who their advisory teams serve, and strategically tap into lead generation and digital marketing channels. She also emphasizes the importance of firms creating opportunities for advisors to generate their own growth.
As the financial services industry faces a potential decline in the number of practicing advisors over the next decade, Crafford highlights the importance of attracting and retaining talent. She emphasizes creating greater clarity around career opportunities in wealth management to attract the next generation of professionals. She also suggests creating environments where motivated employees can flourish while developing compensation structures that incentivize and motivate them to consistently deliver results.
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