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Advisors to the ultra rich say AI isn’t a gamechanger for landing new clients
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A version of this article first appeared in CNBC’s Inside Wealth newsletter with Robert Frank, a weekly guide to the high-net-worth investor and consumer. Sign up to receive future editions, straight to your inbox.
Market data firms have been pitching artificial intelligence as the key to locating elusive ultra-high-net-worth clients. But leaders at elite advisory firms told Inside Wealth they aren’t sold.
For starters, while AI products can surface data and contact information on ultra-high-net-worth individuals, that’s only half the battle.
“When we’re looking for clients with north of $100 million, I struggle to think they’re going to take a cold email and say, ‘Yes, here’s my balance sheet,'” said Matthew Fleissig, CEO and co-founder of Pathstone, a registered investor advisory with $182 billion in client assets.
Instead, he said referrals come when the company works on a more personal level, like when Pathstone once secured a private jet in under an hour for a client who needed to get from New Orleans to Albany, New York, before their mother died.
“Those types of things are how we are able to grow the business,” he said. “We create moments that matter.”
Fleissig said AI for client prospecting hasn’t been the gamechanger that startups purport it to be.
“These databases have been around forever, and now people have added an AI overlay to be able to mine the database,” he said. “Most of the time, it’s very similar strategies of aggregating data sources that are public or you can pay for, and trying to feed you lists of people. We, at this point, can do that ourselves.”
A growth executive at a high-end national RIA told Inside Wealth that he had done at least 20 demos of AI client prospecting tools in the past six months and said most are built on widely available large language models like Claude and GPT.
“You’re slapping a coat of paint on one of five major LLMs and selling through the fact that ‘Oh our info is better,'” said the executive, who requested anonymity to talk about client acquisition strategies. “Do I pay them $100,000 or do I talk to my IT team and figure out a way of doing it for cents on the dollar?”
Andrew Douglass, head of growth at AlTi Tiedemann Global, said there is little competitive advantage to using nonexclusive data. When the independent wealth management firm used to cold call clients from these types of databases, the client usually already had an advisor or had been called by dozens of other firms already, he said.
For the past five years, client referrals and personal networks have made up 40% and 30%, respectively, of AlTi’s organic growth, he said. Another 30% comes from networking with experts like trusts and estates lawyers and accountants who are likely to be working with clients going through a liquidity event, such as inheriting a fortune or selling a business.
“Most people go out and say, ‘Our minimums are $25 million so whoever has $25 million in liquid assets makes a great client.’ We don’t think that that is a strategy that ultimately works,” said Douglass, calling from the Heckerling estate planning conference in Orlando, Florida. “We think really being looked at in the market as a subject matter expert, consistently showing up to places like Heckerling and where the professional community is and being able to provide value, is the most effective way to grow the business,”
Word-of-mouth referrals are not inherently scalable and can be slow-going. Douglass said the sales cycle with an ultra-high-net-worth client can take 12 months, if not longer.
However, advisories focused on the ultra-rich like AlTi Global are looking for quality, not quantity, he said. The firm’s annual target for organic growth is 25 to 30 new clients in the U.S., which could add about $1.5 billion to $2 billion in new assets.
Eden Ovadia, CEO of AI client prospecting startup Finny, said she is used to encountering skepticism. Ovadia, who co-founded Finny in late 2023, said she views AI prospecting as a complement to traditional outreach rather than a replacement.
She said a popular way for high-end advisors to use Finny is to promote exclusive events to the right audience. For instance, an advisor looking to invite prospects to a suite at a Miami Heat game can use Finny to identify people who work in real estate and are interested in the team. Ovadia also said Finny can be used to identify clients who might need advice after a life transition, such as finding people who recently bought a property worth at least $5 million near Jackson Hole, Wyoming.
“There’s definitely a little bit of cynicism we have to get over when we talk to ultra-high-net-worth firms and they’re, ‘No, we don’t do AI. We want everything to feel really personalized, really white glove,'” she said. “I couldn’t agree more. The idea here is we actually can surface more data about your clients or your prospects than even you know.”
Finny can also be used to keep an eye on existing clients and monitor for signs they may be unhappy, such as searching for investment advice online, Ovadia said.
Fleissig said he is more excited about customers finding Pathstone through AI platforms like Gemini and ChatGPT. In the past two weeks, he said, Pathstone has received five inbound inquiries from clients worth at least $100 million from AI search engines.
Douglass said while AI hasn’t changed the way AlTi Global finds new business, he’s open-minded.
“If someone has a better mousetrap, we’re certainly excited about what the market’s going to look like and bring to bear,” he said.
The FTSE 100 closed higher on Monday, recouping most of Friday’s hefty falls amid a calmer bond market and as Iran responded to the latest US peace proposal.
The FTSE 100 closed up 128.38 points, 1.3%, at 10,323.75. The FTSE 250 ended up 15.56 points, 0.1%, at 22,611.70, but the AIM All-Share fell 8.72 points, 1.1%, at 800.17.
Iran said it had responded to a new US proposal aimed at ending the war, adding that diplomatic exchanges continue despite Iranian media reports describing Washington’s demands as excessive, AFP reported.
Washington and Tehran have been swapping proposals in an effort to end the conflict, which the US and Israel launched on February 28, but they have held only a single round of talks despite a fragile ceasefire.
“As we announced yesterday, our concerns were conveyed to the American side,” foreign ministry spokesman Esmaeil Baqaei told a news briefing, adding that exchanges were “continuing through the Pakistani mediator”.
Mr Baqaei defended Iran’s demands, including the release of Iranian assets frozen abroad and the lifting of long-standing sanctions.
“The points raised are Iranian demands that have been firmly defended by the Iranian negotiating team in every round of negotiations,” he said.
But with no signs of clear progress, the oil price remained inflated and volatile.
Brent crude for July delivery was trading at 110.80 dollars a barrel on Monday, up compared to 108.83 at the time of the equities close in London on Friday.
After a frantic Friday, the bond markets calmed, while sterling also rebounded as investors weighed the latest political developments.
The yield on UK 10-year gilts traded at 5.14% compared to 5.17% at the same time on Friday.
The pound traded at 1.3397 dollars on Monday afternoon, up from 1.3319 on Friday. Against the euro, sterling firmed to 1.1506 euros from 1.1462 on Friday.
Prime Minister Sir Keir Starmer insisted he would not set out a timetable to leave No 10 as potential leadership challenger Andy Burnham vowed to “change Labour” if he is successful in his effort to return to Parliament.
The Prime Minister said he still wants to lead Labour into the next general election amid calls from within the party to set out a timetable for his exit.
Greater Manchester Mayor Mr Burnham hopes to be Labour’s candidate in the Makerfield by-election, which could provide him with a route back to the Commons to challenge for the party leadership and the keys to Downing Street.
Speaking to broadcasters in London, Sir Keir said he was not going to set out a timetable to stand down if Mr Burnham returns to Westminster.
He added: “I do want to fight the next election. Obviously, I recognise that after the local election results, the elections in Wales and Scotland as well, that the first task is obviously turning things around and making sure that my focus is in the right place.”
Meanwhile, the International Monetary Fund said growth in the UK economy will be stronger this year than previously thought.
The IMF updated its growth projections a month after warning of a sharp slowdown caused by the global energy shock from the US-Iran war.
The influential financial body said it was now predicting UK gross domestic product to rise by 1% in 2026, higher than the 0.8% growth it was forecasting last month.
Responding to the latest report, Chancellor Rachel Reeves said: “The IMF upgrading its growth forecasts and backing our fiscal strategy is yet more proof that this Government has the right economic plan.”
In Europe, equity markets on Monday, the Cac 40 in Paris ended up 0.4%, and the Dax 40 in Frankfurt advanced 1.5%.
In New York, the Dow Jones Industrial Average was down 0.1%, the S&P 500 fell 0.4%, and the Nasdaq Composite was 0.7% lower.
On the FTSE 100, Whitbread closed up 2.3% after Corvex Management urged the Premier Inn owner to put itself up for sale, slamming its recently announced new five-year strategic plan.
In a damning letter to Whitbread management, the New York-based activist hedge fund called the status quo “untenable” and said that the need to pursue “meaningful strategic and structural reform had become unignorable”.
As a result, Corvex, which holds a stake of around 7% in Whitbread, said the only “credible” path to unlocking value at Whitbread is a sale of the company.
Anglo America fell 1.4% as it struck a deal to sell its portfolio of steelmaking coal mines in Australia to Dhilmar for up to 3.88 billion dollars in cash.
The London-based mining house said Dhilmar will pay the FTSE 100-listing 2.3 billion dollars upfront, and the deal has a price-linked earnout of up to 1.58 billion dollars.
Anglo American chief executive officer Duncan Wanblad said: “This agreement represents another major step in the simplification of our portfolio ahead of completing our merger with Teck. Through this transaction, we will complete our exit from steelmaking coal.”
Susannah Streeter, chief investment strategist at Wealth Club, said: “This not only strengthens the balance sheet, ahead of its planned merger with Canada’s Teck Resources, but also keeps it exposed to future strength in coal prices.”
Capita shares rose 8.9% as the London-based outsourcing and business services company said adjusted revenue rose 2.9% on-year in the first four months of 2026, which it said was in line with expectations.
Looking ahead, Capita said it continues to expect a low to mid-single digit revenue climb in Capita Public Service and expects mid-teen revenue growth in its Pension Solutions business.
The biggest risers on the FTSE 100 were Centrica, up 7.70p at 196.95p, National Grid, up 43.50p at 1,231.50p, Pearson, up 37.00p at 1,136.50p, Relx, up 81.00p at 2,504.00p, and SSE, up 74.00p at 2,345.00p.
The biggest fallers on the FTSE 100 were 3i Group, down 128.00p at 2,082.00p, Airtel Africa, down 15.60p at 312.80p, Mondi, down 16.40p at 734.60p, Polar Capital Technology Trust, down 12.50p at 659.00p and Diploma, down 95.00p at 6,625.00p.
Tuesday’s global economic calendar has UK consumer and wholesale inflation figures, eurozone inflation data and the minutes of the last Federal Open Market Committee meeting.
Tuesday’s local corporate calendar has full-year results from business services group DCC, half-year numbers from supplier of specialised technical products and services, Doploma, and electricals retailer Currys.
The Reserve Bank of India (RBI) on Monday decided against activating the countercyclical capital buffer (CCyB), indicating that current financial and credit conditions do not warrant an additional capital requirement for banks, PTI reported.The central bank said the decision followed a review and empirical assessment of indicators used under the CCyB framework.“Based on review and empirical analysis of CCyB indicators, it has been decided that it is not necessary to activate CCyB at this point in time,” RBI said in a statement.Under the RBI (Commercial Banks – Prudential Norms on Capital Adequacy) Directions, 2025, the CCyB framework is activated when financial conditions indicate rising systemic risks linked to excessive credit growth.The framework primarily relies on the credit-to-GDP gap as a key indicator, along with supplementary metrics.According to the RBI, the CCyB mechanism is intended to serve two broad objectives.Firstly, it requires a bank to build up a buffer of capital in good times, which may be used to maintain the flow of credit to the real sector in difficult times.Secondly, it achieves the broader macro-prudential goal of restricting the banking sector from indiscriminate lending in the periods of excess credit growth that have often been associated with the building up of system-wide risk.The framework was introduced globally after the 2008 financial crisis as part of measures proposed by the Group of Central Bank Governors and Heads of Supervision (GHOS) under the Basel framework to strengthen financial system resilience.
The company has announced plans to build seven new models in Europe including a small electric hatchback.
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