Fernando Concha, Director of Global Capital Market Sales for Luma Financial Technologies, joined Zoe Hunt, Host of RIA Channel, to discuss the growing demand for customized products, particularly structured notes.
Concha joined Luma Financial Technologies in 2020 to support the firm’s international expansion into Latin America. Since then, he notes that 60% of structured note volume in Latin America passes through or is serviced by Luma Financial Technologies. Drawing on his experience in the space, Concha points to increasing demand for customized structured notes among RIAs and independent advisors, particularly in offshore markets, while noting the demand is also growing domestically. He explains that creating customized products requires technology capable of supporting smaller notionals, reducing costs, and connecting advisors with multiple banks and custodians through automated pricing and integrations.
To improve advisor adoption, Concha emphasizes the importance of transparency. Luma Financial Technologies provides Monte Carlo simulations, fact sheets, and analysis to help advisors better understand and communicate structured products to clients. He also highlights a growing interest in professionally managed structured note strategies.
For RIAs evaluating technology partners, Concha recommends prioritizing connectivity, security, and customization. He adds that technology partners should integrate seamlessly with existing platforms, maintain strong information security, and be willing to adapt to advisors’ specific workflows.
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